What You Will Do
Job Description: The VP Global Commercial Excellence will drive commercial excellence and transformation for Johnson Controls' global commercial organization. This role involves refining and establishing a clear commercial strategy and fostering a culture of growth across systems and service/recurring revenue, utilizing best practices in sales processes, systems, and tools. The innovative leader will lead Commercial Excellence efforts across the enterprise/regions, developing and implementing a holistic sales strategy with systems, processes, and tools to optimize and drive enterprise growth.
Key Responsibilities
How You Will Do It:
Sales Strategy/Transformation Design
- Develop, champion, and execute a business sales strategy supporting the company’s growth targets.
- Partner with Executive Leadership to build a revenue plan linking goals to sales revenue targets and aligning with other areas (e.g., Lifecycle solutions, Global Products).
- Drive the transformation of the commercial organization globally.
- Maintain a deep understanding of customer needs and industry trends to influence sales strategy.
Building/Managing Team
- Build and develop a high-performance global commercial team.
- Manage performance and build capabilities.
- Foster a culture of continuous improvement through feedback and coaching.
Execution/Implementation
- Create programs and approaches that allow the organization to leverage the “sales playbook.”
- Drive global Sales and EBITDA to potential.
- Develop and manage channel sales plans to drive growth and deliver customer service.
Performance Dashboards/Metrics
- Establish a sales measurement system and quotas to track performance.
- Ensure sales teams consistently meet and exceed goals.
- Invest time in the field with sales teams to drive buy-in for the system and ensure support.
What We Look For
Eligibility & Requirements:
- 15-20+ years of consultative sales/sales leadership/sales transformation experience in a variety of markets and solutions, ideally within an organization of similar scale and complexity.
- Demonstrated ability to drive top- and bottom-line growth in a global organization; has led sales transformation efforts.
- Ability to distill growth objectives into an actionable sales strategy.
- Experience in leading and developing teams, including performance management, succession planning, talent acquisition, and engagement strategies.
- Experience in transformational change, with the ability to communicate a compelling new direction and engage others.
- Strong analytical and objective approach to decision-making.
- Ability to develop long-term, trust-based relationships with executives across the organization.
- Leadership skills to build and manage best-in-class commercial teams and develop the next generation of sales leadership.
