Executive Director- Vertical Markets- Local Government

Job Description

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

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Here's what we have to offer

• Competitive pay.
• Paid vacation, holidays, and sick time.
• Comprehensive benefits package, including 401K, medical, dental, and vision care - available from day one.
• Encouraging and collaborative team environment.
• Dedication to safety through our Zero Harm policy.
• JCI Employee discount programs (The Loop by Perk Spot).
• Scheduling and management support.

What you will do

Under general direction and a member of the Management Team, provides leadership to the Area General Managers, Development Managers, and Salespeople for sales process, activities, and results. Consolidates and delivers quarterly sales forecast and secured margin plan.

Develops, executes, and leads sales and account strategies to achieve SI business plan of profitability; growth; market penetration; account management; opportunity management; and customer satisfaction objectives. Leads and supports the sales efforts for large opportunities.Develops integrated go-to-market strategy with business units focused on energy efficiency, renewable energy, water infrastructure, and bioenergy.

Analyzes and understands business environment of the local government vertical market segments and current business performance. Assists in the recruiting, training, and development of development teams including Development engineers and delivery, presales.

Works with functional leaders in operations and engineering during the strategic planning process to identify, support, and qualify existing and new market opportunities.   

Responsible for building a team, recruiting and hiring.

How you will do it

• As part of the management team, develops strategic plans,  Area plans, and annual sales plan. Responsible for all aspects of sales planning, measurement, and results; including, volume, margin, staffing, overhead, productivity, activity management, and EBIT.
• Develops sales management best practices consistent with Sales Management disciplines.  Established priority geographies for placing salespeople.  Sets standards for sales, engineering and delivery, pre-sale performance.  Ensure the development of key personnel through coaching and performance assessment.
• Understands and supports the development managers in the local business environment of targeted markets concerning growth trends, legislation, and competitors.
• Develops solutions differentiation strategies to gain market share and gross margin.
• Establishes development goals consistent with Sustainable Infrastructure strategic direction.  Ensures focus on developing new business with new customers.  Consistently seeks to expand the scope of business within existing accounts.
• Establishes and maintains long term customer relationships with strategically important customers to influence opportunities.  Participates as management team representative on selected accounts.  Qualifies, assesses, and reviews Target and Key Accounts.       
• Facilitates the selection of large Targeted job(s) teams and leads target projects
• Develops and coaches the opportunity teams, program development, and sales support on established business processes, tools, and standards.  Assists in the hiring, retention, performance management, and career development Of Development Managers and their teams.  Provides consistent level of sales coaching including customer sales calls, and critical opportunity reviews.
• Establishes the plan for staffing levels and takes action to achieve that plan. Ensures adherence to Company policies, procedures, and strategic initiatives regarding human resource management.
• Manages the portfolio to maximize return on sales for the business, and our shareholders.  Drives cash flow through proper payment terms, proactive billing and collections.  Sets aggressive goals to ensure business plan is met.  Responsible for the forecast rollup. 
• Develop and manage strategically important third-party relationships that further business development activity. Build alliances that support our business proposition and customer business success. Work closely with global SI, marketing, functional engineering, and technology teams to monitor and analyze market trends and competitive issues within the businesses.
• Serves as an active member of the leadership team by providing performance information in an accurate and timely fashion and working with and supporting other leaders to establish standards, resource sharing and incorporating “Best Practices”, reporting performance metrics, establishing, and actualizing learning programs.
• Represents Sustainable Infrastructure in the community to ensure an understanding of the business environment and local community, including legislation, purchasing, and market trends.

What we look for

[Required Qualifications – Education, Skills & Experience]

Bachelor’s degree in business or marketing or related field.  Master's degree preferred. Eight to ten years of progressive experience and proven development ability in the sales of business and financial solutions.  Five years of experience in a management role with responsibility for the productivity or development of others. Candidates should be a “subject matter expert” on Local Government in US and Canada.

This is a remote opportunity, and qualified candidates across North America will be considered.

HIRING SALARY RANGE : $ 140,600.00 - 234,800.00 USD Annual (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.)  This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the

Johnson Controls Careers site at -us

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