Vertical Lead – IR Sales

About the Role

The Industrial Refrigeration Sales Manager at Johnson Controls leads a $10M business portfolio, serving as the authorized interface for some of the company's largest global customers across the Asia Pacific region. This role directs account management and strategy for critical enterprise accounts, ensuring annual business targets are met, key relationships are maintained, and the manager acts as the regional point of contact for customers. In addition to overseeing existing accounts, the manager serves as a key business development lead for the global strategic account team, covering solution areas such as Food & Beverage, Chemical, Pharmaceutical, Fertilizer, and Oil & Gas industries. The role requires collaboration with internal units, regional peers, and a focus on expanding global enterprise opportunities while supporting pre‑ and post‑sales activities. • Work with existing JCI business units and regions to identify customers with global enterprise potential and build internal and client relationships. • Maintain excellent relationships with multiple stakeholder groups, acting as the regional point of contact and ensuring high customer satisfaction. • Target multinational companies across all segments for new global enterprise accounts through prospecting, qualifying, and relationship development. • Develop new business areas with customers, expanding solutions and services to help them win increased business with their own clients. • Build and maintain internal relationships across sales, operations, and service functions, coordinating worldwide contacts to ensure successful pre‑ and post‑sales support. • Report to the Director of Sales – IR, India; create and update quarterly strategic target account plans, hold pipeline reviews, and keep an accurate pipeline to meet sales objectives. • Lead focused industrial refrigeration sales team members, providing technical and commercial guidance and regular performance reviews. • Collaborate with Business Support Operations and Finance to report business performance and craft detailed presentations on B2B agreement health. • Manage the regional opportunity pipeline, tracking opportunities, increasing win rates, and coordinating regular account meetings across regions and countries. • Liaise with regional Global Products teams for product and technology updates, share market inputs, and serve as a focal point for inter‑company sales managers. • Align strategies with the global B2B agreement management team to ensure consistency and success across teams. • Maintain and grow strategic relationships with senior customer stakeholders, identifying new strategies to improve market performance and facilitating joint working groups. • Lead Sales Program Management to support customer objectives. • Support enterprise growth strategies in emerging markets as required.

Key Responsibilities

• ▸enterprise sales
• ▸account management
• ▸pipeline management
• ▸stakeholder relations
• ▸technical guidance
• ▸business reporting

What You Bring

• Bachelor’s Degree in Mechanical Engineering with additional Business, Marketing or relevant education. • 10–15+ years of sales/business development experience in Industrial Refrigeration across Food, Process, and Oil & Gas industries. • Experience working with major consultants and contractors for industrial refrigeration applications. • Project sales experience for turnkey solutions with deep cost‑estimation knowledge. • Application knowledge across industrial refrigeration segments with understanding of cooling and heating requirements. • Ability to promote sustainable solutions and digitalization in industrial refrigeration. • Strategic Target Account Planning and end‑user relationship management skills. • Strong relationship development abilities and proven business development track record. • Ability to influence globally with strong emotional intelligence. • International customer relationship management experience (asset). • Multiple languages (asset, not essential). • Ability to make decisions individually or as part of a team. • Capability to contribute to business plan development, including marketing strategies. • Entrepreneurial attitude, leadership abilities, and team‑player mindset at all levels.

Requirements

• ▸bachelor's
• ▸mechanical eng
• ▸industrial refrigeration
• ▸sales experience
• ▸cost estimation
• ▸strategic planning

Work Environment

Office Full-Time