Sales Director, Major Projects

About the Role

In this role you will direct the BSNA North America Major Projects Sales Account Executives (MPAEs) and National Systems Sales Account Executives, providing leadership, strategy development, and coaching to increase market share of major construction sales and JCI systems within national accounts. You will create and execute sales strategies, processes, and tools, collaborate with regional sales managers on complex construction sales, and manage the full sales cycle—from bidding and contract review to financial approval and booking. Leadership duties include portfolio and metro‑market management, guiding regional management team collaboration, leading strategic and financial planning, and overseeing key performance indicators such as pipeline growth, forecast accuracy, and sales productivity. You will coach sellers to present JCI solutions persuasively to owners, contractors, and consultants at the C‑level, leveraging internal technical and financial experts, differentiating against competitors, and developing value propositions tailored to vertical markets. The role requires active participation in industry professional groups, delivering customer showcase visits, and maintaining C‑level relationships, while becoming a subject‑matter expert in positioning JCI technology solutions for the construction market. Johnson Controls enhances the intelligence of buildings, delivering smarter, safer, more comfortable, efficient, and sustainable environments that help customers focus on their core missions. • Lead and coach Major Projects and National Systems Sales Account Executives across North America. • Develop and implement sales strategies to grow market share and meet revenue targets. • Manage the end‑to‑end sales cycle, including bidding, contract negotiation, and financial approval. • Oversee portfolio and metro‑market financial planning, forecasting, and performance metrics. • Drive C‑level customer relationships through showcase visits and solution presentations. • Mentor sellers on persuasive solution selling, leveraging JCI technical and financial expertise. • Create differentiated value propositions based on competitor analysis and vertical market needs. • Participate actively in industry groups and hold leadership positions within professional associations. • Maintain a strong safety focus through the Zero Harm policy and foster an inclusive, collaborative team culture.

Key Responsibilities

• ▸sales strategy
• ▸bid management
• ▸financial planning
• ▸c‑level relations
• ▸team coaching
• ▸value proposition

What You Bring

Candidates must hold at least a Bachelor’s degree in engineering, marketing, or a related field, have a minimum of ten years’ construction marketing and sales experience—including eight to ten years in sales management—and be willing to travel up to 50% of the time. A Master’s degree is preferred. • Require at least a Bachelor’s degree and ten years of construction sales experience, with eight to ten years in management.

Requirements

• ▸bachelor’s
• ▸master’s
• ▸10 yrs
• ▸sales mgmt
• ▸construction
• ▸travel 50%

Benefits

We support employee wellbeing through a comprehensive benefits package that includes a competitive salary, generous paid vacation (15 days in the first year), 401(k), medical, dental, and vision coverage from day one, and additional programs such as safety initiatives and employee discount programs. The position offers a salary range of $145,000‑$218,000, a competitive sales incentive plan, and a full benefits package. Johnson Controls is an equal‑opportunity employer and uses AI tools to support a fair hiring process. • Offer a competitive salary ($145k‑$218k) plus incentive plan, comprehensive benefits, and up to 50% travel.

Work Environment

Office Full-Time