Senior HVAC Margin Strategy Leader

Build your best future with the Johnson Controls team

As a global leader in smart healthy and sustainable buildings our mission is to reimagine the performance of buildings to serve people places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical financial and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer

Competitive salary and bonus plan
Paid vacation/holidays/sick time
Comprehensive benefits package including 401K medical dental and vision care - Available day one
Extensive product and on the job/cross training opportunities with outstanding internal resources
Encouraging and collaborative team environment
Dedication to safety through our Zero Harm policy
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What you will do

Be the “one-source” for your assigned territory providing communication with the HVAC Construction sales team on all qualified opportunities which will include chillers and air handling units.

You'll provide mentorship and coaching as well as price levels which result in increasing the win rate at the highest possible market levels. Quarterback the engagement of appropriate subject matter authorities at the inception of opportunities to improve product positioning optimization and project strategy. Apply expertise in balancing both project specific situational criteria and product specific historical win/loss data to calculate the highest possible winning price for each opportunity. Collaborate with Global Products and Area leadership to provide final price authorization. Coach the sales team on strategies to win at the highest possible margin. Gain the trust of the sales team you support through transparency and integrity along with sound data driven advice. Ultimately co-own the successful win of every opportunity where you provided advice.

Channel responsibility includes sales of applied equipment through the Equipment North American EqNA branches via direct salespeople and agents.

How you will do it

• Build an atmosphere of trust and partnership with Sales Reps Agents Local and Area leaders Reginal Sales Managers Area General Managers and Area Sale Managers

• Lead internal and external resources to support the bid and proposal processes for HVAC Equipment. Collect commercial and financial information needed for the bid and proposal of the project. Analyzes various components of project to identify appropriate balance between financial results and customer satisfaction

• Proactively Quarterback bid and budget review on all projects within scope of the HVAC Deal Desk

• Schedule project reviews with salespersons and agents for qualified upcoming projects in their pipeline to ensure engagement

• Develop an understanding and improve overall sales strategies to qualify situational impacts and strengthen our position

• Apply competitive market intelligence factory loading/lead time indicators to help formulate an overall winning strategy for each unique project opportunity at the highest possible margin

• Use historical win/loss data market share data competitor dynamics and local market dynamics to provide optimized price levels

• Facilitate and play an advisory role between Salespersons/agents and Product Reginal Sales Manager and Subject Manager Expert RSMs/SMEs regarding optimizing technical strategy and cost impacts

• Investigate and uncover other influences that impact our ability to win (both at an individual market-level and broader North America level) and subjectively make the necessary adjustments to strategy and value proposition

• Use dashboards to monitor and proactively follow-up on all opportunities as key indicators change during the sales cycle

• Collaborate and align weekly with peers: Regional product RSMs/SMEs and Product Leaders to stay current on the market products competitors and situational influencers and to collaborate and align best practices.

• Participate with field team on project strategy reviews

• Coach and develop HVAC Margin Strategy leaders

• Point of contact for HVAC Margin strategy leaders– help trouble shoot issues address resistance to margin strategy

• Facilitate final Price Authorization based on Delegation of Authority DOA thresholds

• Support the Pre-bid Review Process alongside Local/Area leadership and salespersons inclusive of other DOA HQ Sales and Ops leadership approvers.

What we look for

Required

• Bachelor’s degree in Engineering Marketing a related field or equivalent experience.

• Demonstrated ability in HVAC industry sales or sales management.

• Knowledge of Applied Equipment such as Chillers and Air Handling Units

• Ability to work cross-functionally with sales reps Local and Area Leaders EqNA Leadership and Global Products

• Ability to collaborate with and influence others

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