What you will do
Drive APAC Service Sales growth strategies to maximize margins while increasing Johnson Controls’ market penetration at accelerated growth across all lines of businesses (HVAC, Fire, Security and Controls).
Provide Sales leadership and drive commercial innovation within the Services business to develop a high-performing Sales team that is well-connected with the broader Commercial organization.
Drive Commercial Excellence by leveraging data-driven insights to optimize Sales capacity, productivity and focus within APAC region.
How you will do it
- Seek innovative ways and leverage cross-market best practices to grow the ~800M$ services business, increase market penetration, maximize margins while driving differentiated Johnson Control strategies to win more.
- Analyze market opportunities to develop and implement actions to achieve growth. Demonstrate and maintain in depth knowledge of local organization, customers, competitors and other market players to provide critical insights and sound business advice.
- Pace Services secured orders and margins for all services businesses (PSA – new/renew and Labor/Material) on a weekly/monthly/quarterly basis ensuring high say/do versus sales plans. Drive linearity and predictability to hit targets repeatedly.
- Pulse all key deals and ensure visibility with actions around each with Services sales leaders, Sales Directors, Market GMs and others to drive closure while providing sufficient support.
- Change or improve current business models, structures, processes, tools, technologies to optimize performance.
- Development and management of new and innovative offerings to meet the customer needs and building APAC’s growth needs. Manage existing and new offerings effectively.
- Act as the key interface with APAC and other country Service Sales leads on Services Sales strategy plans. Be a strong advocate for Service Sales, leveraging APAC support teams (pricing, CoE, sales operations, procurement and others) to drive best practices.
- Work with Key Accounts, Digital other APAC teams to support and deliver on key customer needs and priorities. Act as a primary interface to customers in correctly positioning service offerings and commercial models, working alongside the APAC Service team and Service Sales & Operations within each market P&L.
- Develop, lead, drive and support the regional Service Sales Managers to achieve their sales and profitability objectives and to deliver their growth plans, while sustaining high levels of customer satisfaction and Service Sales business growth.
- Evaluate overall organizational capability and help to define workforce capabilities and capacity to implement the 5 year Service growth roadmap.
Metrics -
- APAC Service Sales Secured Volume (PSA New, PSA Renew and Labor/Material)
- APAC Secured Margin improvement/expansion.
- New PSA Growth, PSA Linkage Ratio & Attach Rate, Conversion Rates, Renewal Growth, and Digital Attach
What we look for
- Degree in Engineering with deep knowledge and experience in Service Sales Strategy and Execution at the regional level. MBA is preferred
- Strong knowledge of Service Sales management and Services Operations with more than 15 years’ of experience in the field
- Able to work effectively in a matrix organization structure. Strong leadership and influencing skills
- Strong communication skills both internally and in dealing with external stakeholders
- Able to deliver the results under the constraint of resources, time, and budget
- Effective oral and written skills in English
