Regional Complex Sales Manager

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do 

Johnson Controls is seeking a Regional Complex Sales Manager to coach and support local selling managers in driving product and solution sales across the region. This role helps build a high-performance sales culture, strengthen customer partnerships, and create growth opportunities across long-term accounts and new service lines.

In this regional leadership role, you will guide local market sales leaders to improve sales execution, forecasting discipline, pipeline health, and customer engagement. You will help ensure the region is aligned on commercial priorities, supported by strong coaching, clear operating cadence, and cross-functional collaboration.

How you will do it 

• Lead, coach, and enable local market sales leaders on best practices, sales management, win strategies, and customer engagement.

• Work with Market General Managers to ensure Sales Managers and sellers are upskilled through coaching and learning and development programs and tools.

• Influence managers and front-line sales teams by modeling trust, support, and a strong say/do ratio.

• Prioritize activities needed to achieve targets through actionable metrics and support adoption of strategic initiatives that drive market share growth.

• Ensure local market size and sales capacity requirements are understood and that staffing plans are in place to support current performance and affordability.

• Lead monthly and quarterly commercial forecasting for local market sales leaders.

• Support regional implementation of commercial initiatives launched by functional teams.

• Collaborate with Region Service, Installation, and function leadership to ensure cross-functional alignment and implementation of required SOPs.

• Coach, mentor, develop, and assist with onboarding of local market sales leaders.

• Drive sales management cadence and compliance with LSW, BSL, and Acadia requirements.

• Monitor and own the weekly huddle process for sales managers and their teams.

• Drive weekly, monthly, and quarterly pipeline sufficiency in collaboration with market management teams.

• Support growth in construction plan and spec, prime retrofit, PSA, and recurring revenue lines of business.

• Identify opportunities to improve selling practices and better use data to generate revenue growth.

• Promote a culture of diversity, equity, and inclusion across the regional sales team.

• Own outcomes with accountability, safety, and integrityby setting clear expectations, following through on commitments, and holding the region to a high professional standard.

• Stay close to the work and remove obstaclesby understanding market conditions, customer needs, and the practical drivers behind sales performance.

• Improve every day through candid coaching and problem-solvingby using forecasting, pipeline reviews, and performance data to identify gaps and act on them quickly.

• Win as one teamby partnering with Market General Managers, Service, Installation, and functional leaders to align execution and support customer success.

• Use coaching, feedback, and development plans to help sales leaders build stronger teams and improve consistency across the region.

• Balance growth, margin, and capacity decisions with disciplined planning and a clear view of what matters most to the business.

What we look for

Required

• Specific domain experience – 7+ years running a business

• Bachelor's degree or equivalent experience.

• 5+ years of people leadership experience.

Preferred 

• Experience with contracting, understand S&OP, construction legalities, procurement, functional support structures, change management

• Fostering and maintaining customer satisfaction

• Building high performing teams

• Executing and improving established processes.

• Proven track record of success working in a matrixed organization, dealing with conflict

• Resolution and change management, achieving win-win results

• Excellent communication and written skills

• Time management, ability to prioritize effectively based on financial impact to the desired business goals.

Salary Range: HIRING SALARY RANGE: $141,000- 211,000(Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us 

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.