Sales and Channel Enablement Specialist - HVAC Products

Sales & Channel Enablement Specialist

Who we are? 

Johnson Controls is the global leader for smart, healthy and sustainable buildings. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.

This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. We’re helping to create a healthy planet with solutions that decrease energy use, reduce waste and make carbon neutrality a reality. Sustainability is a top priority for our company. 

We committed to invest 75 percent of new product development R&D in climate-related innovation to develop sustainable products and services. We take sustainability seriously. Achieving net zero carbon emissions before 2040 is just one of our commitments to making the world a better place. 

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Job Summary :

Marketing and Business Development for HVAC products drives revenue growth, market share, and portfolio profitability across residential, commercial, and industrial HVAC solutions. This role blends market intelligence, product marketing, channel strategy, and demand generation with hands-on partnership development (distributors, dealers, OEMs, installers). The goal is to optimize the go-to-market model, accelerate new product launches, and deliver measurable ROI through cross-functional leadership, data-driven decision making, and strong channel collaboration.

What will you do?

Go-to-Market Strategy & Product Positioning

• Develop and execute comprehensive go-to-market (GTM) plans for HVAC product lines including equipment, controls, accessories, and retrofit solutions.
• Define compelling value propositions and differentiated messaging for key stakeholders such as consultants, engineers, facility managers, distributors, installers, and contractors.
• Support specification-driven selling through technical content, BIM integration, and spec-writing enablement.

Product Portfolio & Lifecycle Management

• Lead and coordinate new product launches, line extensions, and product rationalization initiatives.
• Partner with engineering, supply chain, quality, and operations to ensure readiness, compliance, and time-to-market alignment.
• Monitor product performance and recommend pricing, positioning, or portfolio optimization actions.

Channel & Partner Development

• Build, expand, and enable a high-performing distributor and channel partner ecosystem.
• Design and manage channel programs including margins, rebates, MDF/co-op funding, incentive structures, certification, and training.
• Recruit, onboard, train, and engage channel partners through joint business plans and co-marketing initiatives.

Demand Generation & Lead Management

• Plan and execute multi-channel demand generation programs including digital campaigns, content marketing, events, trade shows, and webinars.
• Develop sales and marketing assets such as case studies, whitepapers, spec sheets, CAD drawings, and BIM objects.
• Partner with sales teams to manage lead flow, MQL-to-SQL conversion, and pipeline health.

Pricing, Profitability & Market Intelligence

• Support pricing strategy, discount governance, and promotional planning to balance competitiveness and margin objectives.
• Track competitive activity, market trends, customer insights, and regulatory developments; translate insights into actionable strategies.
• Monitor product-line and segment-level profitability and recommend corrective actions as needed.

Sales Enablement, Analytics & Performance Management

• Deliver technical and commercial training to internal sales teams and channel partners.
• Define and track KPIs related to revenue growth, market share, channel performance, campaign effectiveness, and product adoption.
• Provide dashboards, insights, and recommendations to leadership to support data-driven decision making.

What we look for?

Education & Experience

• Bachelor’s degree in Marketing, Business, Engineering (Mechanical/Electrical), or a related field; advanced degree or relevant certifications preferred.
• 5–12+ years of experience in B2B marketing, business development, product marketing, or channel management within HVAC, building systems, or industrial equipment sectors.
• Proven success in product launches, channel growth, and demand generation with measurable business impact.

Technical & Industry Knowledge

• Strong understanding of HVAC products, applications, installation practices, and regulatory standards.
• Familiarity with ENERGY STAR, AHRI ratings, DOE efficiency guidelines, and regional building codes.
• Ability to interpret technical specifications, drawings, and BIM/CAD assets.

Functional & Leadership Competencies

• Strategic thinking with strong analytical and business acumen; ability to translate data into actionable insights.
• Expertise in product positioning, pricing strategy, competitive analysis, and portfolio management.
• Demonstrated experience working cross-functionally with sales, engineering, operations, and finance teams.
• Strong communication and presentation skills with the ability to influence diverse audiences.
• Effective stakeholder, partner, and relationship management capabilities, including negotiation and program governance.

Tools & Systems

• Experience with CRM and marketing automation platforms (e.g., Salesforce, HubSpot, Marketo).
• Proficiency in analytics and reporting tools such as Google Analytics (GA4), Power BI, or Tableau.
• Familiarity with ERP systems (e.g., SAP, Oracle) and product or channel management tools is preferred.

What we offer:

We offer an exciting and challenging position. Joining us you will become part of a leading global multi-industrial corporation defined by its stimulating work environment and job satisfaction. In addition, we offer outstanding career development opportunities which will stretch your abilities and channel your talents

Diversity & Inclusion Our dedication to diversity and inclusion starts with our values. We lead with integrity and purpose, focusing on the future and aligning with our customers’ vision for success. Our High-Performance Culture ensures that we have the best talent that is highly engaged and eager to innovate.  Our D&I mission elevates each employee’s responsibility to contribute to our culture. It’s through these contributions that we’ll drive the mindsets and behaviors we need to power our customers’ missions. You have the power. You have the voice. You have the culture in your hands.

Experience Level

Mid Level