What you will do:
As Sales Director, you will Develops and executes sales strategies, processes, and tools to achieve sales objectives. Assists area sales managers in planning, organization, and building a team to meet business objectives. Ensures development of high-level consultative sales personnel. Identifies and supports new market opportunities.
- Reporting to the Global VP of Sales, you will be part of the Global Sales Management Team, directly responsible for the management of the sales resources within the APAC region, which includes China, India, ANZ and Asia.
- The APAC region includes more than 45 sales employees and generates revenue in excess of $128m.
- You are responsible for the profitable growth of the Johnson Controls brand Fire Suppression Products (FSP) Division business. Your objective is to coordinate efforts and teams in selling our fire protection products and solutions in the region.
- The role requires collaboration with multiple stakeholders, and functional leaders. The business partners that this role will collaborate with include; outside sales, inside sales, customer service and the business functions of S&D, finance, product management, marketing, R&D, technical support and customer service teams.
- You will develop and implement sales strategy to align with business objectives and achieve revenue goals.
- You will set volume and profit objectives for the APAC Region by managing and developing sales through existing channels and new prospect customers (dominantly contractors & distributors).
- You will drive a performance-based culture, focused on delivering the business commitments to revenue, margin, and price, constantly coaching and developing the teams, embracing the future, and supporting business transformation.
- You will Implement changes in sales strategy to executive leadership and advise on market considerations affecting sales of the business.
How you will do it:
- Develop and manage an annual sales growth plan and go to market strategy, ensuring resources are aligned to delivering the business objectives, and focused on activities and priorities driving biggest returns.
- Develop, coordinate, and participate in account management to support Global Products Fire Suppression channel growth in priority markets, and ensure we are increasing our wallet share of product sales with our customers.
- Develop a robust and continual approach to Account Planning, and Sales Initiative Development, with clearly defined and measurable actions and outputs that will drive continual incremental and sustainable growth in the region.
- Use Salesforce CRM platform to target and measure the sales team’s activity in the market, measuring visit activity (face to face and virtually), opportunity pipeline and conversion, account planning, and coaching plans.
- Responsible for the evolution of priority markets ensuring growth in capabilities in these priority markets. Key focuses: strategic planning commitment, projects business account coverage, project pre-sales capabilities, sales management and post-sales capabilities.
- Coordinate pricing strategies in partnership with channel.
- Drive product launches to the Global Products channel.
- Identify, recommend and implement programs, tools, and support requirements necessary to advance the selling effectiveness of equipment sales organization.
- Build and maintain strong, long-lasting customer relationships.
- Cultivate high-performing team and culture for the purpose of achieving company goals and delivering consistent results.
- Develop and deliver sales training programs to onboard new team members and further development of the existing sales force.
- Plan and direct sales force activities to maximize profit from all segments of the market.
- Collaborate with leaders from cross functional departments including R&D, Product Management and Operations expressing our strengths and/or opportunities in the market to pivot for greater success.
What we look for:
- Bachelor’s degree from an accredited college or university; Master’s degree preferred
- Minimum of 10 years in the global sales and marketing sector
- Minimum of 5 years leading and managing global sales teams
- Ability to drive collaboration across the APAC Fire Suppression business to identify needs and develop scalable solutions within a highly matrixed organization
- Demonstrated ability to drive the prioritization of objectives and implement strategies to achieve product business and enterprise initiatives as part of the leadership team
- Demonstrated management of relationships with key customers
- Executive presence with the ability to influence and represent the needs to the business to multiple stakeholder groups at all levels; able to navigate complexity and competing interests of multiple stakeholders
- Exceptional track record of developing and implementing sales strategies that have consistently met or exceeded planned objectives.
- Strong leadership and management skills and success in building and leading a results-driven team of sales professionals.
- Approximately 50% travel. Initially 50%-75% the first 3 to 4 months.
What we offer:
- Competitive salary in a MNC environment
- Comprehensive benefits package
- On the job/cross training opportunities
- Encouraging and collaborative team environment
- Dedication to safety through our Zero Harm policy
#LI-WH1
#LI-Onsite