Regional Sales Manager AHU Application Specialist

Employment Type

: Full-Time


: Sales

What you will do 

The Regional Sales Manager position at Johnson Controls is an ideal career opportunity for a technical individual experienced in the custom applications of commercial and/or industrial HVAC products, specifically Airside systems. This is a remote position but we are ideally seeking an individual to sit within the territory either in the Northeast United States, Dallas or Houston, TX.

In this role you will partner with JCI’s direct sales team to provide engineered support, selections and equipment pricing for our Commercial Air Handler products. The RSM serves as a technical subject matter expert in providing detailed engineering information and communicating design, configuration, operation, and installation requirements to our end users (i.e. consulting engineers). 

The Regional Sales Manager will also collaborate internally with the Channel Sales Director, Product Director, and fellow Regional Sales Manager teammates with sales responsibility for the Johnson Control, York, and Metasys brands of products through the BSNA branch channel to deploy new product offerings and ensures they are informed and trained on the products, features, value proposition, and pricing.
How you will do it

  • Serves as a trusted partner to direct sales channels
  • Drive sales by providing technical sales support to customers, branches, agents and consulting engineers, with an ability to identify relevant opportunities and act on them quickly to drive sales.
  • Turn around jobs efficiently and accurately with an understanding of the consequences of incorrect product design.
  • Provide pricing support, including competitive budget pricing of non-standard options, to the field sales organization for YC.
  • Manage projects from concept to shipment and follow-up regularly to ensure projects are completed expeditiously.
  • Continually be informed on industry trends, standards and competition. Assist the field sales organization in providing specification and competitive analysis.
  • Provide technical application support to the field sales organization on all aspects of YC.
  • Assist the field sales organization in developing YC unit layouts and configurations to support the consulting engineer’s design process.
  • Provide written specifications and produce simple sketches and dimensional footprints of YC to support consulting engineer’s design process
  • Coordinate customer requests with factory for submittal documents, including quality AutoCAD drawings and special quotations. At times, produce AutoCAD drawing independently
  • Assist the field sales/operations organizations in developing engineering release documents for manufacturing
  • Awareness of how HVAC equipment, such as chillers and controls, systematically interface.
  • Work with air handling unit component vendors during the design and pricing process.
  • Develop technical documents to support field sales on various areas of air handling application as necessary.
  • Determine best techniques/procedures/theories and apply them to analysis, design and/or research of air handling products.
  • Use complex problem-solving techniques requiring regular use of ingenuity and creativity.
  • Be proficient at extrapolating ideas into product requirements within engineering requirements, manufacturing processes and limitations.
  • Provide occasional technical application support to the field sales organization on all aspects of standard XT Air Handling units.
  • Assists in driving specification in the local market on Applied Products.
  • Ensures that all project information is inputted and regularly updated in CRM.
  • Responsible for regular updates of sales pipeline management.
  • Drives monthly/quarterly/annual sales performance to plan and forecast using CRM to document milestones along the way.
  • Increases ARI market share year-over-year, and margin plans in Territory assigned
  • Develops joint action plans in partnership with local sales leadership for planned growth in Applied Equipment. Conducts monthly/semi-monthly/quarterly sales reviews with each market.
  • Acts as an extension to the training department, works together to train staff and sales channels with regularly scheduled activities.
  • Develops, recommends, and shares product positioning, and pricing strategy to produce the highest possible long term market share.
  • Prepares analysis of competitive activity for management as well as prepares plan to overcome competitive obstacles.
  • Establishes and maintains key relationships with influencers and strategic partners to increase market visibility.
  • Responsible for coordinating all local Applied Equipment related events including trade shows and engineering seminars.
  • Additional Responsibilities

  • Maintain updated reports and status of each project, including sales forecasting.
  • Review and analyze engineering rules and documents as necessary.
  • Recommend cost savings and value engineering ideas for YC.
  • Provide application training, as required, on YC for the field sales organization.
  • Collaborate with all other BSNA product channels to collectively drive sales.
  • What we look for


  • Bachelor’s degree in engineering or equivalent with 8-10 years HVAC systems and applications experience preferably with Custom or Commercial Air Handling Units.
  • Demonstrated analytical skills and computer skills to include: Advanced AutoCAD proficiency, Microsoft office suite.
  • Excellent organizational skills, follow-through and attention to detail.
  • Ability to recognize sales opportunities. Interpersonal skills to effectively communicate with internal customers.
  • Must be willing to travel within an assigned territory
  • Johnson Controls 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, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit Additional Information
  • Overtime Status: Exempt
  • * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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