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What you will do
Serve as the subject matter expert (SME) for HVAC Equipment growth through Consulting Engineers, passionate about driving improved performance for all key metrics tied to Basis-of-Design (BOD) influence and secured bookings.
Focus on four key areas: People, Pipeline, Performance, and Planning, partnering with Sales Leadership, Consulting Engineer Account Executives, and System Application Engineers (SAEs) to create repeatable motions that earn specification preference and accelerate pipeline creation.
How you will do it – Principal Activities and Objectives
People
Develop and deploy training for Sales Managers, SAEs, and agents on spec-in strategies and BOD playbooks.
Mentor leaders on leading indicators (BOD opportunity creation, spec win rate) and dashboards.
Onboard new sales managers on consulting engineer engagement and application guide usage.
Pipeline
Drive BOD opportunity creation targets; ensure CRM health and accurate spec-in tracking.
Partner with Sales and agents to activate call plans at priority consulting firms.
Lead cadence calls focused on BOD pursuits and engineer engagement velocity.
Performance
Achieve KPIs for BOD % of pipeline, spec win rate, and secured bookings.
Improve price realization and margin discipline on spec-in projects.
Monitor and coach on application guide adoption and PDH session delivery.
Planning
Publish quarterly segment plans for Consulting Engineers with target firms and content calendars.
Review local go-to-market strategies and ensure alignment with HVAC Equipment growth objectives.
Collect and prioritize field feedback to improve ease-of-business tools and engineer resources.
What we look for – Required
Bachelor’s degree in Mechanical Engineering or related field; MBA & PE preferred.
8+ years in HVAC equipment sales, application engineering, or consulting/specifying engineering.
Proven success influencing basis-of-design specifications and converting spec influence into bookings.
Strong collaboration skills with Sales, SAEs, and Consulting Engineer Account Executives.
Data literacy with Power BI and CRM; ability to build action plans from performance data.
Key Metrics
Grow # of BOD opportunities by 30%.
Grow # AND $ BOD secured opportunities by 20%.
Grow # AND $ non-BOD secured opportunities by 15%.
New BOD opportunities created per month.
BOD % of open pipeline.
Secured bookings from BOD pursuits.
Engineer engagement velocity (PDH sessions, application guide downloads).
HIRING SALARY RANGE: $141,000 – 211,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us
