Territory Manager - Foam

About us

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.

What you will do

Johnson Controls delivers fire protection and building technology solutions that help customers protect people and property. In this role, you will help grow our foam and fixed systems business across the Gulf Central territory by building strong relationships with contractors, end users, and engineering firms/specifiers.

We are seeking a highly motivated and experienced Foam Territory Manager to drive POG sales growth for our fixed systems business. You will manage an assigned territory across TX, LA, OK, NM, AZ, KS, and MO, grow existing accounts, develop new opportunities, and help achieve sales and margin goals. This role requires regular travel, approximately 45% to 60%, and you must live within the assigned region.

How you will do it

• Develop and implement a sales strategy to drive growth in the municipal and fixed systems business.

• Identify new business opportunities and develop sales leads to increase market share.

• Build and maintain relationships with contractors, end users, engineering firms, and specifiers.

• Understand the competitive landscape and adjust sales approaches to remain effective in the market.

• Collaborate with internal teams to ensure customer needs are met and customer satisfaction is maximized.

• Develop and present sales proposals aligned with customer needs and budgets.

• Achieve or exceed monthly, quarterly, and annual sales targets.

• Provide timely and accurate sales forecasts and required reports to management.

• Attend trade shows and other industry events to promote products and services.

• Maintain a strong understanding of the product line and stay current on industry trends and regulations.

• Own your territory results with accountability, safety, and integrity while staying focused on sales and margin goals.

• Stay close to customers and the work by listening carefully, understanding application needs, and removing obstacles that slow decisions.

• Improve every day by using market feedback, competitive insight, and accurate forecasting to sharpen your approach.

• Win as one team by working closely with internal partners to deliver a responsive and consistent customer experience.

• Use a structured sales process to prioritize opportunities, advance pipelines, and convert leads into lasting business.

• Balance new business development with active account management to protect and grow existing relationships.

What we look for:

Required

• Preferred candidate will have knowledge of foam agents, foam systems, and / or similar related products such as water sprinkler hydraulics, special hazards design estimator, etc.

• Proven track record of achieving or exceeding sales targets - Preferred candidate will have sales experience in similar or related products within the foam fire protection products segment

• Strong relationship building and customer service skills

• Excellent verbal and written communication skills

• Ability to work independently and as part of a team

• Proficiency with MS Office products and CRM tools

• Strong leadership characteristics

• Strong organization and time-management skills

Preferred

• Preferred candidate will have sales experience in similar or related products within the foam fire protection products segment

• Preferred candidate will have knowledge of foam agents, foam systems, and / or similar related products such as water sprinkler hydraulics, special hazards design estimator, etc.

• Business degree in Business, Marketing, Engineering or related field

Salary Range: HIRING SALARY RANGE: $87,000- 136,000(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. 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

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.