What you will do
Under general direction, delivers profitable growth of the business within a defined geographical boundary. Ensures plan achievement of all lines of business.
Works in collaboration with Sales Manager, Account Managers, Business Development Team, Agency Account Managers, and PMO team to ensure that there is year over year growth in the business. Leads Operations Team Leads, Project Development Engineers, and Sales to develop annual business plans for our sites and customers that align with the overall Region and JCBAS Strategic Growth plan. Emphasis on coaching to plan/forecast achievement (i.e. secured sales, executed GM, TWC, EBIT) on a monthly/quarterly/annual basis.
Leverages Continuous Improvement processes as a primary vehicle to drive business results to plan level or greater. Drives share growth year over year across all segments of the market while sustaining high levels of customer satisfaction. Maintains a level of awareness on DoD Agency trends and leverages the organizations SME's to be proactive in delivering differentiated solutions to customers.
Analyzes agencies within the region to target and develop new customer base, resulting in expanded customer portfolio, preferred contract vehicle leverage and installed base. Stays focused on shifting buying behaviors and trends within government agencies to assist the sales team with identifying new sites as well as lines of business (LOB) that fit within our functional capabilities. Works and coordinates with all Johnson Controls business units to maximize shareholder return and long-term profitability of the overall business.
External Relationships: In conjunction with the Sales Manager and Agency Managers, the Regional Manager assesses local market conditions, participates in local key Agency Associations, identifies current and prospective market segments, and advises the Sales Manager to organize resources to secure and deliver business in order to meet market share, revenue and profitability goals.
Internal Relationships: The Regional Manager role requires extensive collaboration and active teaming with all Johnson Controls businesses in order to best serve the customer and maximize results for the Regional and global Federal Business. This would include providing guidance in targeting, developing, and executing Federal Government business.
Location: Ideally based within the South Region. Alabama, Tenessee, George, North Carolina, or Florida based preferred, but open to remote / virtual based (work from home) with ability to travel up to 50%
Benefits: Eligible for benefits on first day of employment
How you will do it
1.Leads and fosters a safe working environment with expectations of zero lost time and zero recordable incidents. Ensures everyone (all locations) in the Region participates in the safety effort.
2.Works with Project Manager(s), Program Managers, & Operations Team Lead(s) to develop and execute multi-million dollar installation and construction projects at federal government sites. Develops and executes an operations plan that is, commensurate with the overall business plan and focused on increasing shareholder value as measured by achieving profitability (EBIT), sales (market share), TWC, and customer satisfaction objectives.
3.Ensures all assigned locations communicate and implement an Action Plan (in the employee engagement survey tool) to improve employee engagement. This would include regular "one-on-one" sessions with direct reports to coach, develop, and grow as Leaders.
4.Ensures all assigned locations deliver on plan to improve employee, supplier, and small business partner diversity objectives. Each location to complete a recruiting and retention (succession) plan.
5.Ensures all employee annual performance reviews and development plans are complete on-time.
6.Accountable for accurate monthly/quarterly/annual business forecasts for secured sales, revenue, executed margin, backlog, billings and collections. Participates in the monthly review with the Regional Leadership Team. Coaches Operations Team Lead(s), Program Managers & Project Manager(s) on developing and delivering to accurate forecasts.
7.Leads monthly Operational Review of project performance versus plan /forecast to determine gaps. Utilizes "action tracker" tool to bridge gaps.
8.Leads the Continuous Improvement effort across assigned locations. Ensure progress to key metrics as measured on monthly scorecard. Places priority on top 10 metrics shared across all locations.
9.Ensures that all assigned locations use standard tools (i.e. SalesForce, AIM, Systems Selector Tool, FRS, etc.)
Increases content on branch business products where applicable.
Coaches account management principles to meet portfolio sell and basis of design objectives. Actively supports sales strategies. Practices account management through executive sponsor or selected Key and Target Customers in assigned locations.
Works with Region Team Members (Region Controller, Financial Business Analyst) to oversee regional financial management following the policies and standards of Johnson Controls and with a stewardship that creates long-term viability for the Region.
Monitors customer satisfaction reports (CPARS) and takes action to address satisfaction issues in a prompt and proactive manner.
Acts and manages the Region with honesty and integrity, following the highest ethical standards; complies with all local, state and Federal regulations. Experienced in Federal Government business flow, procurement and contracting practices. This would encompass all facets of the delivery process from lead identification to project close-out. (Project Development, Contracting, Sales, Execution, Safety, and Quality).
What we look for
1.Bachelor's degree in Business, Engineering, or a related field with a minimum of five years of P&L responsibility.
2.Demonstrated experience managing large installation and construction projects
3.Minimum of 10 years of progressive field operational and/or sales experience.
4.Excellent initiative, and interpersonal communications skills.
5.Demonstrated ability to influence the market at key levels.
6.Ability to travel up to 50%.
7.The ability to obtain and maintain a DoD Secret security clearance required. (This involves a background/character, criminal history, employment, and credit check.)
1.Experience with HVAC building automation and/or mechanical equipment projects
2.Experience in Federal Government business flow, procurement and contracting practices
3.Experience working with the U.S. Army Corps of Engineers (USACE)
4.Experience managing teams of Project Managers
Who we are
As a trusted partner to the federal government for more than 100 years, Johnson Controls Federal Systems (JCFS) manufactures products, provides solutions, and installs and maintains building technologies at more than 750 federal sites and military installations worldwide. With the largest portfolio of building technologies and solutions in the world, the Johnson Controls team is passionate about designing, constructing, and maintaining energy, water, utility savings, fire, and security projects at various federal and military sites around the world.
If you'd like to learn more about who we are, what we do, and the systems and products we work with please check out our "take a journey" video on Youtube to learn more. (Around 7 minutes long)
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 www.johnsoncontrols.com/tomorrowneedsyou.
Division: JCFS (Johnson Controls Federal Systems)
Johnson Controls, Inc.