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.
Area Service Sales Leader
Johnson Controls is a global leader in smart, healthy, and sustainable buildings. In this enterprise leadership role, you will help shape HVAC service sales execution across one of seven North America Areas and translate strategy into local market action.
You will partner closely with Area and market leaders to accelerate profitable service volume growth, recurring revenue, customer retention, and service attachment. This is an influence-based role without direct reports, focused on aligning front-line leaders, coaching teams, and creating clear execution discipline across the Area.
Role Overview
The Area Service Sales Leader serves as the connective point between North America service strategy and local market execution. You will work with the Area VP, Area Sales Leader, Area Service Leader, Market General Managers, front-line sales leaders, service operations, and service enablement teams to ensure the Area has the priorities, rhythms, and capability needed to deliver annual service growth targets.
Key Responsibilities
- Translate North America and Area service growth strategy into clear market priorities, execution plans, and performance expectations.
- Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment.
- Ensure service growth priorities are executable at the market level through role clarity, standard work, defined sales motions, and visible accountability.
- Diagnose performance gaps by market, customer segment, seller, offering, and funnel stage, then align corrective actions with local and Area leaders.
- Lead a consistent weekly, monthly, and quarterly service sales management cadence across the Area.
- Drive pipeline sufficiency by line of business and improve opportunity quality, stage discipline, conversion, velocity, aging, and CRM adoption.
- Strengthen forecast accuracy and use performance data to identify risks, remove barriers, and scale best practices.
- Build relationships with strategically important customers and executive stakeholders to shape opportunities and accelerate growth.
- Drive new planned service agreement bookings, renewal and retention performance, recapture of the installed base, and lifecycle value selling.
- Partner with systems sales and service operations to increase service attachment at the point of sale and across the customer lifecycle.
- Coach and enable Market General Managers, front-line sales leaders, and service sales teams through influence rather than direct authority.
- Support onboarding, sales methodology adoption, account planning, opportunity coaching, performance inspection, and leadership standard work.
- Assess seller capacity, coverage, productivity, and capability needs and recommend targeted resource or development actions.
- Act as the service sales coordination point among the Area VP, Area Sales Leader, Area Service Leader, local market leaders, and functional partners.
- Partner with service operations to align growth ambition, customer commitments, labor capacity, solution quality, and execution readiness.
- Collaborate with Service Sales Enablement to drive strategy adoption and commercial execution across the Area.
- Lead adoption of service sales motions, programs, tools, and standard operating procedures across local markets.
How You Will Do It
- Own outcomes with accountability, safety, and integrity by setting clear expectations, following through on commitments, and reinforcing disciplined execution across the Area.
- Stay close to the work and remove obstacles for customers by using market data, field insight, and direct leader engagement to solve issues quickly and keep growth plans executable.
- Improve every day through candor, continuous improvement, and structured problem solving by inspecting performance, challenging assumptions, and turning gaps into practical actions.
- Win as one team by building trust across sales, service operations, enablement, and branch leadership, and by using diverse perspectives to strengthen decisions.
- Use CRM data, pipeline reviews, account plans, and forecast discussions to create visibility and focus on the right opportunities.
- Coach leaders on observable sales behaviors, customer engagement, and follow-through so that strategy is translated into repeatable market execution.
- Maintain a steady operating rhythm that supports clear priorities, timely intervention, and consistent learning across markets.
Qualifications
- Bachelor's degree in business, engineering, a technical discipline, or equivalent relevant experience.
- Typically 10+ years of progressive experience in HVAC, building systems, technical services, or complex B2B sales, including leadership of multi-market growth initiatives.
- Demonstrated success delivering service sales growth, recurring revenue, profitability, pipeline health, and forecast accuracy.
- Strong knowledge of commercial HVAC service offerings, planned service agreements, customer economics, contract-based services, selling models, and CRM-enabled sales management.
- Proven ability to lead through influence, coach leaders, and drive accountability without direct reporting authority in a matrixed organization.
- Experience identifying, onboarding, coaching, and developing sales talent and supporting succession planning.
- Ability to communicate credibly with executive customers, Area Vice Presidents, systems sales and service operations leaders, and front-line teams.
- Strong financial acumen, analytical capability, structured problem solving, change leadership, and learning agility.
- Ability to travel throughout the assigned Area as business needs require.
Why Join Us
This is an opportunity to shape service growth across a large and complex Area, work alongside experienced leaders, and make a measurable impact on recurring revenue and customer retention. You will help build a culture grounded in customer focus, collaboration, accountability, and continuous improvement.
If you are energized by leading through influence and turning strategy into disciplined market execution, we invite you to apply.
HIRING SALARY RANGE: $140,000 - $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 offers a competitive Bonus plan that will take into account individual, group, and corporate performance. 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 About us - Johnson Controls Careers
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.