Fire & Security Growth Leader - Asia Pacific

4 weeks ago

Singapur, Singapore Johnson Controls Full time
About Johnson Controls

Johnson Controls is the global leader in smart, healthy, and sustainable buildings. With a rich history dating back to 1885, we've been making buildings smarter and more efficient. Our capabilities, depth of innovation experience, and global reach have been growing ever since.

The Role

The Fire & Security Growth Leader will lead the planning, deployment, and execution of commercial growth strategy and business development for a 200M+ business across the Asia Pacific region. You will deploy commercial toolkit to prioritize top focus areas for growth, inject demand generation initiatives to unlock new opportunities, drive key deal pursuit plans while engaging with customers and sales teams to push differentiated value proposition, resulting in higher win rates and profitable secured orders growth.

Key Responsibilities
  1. Collaborate with sales and vertical business leaders across all markets to develop growth strategies while creating trusted and valued partnerships with all teams.
  2. Identify areas of immediate growth by heat mapping key verticals and markets across Asia Pacific and developing/implementing a quick action plan.
  3. Drive commercial KPIs to ensure lead generation, pipeline growth/shape/velocity, secured orders, and secured margins, as well as win rates.
  4. Periodically monitor sales force effectiveness to check seller capacity and productivity across all markets and make recommendations as needed for improvement.
  5. Develop toolkits, processes, and structured cadence for early engagement to push differentiated value proposition, basis of design, and technical/commercial preference.
  6. Engage with strategic customers by liaising with sales leaders and key account teams to build and foster relations with key decision makers to drive cross-market initiatives.
  7. Interface with internal functional experts to ensure proposals, project, and services execution are aligned to customer expectations to push higher NPS.
  8. Drive win/loss feedback with pricing team and other functional teams so win rates and JCI solution competitiveness continues to improve.
  9. Work closely with Global Center of Engineering, Global Products, and Lifecycle Solutions team to push new solutions and bring market-backed VOC to influence new product development as needed.
Requirements
  1. Bachelor's degree in related subject with minimum 15 years of demonstrable business experience in senior sales or commercial roles/functions.
  2. Fire & Security related experience in buildings, manufacturing, data center, or other infrastructure verticals.
  3. Specific experience managing or matrix direction to a distributed sales organization.
  4. Ability to succinctly clarify, explain, and sell concepts and initiatives to broad groups of professionals.
  5. Knowledge of customer and competitive programs, and the ability to develop effective programs understanding the trends and issues facing commercial teams in the digital age.
  6. Excellent analytical and interpersonal skills and presents convincingly to peers, executives, partners, and customers.
  7. Exceptional enterprise leadership skills in a dynamic and fast-growing organization.
  8. Strong knowledge of CRM and associated technologies.
  9. Ability to communicate effectively with all levels of employees/management and experience in a cross-functional matrix reporting structure.

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