Job description

RESPONSIBILITY LEVEL:

Under general direction, leads a Channel sales business. Responsible for profitable growth of Controls and BAS Distribution business in the specified channel. Leads the Channel sales management team to drive share growth in the assigned channel while meeting profitability targets and sustaining high levels of customer satisfaction. Has profit and loss responsibility for a channel. Plans, forecasts, manages and delivers consistent long-term profitable channel growth. Responsible for developing and executing channel strategy, account management strategies, sales planning, salesperson development/training and sales activity consistent with the JCI Sales Management Disciplines. Personally establishes and maintains long term customer relationships with key and target accounts. Actively participate in the local community and professional organizations.

PRINCIPAL DUTIES:

Increases JCI share in the channel to establish company leadership and sustain business growth.
Develops and executes short- and long-term channel business plans. Produces accurate forecasts for channel financial objectives.
Manages channel assets (people, financial and material) in a manner that meets or exceeds profitability goals.
Enhances efforts within the Channel to identify, secure and retain customers.
Builds a channel climate that energizes team members to provide high quality, cost efficient, customer-directed service and exceed channel performance targets.
Oversees channel financial management following the policies and standards of JCI and with a stewardship that creates long-term viability for the channel.
Establishes collaborative relationships within the channel and across the BE business portfolio in order to maximize JCI performance, provide quality customer service, and take advantage of successful practices used by other high performing channels.
Monitors customer satisfaction and takes action to address satisfaction issues that are escalated in a prompt and non-defensive manner.
Builds and leads the channel management team following JCI human resources policies and standards and providing coaching, development and motivation to bring out the best in each team member and produce future leaders for Johnson Controls.
Serves as an active member of the Controls & BAS Distribution leadership team including providing channel performance information in an accurate and timely fashion, and working with and supporting other BE leaders to share resources and approaches as needed to maximize revenues and profitability (sharing success approaches, problem-solving, coaching and mentoring).
Acts and manages the channel with honesty and integrity, following the highest ethical standards; complies with all local, state and Federal regulations.

EXTERNAL RELATIONSHIPS:

Translates JCI and BE strategies into regional goals and business plans based on local market conditions, current and prospective market segments, and resource constraints to secure and deliver business in order to meet market share, and revenue and profitability goals within an entrepreneurial business model. Successful execution of this regional leadership role involves developing and sustaining relationships with key customers and industry leaders.

INTERNAL RELATIONSHIPS:

Operates in an organization that requires collaboration and active teaming with Products Distribution N. America leadership and staff positions in order to serve customers and maximize results for BE. Communicates the Channel’s competitive situation and business needs to these internal positions, as well as understands and adapts strategies and practices that make sense for the channel to move the BE business forward. These important two-way internal relationships include:

Other Channel Directors to share successful approaches and coordinate customers and relationships across North America to maximize JCI results
Corporate management staff (Quality, Financial, HR, Administration, etc.) to take advantage of economies of scale (minimize costs) and share best practices across BE
Product Management and Product Engineering teams to ensure product requirements for the Channel are clearly articulated.

REQUIREMENTS:

Bachelor's degree in business or a related field, MBA or appropriate graduate degree highly desirable.
Requires ten or more years of experience.
An in-depth understanding of JCI’s offerings and capabilities is desirable.
Broad knowledge of the business and technology trends across multiple markets is required.
Must demonstrate excellent presentation, communication, writing and facilitation skills.
Ability to adjust strategies and approaches quickly as conditions dictate.
Possesses a combination of good process, conceptual, business analysis and problem solving skills.
50% Travel

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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.

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