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Regional Sales Manager - Federal Division West Region (Job number: 460)

Company: Johnson Controls
Location: San Diego
Posted on: November 19, 2023

Job Description:

We are seeking a Regional Sales Manager to join our federal team leading our West Region. This position leads the Federal Sales Team (around 4-6 direct reports) to execute sales strategies that achieve profitability, growth, and market penetration in selling a portfolio of building technology solutions and services to U.S Federal Government and Department of Defense accounts across the west region. Develops and delivers the secured sales plan for an assigned geography. Responsible for hiring, coaching, and developing salespeople consistent with sales management disciplines. Coordinates closely with Operations to develop and deliver on a strategic regional growth plan.
At Johnson Controls, we support our nation's most critical facilities, the people who occupy them, and the missions they enable. Johnson Controls Federal Systems (JCFS) is a specialized team serving as a trusted partner to the federal government. We help modernize U.S. military installations, Department of Defense and other federal agency facilities to be smarter, more resilient, efficient, sustainable, and secure.
Location: Remote / virtual (work from home). Can be based anywhere within the West Region with the ability to travel as needed. Benefits: Eligible for benefits on first day of employmentTravel Required: Around 40%
As a Regional Sales Manager, you will:

  • Sets the standard for professionalism within the sales team, building and maintaining a high-performance team capable of growing market share through a commitment to customer satisfaction, innovation, and an understanding of the business environment within the federal market
  • Deliver planned business results of the Johnson Controls Federal Systems (JCFS) business through both directly managed and indirect sales resources. Assists in the development and execution of the federal market strategic initiatives and annual sales plans. Maintains a CRM opportunity pipeline sufficient to meet business plan. Creates and consistently achieves accurate monthly and quarterly sales forecasts and other relevant leading & lagging business metrics
  • Responsible for the identification of evolving federal civilian agency and DoD buying trends with a positioning of solutions through a variety of IDIQ contracting vehicles, agency-specific funding programs, and/or small-business partnerships.
  • Executes the sales staffing plan for an assigned geography. Prepares and delivers clear performance expectations, performance reviews and development plans for direct reports. Ensures a consistent level of coaching to both direct and indirect sales resources, which includes monthly 1-on-1's, observed and unobserved calls, opportunity reviews, and financial reviews. Performs performance management of direct sales personnel. -
  • Actively coaches and develops sales team in strategic account management disciplines. Ensures the development and maintenance of detailed Account Plans that foster constructive multi-functional account teams consisting of federal sales, branch sales, domain sales, agency account managers, operations and subject matter expert resources. Formal adherence to proven account management toolsets including Strategic Account Reviews and detailed Relationship Development Plans
  • Expands the sales team technical and consultative acumen in the depth and breadth of Johnson Controls' evolving offerings to create tailored and comprehensive solutions
  • Provide oversight and support during opportunity development activities such as gate reviews and/or collaborative deal strategy sessions to help salespeople advance opportunities through the sales process and to create competitively differentiated, high quality and compliant technical and pricing proposals
  • Drives salesperson productivity within existing and new accounts in support of creating new channels for growth. Personally engages with salespeople and their customers to create developmental experiences and advance specific campaigns and/or opportunities.
  • Evaluates account performance and maintains actionable customer loyalty metrics using CPARS, surveys and other feedback paths. Provides leadership for performance enhancement and proactive resolution of issues and allocates resources as needed to ensure customer expectations are met.
  • Highlights industry leadership through the use of targeted campaigns, customer-involved panel participation, case studies, journal articles and active participation in professional organizations (e.g. local Society of American Military Engineers chapters).
  • Acts as an overall business thought leader beyond the regional sales team. Leads or supports JCFS-wide strategic initiatives, process improvements, campaign development, or toolset deployment. Becomes a subject matter expert on behalf of the entire organization for selected topics, offering business-wide impact.
  • Represents Johnson Controls Federal Systems as an industry leader for customers, employees and within the local communities that we serve.

    Required Qualifications:

    • 5+ years of sales management experience, preferably in the building construction or building technology/services industry.
    • Demonstrates a commitment to integrity and quality in business. Excellent initiative and interpersonal communications skills. Demonstrated ability to influence account decision makers at key levels.
    • Self-starter with strong leadership skills that can build and maintain an engaging and accountable environment for a virtual sales organization.
    • Ability to travel within the region approximately 40% required (mostly regional travel)
    • The ability to obtain and maintain required government security clearances and/or badges as required to perform site duties. (This involves a background/character, criminal history, employment, and credit check.)

      Preferred Qualifications:

      • Understands the business environment of federal markets including buying trends, mandates, contracting, and decision criteria
      • Understanding of U.S. Federal Government agency budgeting and acquisition processes
      • Knowledge and/or experience working with commercial and/or industrial building technologies; energy management and controls, HVAC systems, building automation, SCADA, microgrids, fire alarm & protection, electronic security systems, etc

        Preferred Education:

        • Bachelor's Degree in Business, Engineering, Marketing, or a related discipline, or equivalent experience.

          Who We Are
          At Johnson Controls (NYSE:JCI), we are One Team working collaboratively to create purposeful solutions that make a difference in the world. We are a Fortune 500 company with more than 100,000 employees worldwide offering the world`s largest portfolio of building technology products, solutions and services. As a member of our Federal Systems team, your work matters. We value and recognize your contributions and want to help you succeed. We invest in our employees, provide opportunities for growth and advancement, and foster a culture of inclusion and respect.
          To learn more about who we are and what we do, please check out our video. -
          Recently, Johnson Controls has been recognized by several organizations for leadership in Environment, Sustainability and Governance, as well as innovations in smart building platforms:

          • Named to
          • Corporate Knights Global
          • Identified as a Sustainalytics for managing material ESG issues
          • Received HRH The Prince of Wales' inaugural
          • Ranked 67 on the Drucker Institute's list of
          • Named Chairman and CEO George Oliver

            Johnson Controls 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. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit
            Division: JCFS (Johnson Controls Federal Systems)


Keywords: Johnson Controls, San Diego , Regional Sales Manager - Federal Division West Region (Job number: 460), Executive , San Diego, California

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