Johnson Controls · 16 hours ago
Sales Director, Major Projects
Providence RI Branch
Full-time
Onsite
Director/Executive
$145K/yr - $218K/yr
10+ years expJohnson Controls is a global leader in smart, healthy, and sustainable buildings. The Sales Director for Major Projects will direct sales account executives and develop sales strategies to optimize growth and increase market share in the construction sales domain.
Industrial EngineeringPhysical SecuritySmart Building
Responsibilities
Under general direction, directs BSNA North America Major Projects Sales Account Executives (MPAE’s) and National Systems Sales Account Executives
Provide leadership, strategy development and coaching to optimize growth and increase market share of Major Projects construction sales and JCI systems offerings within National Accounts
Develop and execute sales strategies, processes, and tools to achieve sales objectives and increase market share
Works with regional sales managers to drive complex construction sales strategies and sales management disciplines in conjunction with regional management teams
Expertise in selling connected outcomes, differentiating offerings from competitors and understanding the sales process
Lead the development and execution of sales strategies, programs, processes, and tools to achieve the sales objectives
Drives the development and coaching of the value proposition, accountability for pipeline growth and area collaboration
Understands bidding/proposing/negotiating, contract review of all contract types, DOA approval processes and all financial aspects of selling, booking and executing the MP business
Leadership responsibilities for assigned BSNA Metro Markets as aligned by Regional Vice Presidents Portfolio and manages associated MPAE’s with assigned Metro Markets
Accountable for Regional Management Team (RMT) collaboration, Sales Management Disciplines and profitable growth
Leads the strategic and financial planning process for MP in assigned Areas in conjunction with AMT partners
Leads the monthly/quarterly/annual planning and forecasting/reporting process with AMT participation
Responsible for all portfolio MP leading indicators, including Sales Force, Forecast Block management, YoY pipeline growth, etc
Responsible for all portfolio MP lagging indicators including secured to plan, YoY growth, sales productivity and price
Responsible for all HR functions for assigned MPAEs including My Voice, Vital Values and Safety programs
Coach sellers, with minimal supervision, to provide JCI offerings persuasively, persistently, and confidently to owners, contractors, and consultants at the C-level while reaching optimal profit levels
Teach sellers to adapt to the client's operational and environmental objectives, needs and requirements
Recommends solutions and links client objectives to total value solution and competitive advantage throughout the building life cycle
Leverages JCI technical and financial internal subject matter experts to provide insight and customized offerings and applications of JCI solutions for client’s specific needs
Applies knowledge of competitor’s business strategies, offerings, and solutions to favorably differentiate JCI offerings in the marketplace
Develops the advanced solutions construction market value proposition, continues to identify tangible outcomes to improve the value proposition tailored to vertical markets and specific buyers in the local markets
Participates in (or leads) team-led Customer Showcase visits and other customer engagement activities with responsibility for C-level relationship management with key customers
Excellent presentation and facilitation skills required
Becomes a subject matter expert in positioning JCI Technology Solutions for the construction market, including team-selling complex, multi-scope, integrated technology packages with digital and/or financial solutions to the construction buyer
Understands the booking/approval process for all contract types including all DOA requirements for pre-bid, pre-book, LOI and contract conversion activities
Knows how to navigate upstream/downstream management chain and cross-domain leadership engagement activities on team-selling multi-domain complex projects
Actively participates in industry professional groups and speaking engagements (i.e., AGC, ASHE, DBIA, USGBC, AIA, etc. Obtains a board position in at least one of these groups
Qualification
Required
Bachelor's degree in engineering, marketing, a related field or equivalent experience
Minimum ten years of experience in construction marketing and sales, including eight to ten years of sales or marketing management experience, direct sales experience and sales management experience
Demonstrated knowledge of the construction marketplace, financial reporting and relationships with key players in the construction market
Excellent initiative, and interpersonal communications skills
Ability to travel 50% (North East; virtually located position)
Preferred
Master's degree preferred
Benefits
Competitive salary
Generous paid vacation, holidays, and sick time - 15 days of vacation in your first year to promote work-life balance
Comprehensive benefits package, including 401K, medical, dental, and vision care, available from day one
An encouraging and collaborative team environment that values diverse perspectives and fosters innovation
On-the-job and cross-training opportunities
A strong commitment to safety through our Zero Harm policy, ensuring a safe and secure workplace for all employees
JCI Employee discount programs (The Loop by Perk Spot)
Company
Johnson Controls
Johnson Controls offers smart buildings that create safe, healthy, and sustainable environments.
10001+ employees
H1B Sponsorship
Johnson Controls has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (61)
2024 (57)
2023 (80)
2022 (95)
2021 (81)
2020 (93)
Funding
Current Stage
Public CompanyTotal Funding
$1.6BKey Investors
US Department of Energy
2024-12-05Post Ipo Debt· $250M
2024-12-04Post Ipo Debt· $525.61M
2024-05-20Post Ipo Equity· $90M
Leadership Team
Joakim Weidemanis
Chief Executive Officer
Marc Vandiepenbeeck
Executive Vice President and Chief Financial Officer
Recent News
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