Manager - Channel Sales

Senior Manager – Channel Sales

What we offer

Attractive competitive salary with performance-based commission and company car/car allowance.

Comprehensive benefits package, including pension contributions, life assurance, and employee assistance programs.

Employee referral program and exclusive discounts on high street brands, alongside special pricing on Johnson Controls security products.

Extensive training and development programs, enhancing product knowledge and cross-training opportunities.

Supportive, collaborative team environment encouraging innovation and personal growth.

Clear career development pathways extend into various roles, including opportunities in Customer Service and leadership.

Commitment to workplace safety through our Zero Harm policy, prioritizing employee well-being.

Access to diverse business resource groups promoting inclusion and community engagement.

Necessary IT equipment to ensure efficient work processes.

What you will do

Generate sales opportunities for the Johnson Controls HVAC / BMS / IAQ Channel Products range in the assigned region & across verticals such as Commercial / Hospitality / Health Care / Industrial / Data Center / Transportation etc. & convert them into prospects.

Achieve the allotted AOP / Sales Target assigned for the region.

Provide accurate forecasts for the month, quarter & year.

Manage & forecast the Sales Pipeline.

Develop & Deliver sales presentations that explain key technical aspects of JC products that will benefit prospective customers, consultants, PMC, channel partners & contractors.

Negotiate offer and contract terms including legal, finance, payment and other terms and seek appropriate approvals as per the organization approval matrix.

Be able to think independently and critically & suggest improvements that might lead to cost savings that could eventually result in improved profitability.

Establish new, and maintain existing relationships with channel partners, end-users, consultants, contractors, architects, etc.

Research the industry / market for competitive intelligence on an ongoing basis to know any upcoming changes / challenges that could impact the current or future sales.

Analyze cross-selling and up-selling opportunities ensuring that all company products and services have been thoroughly presented.

How you will do it

Overseeing the strategy, relationships, and performance of channel partners, ensuring they align with the company's overall sales objectives.

Drive growth through recruiting efforts and develop relationships with channel partner executives and sales teams to drive Johnson Controls mindshare and market share.

Develop partner enablement, marketing and training processes for Channel partners that differentiate us from our competitors and support the indirect sales efforts.

Establish and maintain a structured channel program. Ensure client experience through our indirect relationships is aligned to our expectations.

Manage and Lead, empower, and mobilize a team of Channel Managers Globally. Monitor and guide team performance to goals while inspiring success.

Work closely with Direct sales leadership to manage the facilitation of joint selling between channel partners and direct sales team.

Assess current processes and procedures, identify opportunities for improvement, and drive change.

Develop short-, medium-, and long-term plans to achieve strategic objectives.