Regional Sales Manager, Air Distribution

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet.  Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away! 

This position combines channel management, technical product support, and disciplined sales execution. You will partner with rep firms, direct offices, consultants, owners, contractors, and internal teams to expand market share, strengthen product positioning, and support opportunities from early specification through quotation, launch, and ongoing account development.

• →Develop and execute strategic plans to grow sales through independent manufacturer representative firms and JCI Direct Offices for FCU, VAV, and BCU/AHU products.
• →Build strong, trusted relationships with sales management and ownership at each rep firm.
• →Monitor AHRI market share and establish action plans to meet or exceed share targets.
• →Lead revenue and business reviews with rep firm sales management and principals, then adjust plans and selling strategies based on results and market conditions.
• →Deliver detailed product training for FCU, VAV, and BCU solutions, including software selection training on Solution Navigator.
• →Support rep salespeople in achieving Basis of Design for JCI products in project mechanical specifications.
• →Provide technical product presentations, lunch and learns, and other field-facing support to consulting engineers, owners, and contractors.
• →Support new product launches and encourage adoption in the field.
• →Represent JCI branded products at trade shows and industry events as needed.
• →Analyze the local competitive landscape and develop targeted plans to remove barriers and increase product sales.
• →Share competitive insights and product feedback with Product Management to help strengthen differentiation and address market needs.
• →Support project quotation by reviewing plans and specifications and developing an appropriate bill of material.
• →Prepare a monthly rolling 6-month revenue forecast and support annual sales quota development.
• →Continuously evaluate market conditions and rep performance to ensure alignment with the right channel partner.
• →Use Salesforce to maintain customer business plans, goals, objectives, strategic initiatives, action plans, and project entries for larger quoted opportunities.

You will own outcomes with accountability, accuracy, safety, and integrity.

You will stay close to the work by spending time with rep firms, direct offices, consultants, owners, and contractors to understand project needs and remove obstacles.

You will use regular business reviews, pipeline visibility, and candid market feedback to make timely adjustments and keep revenue on track.

You will improve every day by turning wins, losses, and competitive insight into better selling strategies and stronger product input.

You will win as one team by working closely with sales, product management, and operations to support launches, forecasts, and customer opportunities.

• Bachelor's degree in mechanical engineering or engineering technology.
• 5-10 years of HVAC experience in Design/Build, Design/Assist, and Plan & Specification markets.
• At least 5 years of experience developing and managing a sales plan and successfully delivering revenue goals.
• At least 5 years of technical sales and marketing experience.
• Strong working knowledge of FCU and VAV products, with a deep understanding of blower coil units, fan coil units, VAV terminals, and BCU/AHU products.
• Experience supporting or leading third-party independent representative sales channels and Direct Offices.
• Knowledge of UL and ETL listing agencies.
• Experience supporting a manufacturing facility and collaborating across internal teams.
• Ability to deliver polished presentations and confidently influence medium-sized audiences.
• Strong experience using Salesforce to manage customer plans, project opportunities, and forecasting activity.
• Proficiency with Excel, Word, and PowerPoint.

• MBA degree.
• Experience delivering technical product presentations, lunch and learns, and trade show support.
• Experience supporting project quotation, Basis of Design efforts, and competitive positioning in the field.
• Familiarity with Solution Navigator or similar selection tools.