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

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 employment
Travel 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.