Security Sales Team Manager

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

Johnson Controls is a global leader in smart, healthy, and sustainable buildings. In this role, you will help grow our commercial security business by leading a field sales team focused on customer value, revenue growth, profitability, and long-term relationships.

The Commercial Security Sales Manager leads a commercial security sales team in one of Johnson Controls field offices. You will build, coach, and retain a high-performing team of sales representatives while driving territory performance, customer development, and the execution of corporate sales and marketing initiatives. Success in this role means meeting or exceeding revenue expectations, improving revenue per user (RPU), and supporting both customer and team retention.

• →Lead the commercial security sales team and create a clear standard for performance, customer focus, and accountability.
• →Build and retain a highly productive team of sales representatives that can meet and exceed revenue goals.
• →Drive business development, customer development, territory management, data mining, professional presentations, and product sales.
• →Own job and channel profitability, RPU growth, and the retention of both customers and sales representatives.
• →Plan, coordinate, and implement commercial sales operations across the assigned territory.
• →Set territory expectations for customer touch activity, quota achievement, and daily sales execution.
• →Measure individual and team activity to ensure marketing efforts translate into meaningful sales production.
• →Implement the company’s marketing strategy and business plans in partnership with internal stakeholders.
• →Work closely with other department and business segment leaders to align sales operations with customer needs and business priorities.
• →Partner with National Account Managers to help secure National Account business.

• Model Johnson Controls values with accountability, safety, and integrity, and create a safe environment for open discussion and resolution of values-related concerns.
• Stay close to the field and the customer by understanding territory activity, removing barriers, and keeping the team focused on the work that matters most.
• Lead with candor and continuous improvement, using performance data, territory metrics, and coaching conversations to strengthen results every day.
• Win as one team by building trust across departments, business segments, and National Account partners while respecting diverse perspectives.
• Manage through clear expectations and measurable outcomes, so each representative understands touchpoints, quota targets, and the behaviors that drive sales production.
• Use a principled, people-centered leadership style to motivate the team, support retention, and encourage strong decision-making in a matrix environment.

• College degree in Business, Marketing, or another related field, or comparable industry experience.
• Minimum of 5 years of sales experience, including 3 years of field sales management experience in a business-to-business environment, or successful management of another sales channel.
• Excellent oral and written communication skills, along with strong follow-up and organizational skills.
• Organizational agility and the ability to effectively interact with internal teams and customer organizations at both the senior executive and field levels.
• Functional and technical skills in leading a sales organization comprised of diverse team members.
• Ability to work in a matrix structure, handle conflict resolution, exercise managerial courage, and adapt to learning and change.
• Interpersonal savvy, action-oriented behavior, and a results-driven approach to managing and measuring team performance.
• Financial business acumen, including forecasting and P&L experience.
• Experience using a CRM tool.
• Ability to travel nights and weekends to accommodate the customer’s agenda.

• BA degree in Marketing.
• Five years of security systems sales experience.
• Two years of sales leadership experience.
• Salesforce experience.