Area Service Sales Leader

Job Description

Area Service Sale Leader-Mid Atlantic Region | Johnson Controls

The Tone:
This is a full-time role at Johnson Controls, located in the Mid-Atlantic Region. Johnson Controls is a global leader in HVAC, building technologies, and service solutions, helping customers improve comfort, reliability, and business performance. This role is crucial for shaping how HVAC service strategy is executed across one of North America’s key areas, focusing on driving profitable service volume growth, recurring revenue, and customer retention.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: In-person – Mid-Atlantic Region
• Pay: $142000–$213000 yearly
• Team: This is an enterprise influence role without direct reports.
• Mission: Lead the deployment and execution of the HVAC service sales growth strategy across the Mid-Atlantic Region.
• Tech Stack: CRM

What You’ll Actually Do
• Translate Strategy: Translate North America and Area service growth strategy into clear market priorities, performance expectations, and execution plans.
• Deliver Operating Plan: Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment.
• Diagnose Performance: Diagnose performance gaps by market, customer segment, seller, offering, and funnel stage, and align corrective actions with market leaders.
• Drive Pipeline Sufficiency: Drive pipeline sufficiency by line of business, targeting at least 3x the applicable annual bookings requirement.
• Coach and Enable Leaders: Coach and enable Market General Managers, front-line sales leaders, and service sales teams through influence rather than direct authority.

The Must-Haves
• Background: Bachelor’s degree in business, engineering, a technical discipline, or equivalent relevant experience, with progressive experience in HVAC, building systems, technical services, or complex B2B sales.
• Experience: Typically 10+ years of progressive experience, including leadership of multi-market growth initiatives, with demonstrated success delivering service sales growth, recurring revenue, profitability, pipeline health, and forecast accuracy.
• Skills: 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. Strong financial acumen, analytical capability, structured problem solving, and change leadership.
• Bonus: Experience leading service growth programs across multiple markets or business units, background in planned service agreements, installed-base recapture, and lifecycle value selling, experience improving service attachment and recurring-revenue performance through cross-functional selling motions, and familiarity with Johnson Controls service sales motions, enablement programs, and operating rhythms.