Regional Account Manager

He/she will drive the development and channel expansion of independent distribution partners that allow Johnson Controls' Ducted Systems (DS) to achieve sales, margin, and market share goals consistent with the strategic plan within the Luxaire and Fraser-Johnston brand for Residential and Commercial HVAC products.

How you will do it

Meet or exceed the AOP for sales, margin and market share goals for the independent distribution channel within a predefined geographic territory.
Manage and further develop existing and potential new distributor relationships to effectively plan, develop, negotiate, and increase revenue, profitability, and market share targets assigned. This includes setting performance goals and managing account plans by distributors.
Utilize Sales & CRM tools (Salesforce, Logility, Power BI) to develop and drive strategic direction within assigned accounts to execute and manage performance.
Execute the Market Playbook within the assigned geographic territory, its' current market and business performance, and develop a distributor sales strategy consistent with the DS strategic plan for all market segments:

Add-on Replacement
Over-the-Counter
Commercial Products
Residential New Construction
Parts & Supplies through Source 1
Indoor Air Quality Strategy and Products

Provide monthly product forecasts to enable supply chain and production efficiencies.
Utilize the distribution scorecard to facilitate performance expectations with independent distribution principles on a quarterly basis, and implement performance management activities should they become necessary.
Collaborate with internal resources using a consultative selling approach to determine customer needs, develop support plans and implement programs that provide a range of customer service offerings to develop and grow distributors to meet profitability targets.

Qualifications

Required

Bachelors Degree in Engineering, Business, Marketing or related field of study.
Minimum 5 years' HVAC sales experience.
Experience working with distributors/contractors.
Demonstrated sales experience and consultative selling process.
Effective business writing, verbal and negotiating skills.
Proven team and project management skills to perform well in fast-paced, unpredictable environment.
Solid ability to effectively prioritize critical tasks.
Experience with all Microsoft Office applications.
Ability to travel at least 75% in both US and Canada (post-COVID).