Johnson Controls
Head of Service Sales - Global Marine & Navy
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Head of Sales – Service – Global Marine & Navy
Leading Service Sales with Integrity and Impact – Driving Strategic Growth and Building Trusted Partnerships for Johnson Controls.
About Us
Johnson Controls is a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helping customers utilise energy more productively, reduce carbon emissions, and deliver resilience in industries like data centres, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
With over 140 years of expertise, Johnson Controls combines cutting-edge technology, lifecycle services, and field excellence to transform customer performance into real-world results—accelerating societal progress.
What You Will Do
The Head of Service Sales will lead a global team of Sales Managers across all Marine sectors, driving growth in Service, Parts, and Maintenance of Johnson Controls systems—including HVAC, Fire Suppression, Security, Digital Solutions, and Controls & Automation.
As part of Johnson Controls’ global service growth strategy, the Global Marine & Navy (GM&N) Head of Service Sales will:
- Report to the Sales Director while leading a dedicated team to expand share-of-wallet through cross-selling to new and existing customers.
- Own direct sales initiatives in key market segments, with opportunities to scale and develop the team.
- Execute a high-impact sales strategy, foster a coaching-first culture, and deliver exceptional customer value via consultative selling and operational excellence.
Based ideally within EMEA, this role requires frequent client visits across Europe (with 20–30 days of travel annually).
Key Responsibilities
- Champion a Coaching-First Culture: Invest time in developerial mentoring through structured coaching, performance feedback, and personalised development plans.
- Lead and Inspire: Manage regional sales teams in Marine sectors, cultivating an environment of trust, accountability, and continuous improvement.
- Sales Strategy & Execution: Drive B2B sales across HVAC, Fire Suppression, Controls & Automation, and Digital Solutions for Marine applications. Develop strategies to meet Johnson Controls’ global service growth objectives.
- Business Development: Identify and capitalise on opportunities in marine retrofit and maintenance markets. Analyze trends and competitors to position offerings and foster long-term partnerships with key stakeholders—shipowners, operators, shipbuilders, defence contractors, and government entities.
- Customer Engagement: Strengthen relationships with customers, end-users, and influencers through strategic client visits and solution alignment.
- CRM & Pipeline Management: Ensure Salesforce records are accurate and maintain a healthy sales pipeline, reporting proactively on performance.
- Sales Excellence: Leverage data and insights to enhance win rates and best practices in consultative and value-based selling.
- Cross-Functional Collaboration: Align commercial strategy with engineering, operations, and project teams.
- Talent Development: Mentor and grow sales talent by identifying high potentials and creating succession pathways.
- External Representation: Champion Johnson Controls' reputation by fostering trusted industry relationships.
- Kaizen & Process Improvement: Embed Kaizen principles, identifying inefficiencies, and optimising sales workflows for productivity and customer satisfaction.
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Candidate Profile
An experienced, results-driven sales leader with a proven track record in marine or engineering sectors, particularly in naval shipbuilding, commercial vessels, or offshore platforms. The ideal candidate blends strategic vision with executive-level commercial performance, excelling in high-value, relationship-driven environments.
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Key Requirements
- Strategic Leadership: Proven ability to lead regional sales teams and deliver high-impact commercial strategies.
- Marine Sector Expertise: Deep understanding of marine market dynamics, including new build, retrofit, and service cycles.
- Customer-Centric: Exceptional skills in trust-building and solution tailoring to meet customer needs.
- Technical Acumen: Comfortable overseeing specifications, quotes, and project documentation.
- Sales Excellence: Data-driven approach to pipeline management, win-rate optimisation, and consultative selling.
- Kaizen Mindset: Passionate about process improvement and efficiency gains.
- Collaborative Mindset: Works effectively with cross-functional teams (commercial, engineering, and operations).
- CRM Proficiency: Hands-on experience with Salesforce for performance tracking.
- Talent Developer: Commitment to mentoring, coaching, and succession planning.
- Professional Presenter: Capable of representing the company externally with credibility.
What We Offer
- Competitive Compensation: Industry-leading salary and benefits package.
- Dynamic Work Environment: Engage in innovative, high-impact maritime projects at the intersection of technology and performance.
- Career Advancement: Structured growth opportunities through mentorship and mobility pathways.
- Global Exposure: Work with diverse international teams and lead projects in key markets.
- Professional Development: Access to specialised training, global events, and advanced online courses.
- State-of-the-Art Technology: Operate in an innovation-driven industry leader.
- Supportive Corporate Culture: A collaborative workspace that values creativity and individual contributions.
- Sustainability Commitment: Align yourself with a company dedicated to environmental responsibility and decarbonization.
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