Apac Digital Sales Director

2 weeks ago

Singapore Johnson Controls Full time

Job Details

REPORTS TO:
Vice President, Commercial Digital Sales (in US)

SUPERVISES:
Digital Sellers


The Director of Digital Sales leads the commercial digital solutions team of specialist sellers within JCI APAC, accountable to delivering JCIs digital solutions portfolio growth.

This team is at the center of JCI's fast growing digital IoT smart building strategy delivering solutions across the building ecosystem.


RESPONSIBILITY LEVEL:

  • Chartered to lead the overall P&L leadership of Johnson Controls Digital Solutions business in APAC (JCI's platform, software and AI business)
  • Responsible also for JCI's Open Blue Platform Solution business that creates selfconscious, selfhealing and occupantdriven building that unlocks new possibilities of how enterprises discover new insights, find efficiencies, and create other sources of value and sustainability / customer's journey to net zero.
  • Responsible for delivering annual Open Blue Operating Plan for Secured Volume and Margin.
  • Partner with Business Development on executing regional GotoMarket strategy for OpenBlue.
  • Leader of the Digital Sales team of high performing Digital Sales Specialists and Solution architects to deliver customer value; operationally responsible for building and maintaining a healthy Digital pipeline and accelerating digital sales cycles, increasing average deal size and raising close rates.
  • Develop regional digital partner based (SI, consultancy, etc) to accelerate platform value and scale
  • Integrator of the multichannel Sales structure needed to deliver Open Blue expectations (with HVAC Owner sellers, PI sellers, Strategic Account reps, and Complex CT Megadeal reps).
  • Collaborating with Region field management, Customer Success and Global Digital Business Development, you will evangelize the digital solution portfolio across key industries to maintain market share leadership in region and establish a strong recurring revenue base.

EXTERNAL RELATIONSHIPS:


Successful execution of this leadership role involves developing and sustaining relationships with Senior executive point of contact with customer C-suites as well as JCI Strategic, Key, and Target customers - developers, building owners, contractors, engineers etc.

You are influential thought leader on digital solution value across business and professional thought leaders


You continuously develop and orchestrate an ecosystem of government agencies, research and universities partners to address innovation in Net Zero and Autonomous, Healthy and Well Buildings space.


INTERNAL RELATIONSHIPS:


Operates in an organization that requires collaboration and active teaming with corporate leadership and staff positions and Local Market/Regional selling organizations in order to serve customers and maximize results.

Strong collaboration with the Digital Products organization to deliver new offerings and providing the opportunity to test and co-develop new offerings.

Communicates the business' competitive situation and business needs to these internal positions, as well as understands and adapts strategies and practices to drive our business forward.


These important two-way internal relationships include:

  • Regional/Area Leadership, Digital Products leadership, Domain leaders, and their staffs to create and communicate a coordinated strategy, present an integrated approach to customers, and maximize revenues for JCI
  • Corporate management staff (Quality, Financial, HR, Administration, etc.) to take advantage of economies of scale (minimize costs) and share best practices.

PRINCIPLE DUTIES:


Accelerate adoption and growth of the OpenBlue platform and solution portfolio while harnessing solution selling and customer-centric sales techniques to position JCI's offering uniquely in the market.

Increase JCI share across identified channels to establish company leadership and sustain business growth. Develops and executes short
- and long-term business plans. Produce accurate forecasts for business and local market financial objectives. Owns the growth of our digital enabled business and new software as a service offering through the critical strategic account's customer base. Manages assets (people, financial and material) in a manner that meets or exceeds profitability goals. Enhances the team's ability to secure and retain customers by actively networking with key community business and professional leadership; establishes relationships that enhance the reputation of JCI and Local Market teams; and ensures referrals and bid/proposal requests. Builds a climate that energizes team members to provide high quality, cost efficient, customer-directed service and exceed performance targets. Oversees financial management following the policies and standards of JCI and with a stewardship that creates long-term viability for Building Solutions NA. Establishes collaborative relationships across the local market business in order to maximize JCI performance

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