Full-Time
Senior Sales Manager
Industrial Refrigeration, F&B
Johnson Controls
10,001+ employees
Provides smart building technology and services
No salary listed
Dubai - United Arab Emirates
In Person
Bachelor's, Master's, MBA
 Sales & Account Management (1) |
|---|
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- A Bachelor's or Master's degree in Mechanical Engineering, Refrigeration Engineering, Industrial Engineering, Business Administration, or a related field is required.
- At least 10 years of sales experience in the industrial refrigeration field with exposure to the food and beverage sector is required.
- A proven track record of achieving sales targets and managing large-scale industrial projects is required.
- Experience working with food processing, cold chain, logistics, pharmaceutical, or industrial manufacturing customers is required.
- Strong understanding of industrial refrigeration technologies, including ammonia, carbon dioxide refrigeration systems, Freon-based systems, chillers and process cooling applications, and refrigeration controls and automation is required.
- Strong stakeholder management skills and the ability to communicate complex business ideas are required.
- Strong organizational and leadership abilities are required.
- Strong presentation skills and the ability to influence key stakeholders, consultants, and owners are required.
- The candidate must be independent, innovative, strategic-thinking, and able to work under pressure.
- Excellent verbal and written communication skills in English are required.
- A United Arab Emirates driving license is required.
- Develop and execute sales strategies to achieve sales growth, profitability, and market share targets.
- Identify, qualify, and pursue new business opportunities within target markets.
- Build and maintain a robust sales pipeline through proactive customer engagement.
- Lead the complete sales process from opportunity identification through contract award and project handover to the operations team.
- Drive sales of turnkey refrigeration systems, equipment packages, aftermarket services, retrofits, maintenance contracts, and spare parts.
- Achieve annual sales quotas and business objectives.
- Represent the company at industry exhibitions, conferences, and customer events.
- Develop business in specific markets and business lines.
- Develop relationships with key decision-makers, consultants, contractors, and end-users.
- Manage strategic accounts and identify opportunities for long-term partnerships.
- Conduct regular customer visits and business reviews to support customer satisfaction and repeat business.
- Negotiate commercial terms, contracts, and pricing strategies.
- Collaborate with engineering and operational teams to develop technical and commercial proposals.
- Review customer specifications, tender documents, and project requirements.
- Ensure proposals align with customer expectations and company profitability objectives.
- Participate in technical presentations, solution workshops, and bid clarification meetings.
- Improve and implement processes and ideas in commercial proposal development.
- Monitor industry trends, market developments, and competitor activities.
- Identify emerging opportunities in industrial refrigeration and sustainability initiatives.
- Provide market feedback to leadership to support business planning and product development.
- Develop market penetration strategies for new industries and geographies.
- Mentor sales team members and contribute to their professional development.
- Work closely with engineering, operations, service, finance, and legal teams.
- Support the development of sales processes, tools, and best practices.
- Maintain accurate sales forecasts and opportunity tracking within customer relationship management systems.
- Prepare monthly sales reports, pipeline reviews, and market analyses.
- Monitor project margins and ensure commercial objectives are achieved.
- Lead, coach, and develop the sales team to achieve individual and team sales objectives.
- Establish performance goals, key performance indicators, and development plans for direct reports.
- Conduct performance reviews, coaching sessions, and career development discussions.
- Drive a high-performance culture focused on accountability, customer-centricity, collaboration, and continuous improvement.
- Support recruitment, onboarding, and retention of sales talent.
- Mentor team members in solution selling, negotiation, key account management, and industrial refrigeration applications.
- Facilitate knowledge sharing across sales, engineering, service, and project execution teams.
- Resolve team challenges and remove barriers affecting sales performance and customer satisfaction.
- Ensure compliance with company policies, ethical standards, and health, safety, and environmental requirements.
- Foster cross-functional collaboration with engineering, operations, aftermarket service, and finance teams for successful project delivery and customer retention.
- Experience in the Middle East and Africa region would be an advantage.
- Knowledge of Arabic and French would be an advantage.
- An MBA is an advantage.
Johnson Controls transforms environments where people live, work, learn, and play by providing smart, healthy, and sustainable buildings. It offers comprehensive digital solutions through its OpenBlue platform, serving healthcare, education, data centers, airports, stadiums, manufacturing, and government sectors with a portfolio of building technology, software, and services focused on efficiency, safety, and sustainability. The company operates in more than 150 countries with about 100,000 experts and aims to reimagine building performance to benefit people, places, and the planet.
Company Size
10,001+
Company Stage
IPO
Headquarters
Cork, Ireland
Founded
1885
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Simplify's Take
What believers are saying
- July 29, 2026 Q3 orders rose 27%, and backlog hit a record $21 billion.
- OpenBlue Energy and Comfort Intelligence cuts airside energy nearly 10%, boosting customer ROI.
- Management says data-center sales reach high-teens of FY26 revenue and one-third within five years.
What critics are saying
- A multi-year restructuring still carries about $400 million of costs through fiscal 2027.
- June 30, 2026 liabilities included $169 million environmental reserves and $381 million asbestos obligations.
- PFAS, AFFF, and asbestos litigation keep draining cash, while data-center megaprojects drive growth concentration.
What makes Johnson Controls unique
- OpenBlue AI-native platform launched August 5, 2026, unifies building data, controls, cybersecurity, and workflows.
- Johnson Controls acquired Alloy Enterprises on May 13, 2026, adding direct-liquid-cooling for AI data centers.
- Its mission-critical HVAC, service, and thermal-management depth spans 150 countries and complex facilities.
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Benefits
Company Vehicle
Health Insurance
Dental Insurance
Vision Insurance
Health Savings Account/Flexible Spending Account
Life Insurance
Disability Insurance
401(k) Company Match
Employee Referral Bonus
Wellness Program
Employee Assistance Program
Paid Vacation
Paid Holidays
Paid Sick Leave
Flexible Work Hours
Growth & Insights and Company News
6 month growth
↓ -4%1 year growth
↓ -4%2 year growth
↓ -3%Armada, a San Francisco, CA-based infrastructure and artificial intelligence company developing an edge computing and satellite-enabled platform, raised $230M in Series B funding
Johnson Controls has acquired Nantum AI, a New York-based developer of AI algorithms for building energy efficiency, to enhance its OpenBlue digital ecosystem. The deal adds advanced AI-driven control capabilities for optimising HVAC systems and reducing energy consumption. Nantum AI's technology enables real-time optimisation of building airflow based on occupancy, extending OpenBlue's capabilities beyond central HVAC systems to include granular, system-wide control. The company has demonstrated energy savings exceeding 10% for customers by leveraging data from occupancy patterns, weather conditions and utility trends. The acquisition expands OpenBlue's optimisation capabilities from water-side systems to include autonomous AI-driven control across both air- and water-side applications. The combined offering is being piloted across complex environments including healthcare campuses and manufacturing facilities.
Enerin, a Norwegian industrial heat pump technology company, has completed the third tranche of its Series A round, adding Paris-based Ring Capital to its investor consortium. The round includes Climentum Capital, The Footprint Firm, Johnson Controls, Move Energy, PSV Hafnium and Momentum. The company's HoegTemp system delivers thermal energy at temperatures up to 250°C, targeting the industrial heat segment responsible for over 20% of global CO2 emissions. Each installation avoids approximately 36,000 tonnes of CO2 equivalent over its lifetime by replacing fossil-fuel boilers. Enerin is transitioning from development to serial production, with three active pilots and a recent contract with Roche. The funding will scale manufacturing operations and accelerate product development. CEO Arne Høeg said Ring Capital's involvement strengthens the company's ability to deploy solutions across Europe.
Insteel reported Q4 revenues of $159.9 million, up 23.3% year on year, but missed analysts' expectations by 1.3%. The steel wire reinforcing products manufacturer delivered mixed results, beating earnings per share estimates whilst falling short on revenue. Despite achieving the fastest revenue growth among the five commercial building products stocks tracked, Insteel recorded the weakest quarterly performance in the sector. The group collectively beat consensus revenue estimates by 1.2% and saw share prices rise 3.4% on average since earnings. Johnson Controls led the sector with revenues of $5.80 billion, up 6.8% year on year and exceeding expectations by 2.8%. Insteel's stock has risen 3.6% since reporting and currently trades at $34.90.
Johnson Controls has signed an agreement to acquire Alloy Enterprises, a Boston-based thermal management technology company, to strengthen its position in the data centre cooling market. Financial terms were not disclosed. Founded in 2020, Alloy Enterprises specialises in advanced direct liquid cooling components that can improve thermal management efficiency by up to 35% and reduce pressure drop by up to 75%, resulting in lower overall cooling system energy use. The company's proprietary Stack Forging manufacturing process creates single-piece components with embedded microgeometries for maximum heat transfer. The acquisition complements Johnson Controls' existing thermal management portfolio and aligns with its strategy to deliver differentiated cooling solutions for AI-driven data centres. The transaction is expected to close in fiscal Q3, subject to regulatory approvals.