Equipment Margin Strategy Leader

Johnson Controls

. Serve as the one-source for the assigned territory, communicating with the HVAC Construction sales team on qualified opportunities involving chillers and air handling units .

Posted 11/6/2026full-timeRemote • United StatesSenior💰 $112,000 - $168,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in HVAC sales strategies, project management, and competitive market analysis to optimize pricing and enhance win rates. Proven ability to mentor sales teams and collaborate cross-functionally to drive successful project outcomes.

Highest-signal resume keywords

HVAC Industry SalesChillers And Air Handling UnitsProject Strategy DevelopmentCross-Functional CollaborationMarket Intelligence Analysis

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ManagementBid And Proposal ProcessesFinancial AnalysisPrice OptimizationData-Driven Decision Making

Soft Skills

MentorshipCoachingInfluencing OthersBuilding TrustTransparency

Tools & Technologies

DashboardsSales Monitoring Tools

Industry Keywords

Applied EquipmentHVAC Deal DeskMarket Share DataWin/Loss DataDelegation Of Authority

About the role

Key responsibilities & impact

Serve as the one-source for the assigned territory, communicating with the HVAC Construction sales team on qualified opportunities involving chillers and air handling units
Provide mentorship, coaching, and price levels to increase win rates at the highest possible market levels
Engage subject matter authorities at the inception of opportunities to improve product positioning, optimization, and project strategy
Balance project-specific criteria with product-specific historical win/loss data to calculate the highest possible winning price
Collaborate with Global Products and Area leadership to provide final price authorization
Coach the sales team on strategies to win at the highest possible margin
Build trust with supported sales teams through transparency, integrity, and data-driven advice
Co-own the successful win of opportunities where advice was provided
Support sales of applied equipment through North American EqNA branches via direct salespeople and agents
Lead internal and external resources supporting HVAC equipment bid and proposal processes
Collect commercial and financial information for project bids and proposals
Analyze project components to balance financial results and customer satisfaction
Quarterback bid and budget reviews for projects within the HVAC Deal Desk scope
Schedule project reviews with salespersons and agents for qualified upcoming pipeline projects
Develop and improve sales strategies to qualify situational impacts and strengthen market position
Apply competitive market intelligence and factory loading/lead-time indicators to formulate winning strategies
Use historical win/loss data, market share data, competitor dynamics, and local market dynamics to optimize price levels
Facilitate advisory discussions between salespersons/agents, Product Regional Sales Managers, and subject matter experts regarding technical strategy and cost impacts
Investigate influences affecting win capability and adjust strategy and value proposition
Use dashboards to monitor and follow up on opportunities as key indicators change during the sales cycle
Collaborate weekly with Regional Product RSMs/SMEs and Product Leaders on market, product, competitor, and situational information and best practices
Participate with field teams in project strategy reviews
Facilitate final price authorization based on Delegation of Authority thresholds
Support the pre-bid review process with Local/Area leadership, salespersons, and HQ Sales and Operations approvers

Requirements

What you’ll need

Bachelor’s degree in engineering, Marketing, a related field, or equivalent experience with at least 5 years of experience
Demonstrated ability in HVAC industry sales or sales management
Knowledge of applied equipment such as chillers and air handling units
Ability to work cross-functionally with sales representatives, Local and Area Leaders, EqNA Leadership, and Global Products
Ability to collaborate with and influence others
Ability to work remotely

Benefits

Comp & perks

Competitive base salary and a comprehensive bonus program
Three weeks paid vacation in a calendar year
Holidays
Sick time
Three PTO days in a calendar year
Comprehensive benefits package including 401K, medical, dental, and vision care, available day one
Extensive product and on-the-job/cross-training opportunities
Encouraging and collaborative team environment
Dedication to safety through the Zero Harm policy
Scheduling and management support
JCI Employee discount programs (The Loop by Perk Spot)