Sales Director Controls Europe

Job Details

Europe Regional Sales Director for Controls (m/f/d)

The European (EU) Regional Sales Director for Controls Business Unit within Global Products (GP) at Johnson Controls (JCI) is accountable for the P&L of the Controls Product organization for all of Europe, and all channels of distribution (Direct, Indirect & OEM). 

Job Overview

He/She is accountable for all aspects of the product business for assigned market(s) having direct authority over the resources required to deliver the results.  He/she “owns” the business plan and acts as the entrepreneurial business manager with the goal of long-term customer satisfaction, competitive advantage, market share growth and sustained profitability.  In addition to business equation, he/she is also responsible for the long-term organizational health and the diversity, equity and inclusiveness of the overall sale force. 

What will you do:

  • Builds and directs a diverse and engaged workforce. Develops and motivates people to drive a high-performance culture and continually successful organization.

  • Accountable for the overall revenue, costs, profitability and all other relevant Key Performance Indicators of all assigned products within EU.

  • Deliver assigned annual revenue, market share, gross margin and profitability targets, while assigning the EU targets down to the regions and channels. 

  • Prepare timely and accurate product portfolio business targets jointly with regional marketing and finance teams, both regionally and globally.

  • Increases JCI market share in each channel to establish company leadership and sustained business growth. Develops and executes short and long-term channel business plans. Produces accurate forecasts for channel financial objectives.

  • Enhances efforts within the Channel to identify, secure and retain customers, measured through annual surveys of truly loyal customers.

  • Maintain tracking of our products and competitors’ products within EU Building Automation industry, identifying opportunities and gaps.  This market intelligence is continually fed into the Controls business and acted upon locally and globally.

  • 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 GP leaders to share resources and approaches as needed to maximize revenues and profitability (sharing success approaches, problem-solving, coaching and mentoring).

  • Manages and closely collaborates with EU regional Controls channel sales managers to define and leverage strategies, provide 1-1 coaching, managing of high/low performers and the overall accountability of the entire organization.

  • Closely collaborate with global product managers to ensure requirements are met within the right cost and sales targets.  Accurate and timely market feedback and voice-of-customer that allows the Controls business to use the resources we have to effectively impact our performance in Europe. 

  • Assure effective and repeatable use of to manage our customers, pipelines, activity, 1-1 coaching and account plans. 

  • Builds a channel climate that energizes team members to provide high performance, cost efficient, customer-directed service and exceed channel performance targets.

  • Establishes collaborative relationships within the channel and across the region in order to maximize JCI performance, provide quality customer service, monitoring 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.

  • Acts and manages the channel with honesty and integrity, following the highest ethical standards; complies with all local, Country and European regulations.


What we look for / Qualifications:

  • Bachelor’s degree (MS/MBA & Engineering highly preferred)

  • Fifteen plus years of strong familiarity with HVAC/R and BAS systems, equipment and trades, to leverage our portfolio of products and achieve our unfair share of the market.

  • Eight plus years or managing managers of people

  • Progressive and demonstrated performance in multiple channels of distribution, while being able to grow each independently, and not at the expense of the others. 

  • Ideally an IT/OT background and knowledge to help deliver cloud-based solutions offered through JCI OpenBlue solutions.

  • Must have demonstrable business management skills in a product management environment and must be technically savvy, possessing strong knowledge of field and business practices relating to the identified products.

  • Travel is required 50% of the time

  • Multiple languages, and global cultural experience is a plus

Why Johnson Controls?

We offer an exciting and challenging position with great personal freedom and professional responsibility. In this newly created role, we offer you a company car, an uncapped bonus, a very flexible work environment and outstanding career development opportunities. You will enjoy flexible working hours and 30 days of vacation. Furthermore, Johnson Controls offers generous bonuses for your employee recommendation and in addition, attractive discounts with numerous partners (e.g. for gyms and online shops). As your health is our top priority, all our employees receive an insurance that also covers private incidents.

Who we are

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.

Ready to join us? We look forward to receiving your online application. Please make sure to state your salary expectations as well as a possible starting date.

Julia Brandenburg

Talent Acquisition Partner EMEA