Multi Country Sales Director

3 weeks ago

Gurgaon, Haryana, India Johnson Controls Full time

Description

:

Responsible for implementation of the Multiple Countries Sales Policy – used to optimize Applied Equipment's worldwide sales, production, technical support and service capabilities, by enhancing cooperation among our sales teams and presenting Johnson Controls as a seamless organization on projects where decision makers and influencers reside in multiple geographic units.

Assures that Applied Equipment products and services are tailored to local needs and conditions of application and that installation and aftermarket services are appropriately packaged into the Johnson Controls offer. Coordinates global product specifications and global pricing levels to ensure confidence, trust, and support of customer partnership.

Ensures engagement with regional support needs to support JCI delivery of partnership results at every stage of the partnership relationship (project conception through owner-operator stage).

Key Responsibilities:

Proactively ensure that the best leadership is in place to secure multiple country projects. Coordinate global teams participating in projects – so they are effective and operate with discipline, presenting Johnson Controls as a seamless organization with an effective manufacturing footprint. Coordinate global pricing levels to ensure consistency with JCI solution quotations. Coordinate global specification and product delivery consistency well communicated within sales organization and customer interface. Local production deviations must not result in "surprise" to customer at operational jobsite. Identify decision makers and assist in developing one optimum Johnson Controls solution. Coordinate product selections as needed using Johnson Controls worldwide manufacturing capabilities. Ensure that Johnson Controls Sales / Service personnel are aware of our worldwide capabilities, product offering, etc. (This training will be project specific) Facilitate reward/compensation to all the parties reflecting the extent of their contribution, as required. Guides sales engineers in making appropriate product selections from the most appropriate regional offers and then coordinate pricing across regions. Marketing:Work closely with the Regional HVAC LOB teams to ensure a consistent chiller marketing message is communicated (internal and external). Work with global product line management to develop effective methodologies to deliver the product features, competitive advantage, positioning to the fieldCoordinate within the Regional Business to establish phase in and phase out datesDrives promotional activities in industry and professional forums. People/Global Leadership BehaviorsHolds self-accountable for the success of people and the organizationUses proactive communication to drives performance and engagementEstablishes trust-based relationships to accelerate resultsDemonstrates tenacity and optimism about the challenges aheadInspires discretionary effort and commitmentTurns mistakes into learning opportunitiesDraws on people with different skill sets to build the optimal teamRemoves organizational, functional and/or geographic barriersCreates strategies with global perspective to achieve long term goalsWorks across business units to achieve results, develop relationships and meet commitmentsDevelops and uses a broad range of work-related relationships across various culturesEffectively manages complexity of working across multiple countries, entities & cultures Bachelor's degree (MS/MBA highly preferred) and 18 years of strong familiarity with HVAC / Chiller equipment and systems in product or program management, marketing, or sales required.  15 years BAS or HVAC related experience in technical and/or application experience required. 8 years BAS or HVAC related experience in management desired.  Must have demonstrable business management skills in a product management environment and must be technically savvy, possessing strong knowledge of field and business practices relating to the identified products.  Must possess strong negotiating and interpersonal skills - highly diplomatic in internal and external dealings. The ability to drive consensus and agreement without direct line authority over other Johnson Controls entities.  Must have strong over-all business knowledge and experience dealing with the most senior levels in client companies.  Should have knowledge and experience with international cultures as well as knowledge of all Key and Target Accounts and major Consulting Engineer organizations that work with prospective customers.  Should possess a strong knowledge of Johnson Controls products and services global offering and of international logistics. Should have strong verbal presentation skills Travel is required 30% of the time This job has no supervisory responsibilities.

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