Controls Growth Leader

Found in: Talent CN S2 - 1 week ago

Shanghai, China Johnson Controls Full time

Who we are.

Johnson Controls is the global leader for smart, healthy and sustainable buildings.

At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.

This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. We’re helping to create a healthy planet with solutions that decrease energy use, reduce waste and make carbon neutrality a reality.

Sustainability is a top priority for our company.

We are committed to invest 75 percent of new product development R&D in climate-related innovation to develop sustainable products and services. We take sustainability seriously. Achieving net zero carbon emissions before 2040 is just one of our commitments to making the world a better place.

Please visit and follow Johnson Controls LinkedIn for recent exciting activities.

Why JCI

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Career

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The Role:

The Controls Leader will lead the planning, deployment and execution of commercial growth strategy and business development for a 400M$+ business across the Asia Pacific region. You will deploy commercial toolkit to prioritize top focus areas for growth, inject demand generation initiatives to unlock new opportunities, drive key deal pursuit plans while engaging with customers and sales teams to push differentiated value proposition, resulting in higher win rates and profitable secured orders growth.

You will interface extensively with stakeholders across commercial, engineering, project execution, services, procurement, and legal to ensure Voice of Customer is fully captured to drive a higher Net Promoter Score by taking a full view of customer needs from pre-sales, to project execution and services.

You will also partner closely with Controls’ Solutions team in the Global Center of Engineering, Lifecycle Solutions, Global Product Experts and Market Sales Leaders to execute the growth plan. You will be a key leader in the overall commercial leadership team and will interface with stakeholders across all functions and markets to drive profitable growth, higher win rates and maximize customer share of wallet.

How you will do it:

Collaborate with sales and vertical business leaders across all markets to develop growth strategies while creating trusted and valued partnership with all teams.

Identify areas of immediate growth by heat mapping key verticals and markets across Asia Pacific and developing/implementing a quick action plan.

Drive commercial KPIs to ensure lead generation, pipeline growth / shape / velocity, secured orders and secured margins, as well as win rates.

Periodically monitor sales force effectiveness to check seller capacity and productivity across all markets and make recommendations as needed for improvement.

Develop toolkits, process and structured cadence for early engagement to push differentiated value proposition, basis of design and technical/commercial preference.

Engage with strategic customers by liaising with sales leaders and key account teams to build and foster relations with key decision makers to drive cross market initiatives.

Interface with internal functional experts to ensure proposals, project and services execution are aligned to customer expectations to push higher NPS.

Drive win/loss feedback with pricing team and other functional teams so win rates and JCI solution competitiveness continues to improve.

Work closely with Global Center of Engineering, Global Products, and Lifecycle Solutions team to push new solutions and bring market-backed VOC to influence new product development as needed.

What's needed to succeed?

Bachelor’s degree in related subject with minimum 15 years of demonstrable business experience in senior sales or commercial roles/functions.

Control Solutions related experience in buildings, manufacturing, data center or other infrastructure verticals.

Specific experience managing or matrix direction to a distributed sales organization.

Ability to succinctly clarify, explain and sell concepts and initiatives to broad groups of professionals.

Knowledge of customer and competitive programs, and the ability to develop effective programs understanding the trends and issues facing commercial teams in the digital age.

Excellent analytical and interpersonal skills and presents convincingly to peers, executives, partners, and customers.

Exceptional enterprise leadership skills in a dynamic and fast-growing organization.

Strong knowledge of CRM and associated technologies.

Ability to communicate effectively with all levels of employees/management and experience in a cross-functional matrix reporting structure.

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