Area Sales Manager Performance Infrastructure

Johnson Controls

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Sacramento, CA

Job Description

As posted by the hiring company

Job Overview:

Job Details

What you will do

Under general direction, provides leadership to manage the Public Sector market sales in the creation of smarter, more efficient and resilient communities. Drive efforts, activities, and results within assigned area for sales growth and go to market strategy. Assists in the development of, deploys and executes programs, processes, tools to achieve the sales objectives for Public Sector market for the Johnson Controls Performance Infrastructure business. Help customers capture opportunities for financial stewardship, energy efficiency, infrastructure modernization, operating cost reduction and risk transfer. Analyzes market opportunities, develops and implements strategies to both maximize margins and increase revenue growth. Provides market expertise and sales support to all area offices as required.

How you will do it

  • Delivers planned business results of the assigned areas’ public sector market business plans for all ‘lines of business’ within Performance Infrastructure (Design-Build, P3, ESPC, as a Service, ESA, PPA, etc)-

  • Leads Area sales management in the development of the public sector market strategic plan components and annual sales plans.

  • Assists the Area General Manager and Regional Management in planning, organizing and building a team to meet business objectives for key and target public sector accounts. Ensures that planned staffing activities occur, including, recruiting, selection, development and succession.

  • Identifies and supports new market opportunities for public sector market sales. Serves as primary link between the Area offices and marketing. Provides market expertise to assist in the development of value propositions, offerings, and strategy.

  • Identifies, develops, and manages strategic regional third party relationships to facilitate public sector business growth, including trade associations, marketing consultants, subcontractors.

  • Leads assigned areas in regional and local public sector marketing efforts, including regional and local trade shows, participation in relevant public sector associations, advertising, public relations, and political activity. Assists with influencing legislation or administrative regulations to support JCI’s business activity.

  • Identifies requirements and assigns priorities to assist in the development of products, programs, tools, and support requirements. Assists in market analysis strategies and Key and Target Account identification. Facilitates communication and sharing of ‘best practices’ among Areas.

  • Manages and measures public sector market sales performance to established standards: Sales Management Disciplines (SMD), CRM, Account Management, etc. Responsible for facilitating consistent public sector market sales processes and offerings across assigned Areas. Assists in the development of and facilitates the implementation of process and productivity measurements and review.

  • Ensures that assigned Areas are engaged in consistent processes to assess public sector market sales performance, including the measurement of individual selling skills, and training inventory. Responsible for sales training programs and their effectiveness.

  • Engages in and supports strategic account reviews, critical opportunity reviews, executive level meetings, presentations. Serves as permanent account team member on at least five strategic accounts.

  • Responsible for direct business development and account management for appropriate clients and opportunities.

What we look for


Bachelor's degree in Engineering, Business or Marketing. Master's degree preferred.

Five to eight years of progressive experience and proven sales ability in the sales of building controls and services.

Three years of experience in a lead or supervisory role with responsibility for the productivity or development of others.

If hired, candidate is required to be fully vaccinated against Covid-19 no later than his/her start date.

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.