As the Global Sr Director Commercial Service Sales, you will lead the strategic direction and execution of service sales across all global regions. You will be responsible for driving segmentation, informing the service offering portfolio, Go to Market strategy, sales performance, and value-based selling across diverse markets. This role will also own the global Sales Incentive Plan strategy for Service Sales to ensure alignment with business objectives and regional market dynamics.
Key Responsibilities
Segmentation & Service Offering
- Lead segmentation efforts to identify and prioritize customer segments across JCI domains of fire, security, and HVAC/Controls
- Optimize approach to targeting, messaging, and resource allocation towards high value customer segments
- Global Service Sales Strategy & Execution
- Develop and implement a unified global service sales strategy that aligns with corporate objectives and regional market needs
- Drive commercial excellence through standardized processes, commercial tools, and performance metrics.
- Go to Market & Value Selling
- Optimize and align the JCI Service Sales org structure that mirrors the customer buying journey, clearly defining roles and responsibilities related to service sales; maintain global consistency while accounting for regional nuances
- Champion a value-based selling approach across all service lines, ensuring teams articulate and deliver lifecycle value to customers.
- Service Sales Incentives & Sales Enablement
- Define Service Sales priorities and key areas of focus for service growth
- Collaborate with total rewards on building the global SIP strategy for dedicated Service sellers and Systems sellers to optimize service linkage at the point-of-sale; ensure alignment with performance goals, regional regulations, and motivational structures.
- Own the Service SIP strategy, collaborating with HR and Finance to design, implement, and refine incentive plans to reflect new developments in JCI strategy on an annual basis.
- Cross-functional and Regional Collaboration
- Partner with regional sales leaders, marketing, operations, and product teams to ensure cohesive execution.
- Facilitate knowledge sharing and best practices across regions
- Build and maintain relationships with global key accounts and C-level stakeholders.
- Leadership & Talent Development
- Build and lead a high-performing global service sales team.
- Foster a culture of accountability, innovation, and continuous improvement.
Qualifications
- 15+ years of progressive experience in service sales, with at least 5 years in a global leadership role.
- Proven success in segmentation, GTM strategy, and value selling.
- Experience designing and implementing global SIP strategies.
- Strong change management and transformation leadership skills.
- Ability to influence and engage C-level executives globally.
- Strategic thinker with strong analytical and financial acumen.
