Senior Manager - HVAC Solution Development and Sales Enablement

Senior Manager – Solution Development

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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What will you do :

Role is to Enable sales organization to achieve the yearly plan by increasing hit rate in large opportunities by promoting YORK chillers and other HVAC solutions thru Opportunity planning, Market intelligence (Competitor information/ Activities) and networking with stake holders. The following activities are part of the job.

Mapping all the stake holders (Consultants/End user/Contractors/PMC etc.) in the region and keeping a good rapport and relationship with them. Early engagement with stakeholders to understand their pipeline and populate the same in SFDC Identify major jobs (Value wise/Product wise) at conceptualization stage itself / engage ourselves with decision makers and have special focus on those to have our product/solutions specifications / favorable configuration etc. in the tender for all possible packages (Chillers & HVAC Solutions) Help the sales team whenever & wherever necessary once the tender is out with the right technical inputs /feedback etc. Special focus on identifying large jobs where End user is the decision maker to push our solutions directly Breaking competition accounts through continuous engagement / sharing of right information / showcasing our abilities. Organizing & delivering presentations thru various avenues Organize site visits / seminars for End users / consultants Getting feedback from the market and give inputs to senior management on issues affecting customer satisfaction levels (be a part of the process if it helps to increase the Customer satisfaction by collaborating with internal teams) Become a “SME” on Chillers and overall HVAC system as such and a preferred person to consultants & customers for any information

Key Performance indicators

Increase in no. of jobs / Value of “favorable” pipeline year on year Achieving the assigned target from the BOD pipeline**. The expected target value shall be a minimum of 40% of the sales target assigned for Vertical business for the region. Increasing the favorable pipeline, hit rate and footprint across West region for Chillers & HVAC products. Increase in the number of customers/consultants in the region who become “Favorable” to JCI.

What We Look For:

• A results-driven mentality with a can-do attitude and ability to provide out-of-the-box solutions.
• To successfully meet Service growth objectives by identifying and selling new PSA and O&M opportunities (along with renewal opportunities)
• Preferred Educational Level: Degree onwards and/or relevant industry experience
• Experience Required: 6+ years and above experience in CFS or HVACR industry service or sales function
• Good communication, analytical, organizing & relationship management skills
• Must be a proactive team player
• A results-driven mentality with a can-do attitude and ability to provide out-of-the-box solutions

Experience Level

Senior Level