Area Service Operations Enablement Leader

Johnson Controls

. Translate North America and Area service growth strategy into market priorities, execution plans, and performance expectations .

Posted 10/2/2026full-timeUnited StatesSenior💰 $145,000 - $219,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving service sales growth and managing complex B2B sales initiatives, with a strong focus on pipeline health, forecast accuracy, and customer engagement. Proven ability to lead and coach teams in a matrixed organization while aligning service operations with market priorities.

Highest-signal resume keywords

Service Sales GrowthCRM-Enabled Sales ManagementFinancial AcumenCoaching and Development of Sales TalentChange Leadership

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Service Volume ManagementRevenue Growth StrategiesPerformance Data AnalysisForecast AccuracySales Methodology AdoptionContract-Based ServicesCustomer EconomicsPlanned Service AgreementsPipeline ManagementStructured Problem Solving

Soft Skills

Influential LeadershipEffective CommunicationRelationship BuildingAccountabilityLearning Agility

Tools & Technologies

CRM SystemsSales Management ToolsPerformance Inspection ToolsAccount Planning Tools

Industry Keywords

HVACBuilding SystemsTechnical ServicesB2B SalesService Operations

About the role

Key responsibilities & impact

Translate North America and Area service growth strategy into market priorities, execution plans, and performance expectations
Deliver the Area operating plan for service volume, revenue, margin, recurring revenue, retention, and service attachment
Ensure service growth priorities are executable at market level through role clarity, standard work, sales motions, and accountability
Diagnose performance gaps and align corrective actions with local and Area leaders
Lead weekly, monthly, and quarterly service sales management cadence across the Area
Drive pipeline sufficiency and improve opportunity quality, stage discipline, conversion, velocity, aging, and CRM adoption
Strengthen forecast accuracy and use performance data to identify risks, remove barriers, and scale best practices
Build relationships with strategically important customers and executive stakeholders
Drive planned service agreement bookings, renewal and retention performance, installed-base recapture, and lifecycle value selling
Partner with systems sales and service operations to increase service attachment across the customer lifecycle
Coach and enable Market General Managers, front-line sales leaders, and service sales teams through influence
Support onboarding, sales methodology adoption, account planning, opportunity coaching, performance inspection, and leadership standard work
Assess seller capacity, coverage, productivity, and capability needs and recommend resource or development actions
Coordinate service sales efforts among Area and market leaders and functional partners
Align growth ambition, customer commitments, labor capacity, solution quality, and execution readiness with service operations
Drive strategy adoption and commercial execution across the Area
Lead adoption of service sales motions, programs, tools, and standard operating procedures across local markets
Use CRM data, pipeline reviews, account plans, and forecast discussions to focus on priority opportunities
Coach leaders on sales behaviors, customer engagement, and follow-through
Maintain an operating rhythm supporting clear priorities, timely intervention, and consistent learning

Requirements

What you’ll need

Bachelor's degree in business, engineering, a technical discipline, or equivalent relevant experience
Typically 10+ years of progressive experience in HVAC, building systems, technical services, or complex B2B sales, including leadership of multi-market growth initiatives
Demonstrated success delivering service sales growth, recurring revenue, profitability, pipeline health, and forecast accuracy
Strong knowledge of commercial HVAC service offerings, planned service agreements, customer economics, contract-based services, selling models, and CRM-enabled sales management
Proven ability to lead through influence, coach leaders, and drive accountability without direct reporting authority in a matrixed organization
Experience identifying, onboarding, coaching, and developing sales talent and supporting succession planning
Ability to communicate credibly with executive customers, Area Vice Presidents, systems sales and service operations leaders, and front-line teams
Strong financial acumen, analytical capability, structured problem solving, change leadership, and learning agility
Ability to travel throughout the assigned Area as business needs require

Benefits

Comp & perks

Competitive Bonus plan accounting for individual, group, and corporate performance
Competitive benefits package