Fire Construction and Service Sales Manager

Johnson Controls

Lake Oswego, OR

What you will do

The Johnson Controls Service Sales Manager is the leader of the sales team in one of Johnson Controls field offices. Responsible for bookings growth, expanding relationships and wallet share with our existing customers, growing new business and growing and maintaining service bookings and revenues to achieve organizational objectives. This position will play an integral part in building upon, and expanding legacy customer relationships, expanding wallet share within assigned accounts (owner and contractor). Additionally, this role is responsible for expanding into new “services” space that falls below the Solutions position within the assigned district or branch territory.

The Fire Construction and Service Sales Manager leads the strategy, alignment, and development of the new construction, plan and specification retrofit, owner direct prime, and new and renewal service contracts for the assigned markets - which includes both Sprinkler and Fire Alarm. Your role builds long- term relationships with Electrical Contractors, Consulting Engineers, Owners, and General Contractors to drive the sales of JCI offerings on projects and through service contracts. This position is responsible for driving the activity and results for the sellers within your assignment comprising of Electronic Systems/Service Sales Reps, Sprinkler Sales Reps, Preventative Service Reps and Customer Care reps. The Fire Construction and Service Sales Manager is skilled at strategic selling in the construction space and owner space. The candidate understands the key influencers and the construction and owner purchasing process and develops the selling skills of their sellers. The Fire Construction and Service Sales Manager is responsible for understanding market potential, key construction projects, owner relationships and represents JCI in industry events, and engages above the branch support resources to best position to win. Leads and projects from McGraw Hill and other construction lead sources will be used to grow market share within assigned markets. The Fire Construction and Service Sales Manager will apply JCI Sales Management Disciplines to develop salespeople and recruit/hire new talent. This position requires the candidate to have full understanding for managing accounts in both the construction and owner arena. Coaching: This role must provide coaching and development of sellers through observed and unobserved calls and create meaningful development goals that help the sellers close gaps and prepare them for future leadership roles in the organization. The Fire Construction and Service Sales Manager needs to have a basic knowledge of the construction process to seek out opportunities to bundle JCI offerings through differentiation. Collaboration is essential with cross domain Sales Managers, Installation Managers, and the Strategic Account Managers for influence over construction and owner relationship.

How you will do it

  • Model and champion Johnson Controls values. Create a safe environment for the discussion and resolution of values-related issues and concerns.
  • Responsible for sales plan achievement of assigned geographic Area within Johnson Controls for all Service and Construction sales activities for the fire alarm, security, fire sprinkler and fire suppression businesses.
  • Manage the day-to-day activities of the district or branch Service and Construction sales team ensuring we meet or exceed customer, employee and sales goal expectations.
  • Partner with Area Sales, General Managers, Operations manager and Service Manager to develop sales strategies, negotiate contracts and execute pricing strategy to develop new business and maintain existing business.
  • Review and monitor sales performance, and refine sales strategies as required to ensure employee successfully meets assigned goals and objectives. Reallocate resources to improve overall results as needed.
  • Contribute to the development of marketing, customer retention, advertising, pricing, and distribution strategies for the district or branch.
  • Ensure the sales force receives coaching and training on the technical aspects of the organization’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
  • Build, hire, develop and align a high-performing team.
  • Focus on high level customer (internal and external) networking and drive growth through collaboration and customer success.
  • Conduct regular “ride along” sessions with employees to coach, mentor, and meet with key clients to assist sales representatives with building and strengthening relationships, skills and negotiating and closing new business.
  • Grow and retain the recurring revenue base and associated service revenue by directly coaching/mentoring/training the Service Fire and Customer Care sales teams.
  • Work as a team with other area and nationally based Service and solutions sales leaders to leverage best practices and achieve company objectives.
  • Act as a direct line of support for the Area General and Area Sales Managers for all Service high volume related sales activities as required.
  • Develop business plans for the territory including business development strategies, sales staffing, sales market assignments, strategic customer development and industry relations
  • Meet with key clients to assist sales representatives with building and enhancing relationships, negotiating and closing deals. Leverage this time for ride along coaching and mentoring.
  • Ensure that the corporate sales philosophy is executed in securing quality business approved contractual terms, and profitable pricing practices
  • Responsible for administering, communicating and complying with all company policies and procedures, whether formally or informally communicated.

What we look for

  • College Degree in Business, Marketing or other related field.

Five or more years in a leadership role


  • Minimum of 5 years sales experience, including 3 years of field sales management experience in a business to business environment, or successful management of another sales channel.


  • Demonstrated skills, ability and comfort managing a high volume/transaction sales team.
  • Comfortable leading and working in teams, experienced at project management and successful selling at all customer levels.
  • Coaching and mentoring sales team professionals to create account plans for owner and contractor customers in the assigned territory.
  • Able to create and develop solutions to customer needs while meeting objectives.
  • Committed to developing and organizing a multi-talented team.
  • Business acumen
  • Excellent communication and team building skills with a strong understanding of inter-departmental relations.
  • Proven time management skills, prioritization and delivery against deadlines.
  • Experience in managing a team through a transition or significant organizational change


  • Ability to travel nights to accommodate the customer's agenda.
  • Johnson Controls offers a highly competitive compensation and benefits plan including medical, dental, prescription coverage, flexible spending accounts, paid life insurance, matching 401(k), ongoing training, tuition reimbursement and more. And because we're part of Johnson Controls, we can prepare you for a career on a global scale.

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.