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VP of Sales
Location:
Grand Rapids , Michigan
Posted:
November 12, 2016
Reference:
WD30033250307
Job Description:
Lead sales team efforts targeting the independent wholesale distribution channel in USA for the $180M portfolio of Grills, Registers, Diffusers, Flexible Ducts, Vents, filters and Chimney among others

Analyze the market and the business and create a vision and strategy to double the business in three to five years. Apply advanced marketing tools to develop growth strategies to gain market share and share of wallet with existing and new products for the assigned channel

Lead efforts to develop, implement and track sales growth strategies for key strategic initiatives of the business. Maintain and grow new sales opportunity pipeline.

Directs the sales teams to support growth goals in the wholesale distribution channel- Direct reports include Regional sales directors and National account director.

Lead efforts to increase Air system product synergies with wholesale distribution, including new sales Filters, VAV boxes, Roof Curbs, and Fans among others.

Lead customer and buying groups contract negotiation and pricing including rebate programs.

Collaborate with marketing efforts from multiple brand marketing teams

Coordinate strategies with JCI BE Sales and marketing team

Establish objectives, develop business plans and implement strategic initiatives to achieve results, in conjunction with JCI PDNA Account Management principles

Teach and measure sales people based on the JCI Sales Playbook

Drive Salesforce.com (OpenGlobe) utilization across the Hart and Cooley organization

Identify poor performing Wholesale distributors and sales reps and replace them with highly effective new companies. Use Dodge Marketshare data to perform market analysis, working in conjunction with JCI Channel RVPs to optimize sales performance.

Develop monthly, quarterly and annual sales forecast and plan for the wholesale distribution channel.

Manages the sales team effectively to ensure high level of sales execution and to meet or exceed sales commitments.

Job Qualifications:
Qualifications
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience
Bachelors of Science Degree (B.S.) in Business Management, Finance/Accounting, Marketing, Engineering or Physics; Master's Degree or equivalent preferred; and four to ten years related management experience and/or training; or equivalent combination of education and experience.
A minimum of 10 years of HVAC wholesale distribution experience is a must. 5 years' experience as a sales leader with a $150M + responsibility. The candidate must have the ability to develop strong and long lasting high level relationships with wholesale distribution owners and executives.
Requires excellent negotiation skills and executive presence. The candidate should be very comfortable working in a matrix environment.

Language Skills
Ability to read, analyzes, and interprets general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or member of the business community. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

Mathematical Skills
Ability to apply advanced mathematical concepts sales margins, profits and expenses. Understand technical math such as exponents, logarithms, quadratic equations and permutations.

Reasoning Ability
Ability to define problems collects data, establish facts and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

Computer Skills
Microsoft Office experience required with knowledge and experience in Business Intelligence tools like POWER BI, Salesforce.com CRM. Oracle and OBIE experience a plus.

Travel Requirements
Approximately 40% required.

Other skills and Abilities
Regular attendance is an essential job requirement, based in Grand Rapids, MI. Ability to work as part of the leadership team, including all related departments/plants or independently as required achieving internal and external customer satisfaction.

Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; talk or hear and taste or smell. The employee is frequently required to climb or balance. The employee must regularly lift and /or move up to 10 pounds, occasionally lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds.

Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly exposed to moving mechanical parts. The employee is occasionally exposed to outside weather conditions and vibration. The noise level in the work environment is usually moderate.
Accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; talk or hear and taste or smell. The employee is frequently required to climb or balance. The employee must regularly lift and /or move up to 10 pounds, occasionally lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds.


A little about us:
Johnson Controls is a global diversified technology and industrial leader serving customers in more than 150 countries.

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