Area Service Operations 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

Use this summary to align your resume positioning with the role.

Demonstrates expertise in driving service sales growth, managing complex B2B sales processes, and leveraging CRM data for performance improvement. Proven ability to lead teams through influence, develop sales talent, and execute strategic initiatives in a matrixed organization.

Highest-signal resume keywords

Service Sales GrowthCRM-Enabled Sales ManagementCommercial HVAC Service KnowledgeLeadership Through InfluenceFinancial Acumen

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Service Volume ManagementRevenue Growth StrategyForecast AccuracyPipeline ManagementPerformance Data AnalysisSales Methodology AdoptionAccount PlanningStructured Problem SolvingChange LeadershipSales Talent Development

Soft Skills

CoachingCommunicationRelationship BuildingInfluenceAccountability

Tools & Technologies

CRM SystemsSales Management ToolsPerformance Inspection Tools

Industry Keywords

HVACBuilding SystemsTechnical ServicesB2B SalesService AgreementsCustomer EconomicsContract-Based Services

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 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
Drive pipeline sufficiency, 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 strategic customers and executive stakeholders to shape opportunities and accelerate growth
Drive planned service agreement bookings, renewals, retention, 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 activity 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, commercial execution, 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
Maintain operating rhythm, remove obstacles, reinforce disciplined execution, and turn performance gaps into practical actions

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 based on individual, group, and corporate performance
Competitive benefits package