Sales Director, Security National Accts

About us

Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.

What you will do 

Johnson Controls is a global organization that helps customers strengthen security performance through trusted solutions, strong execution, and collaborative partnerships. In this role, you will help shape growth strategy, influence customer outcomes, and support the operational success of the Security National Accounts organization.

As the Sales Director, Security National Accts, you will lead the development and execution of a strategic business plan focused on growth initiatives for the Security business. You will use market insight, customer relationships, and cross-functional leadership to identify opportunities, strengthen account performance, and support profitable growth across national accounts.

• Lead the development and execution of the Security business plan with a clear focus on growth, profitability, and customer value.

• Use market data, industry trends, and competitive insight to identify opportunities that highlight Johnson Controls strengths.

• Manage a team of National Account Managers supporting Security customers and agencies.

• Build and maintain strong relationships with customer leadership, branch offices, and internal stakeholders.

• Oversee subcontractor partnerships to support efficient and profitable operations.

• Establish KPIs and reporting metrics that create focus across aligned business units and growth priorities.

• Drive customer account planning, including customer satisfaction review, market intelligence gathering, and follow-through on action items.

• Partner with Product Management to define requirements and support Solution Set roadmaps.

• Develop market-based pricing approaches informed by customer needs and price sensitivity analysis.

• Support and refine the global marketing strategy for integrated solutions.

• Define and communicate the value proposition using research on customers, buying influences, market conditions, competitors, products, pricing, and costs.

• Own the operating rhythm for the national accounts security business with accountability for growth, customer outcomes, and financial performance.

• Stay close to customers, branch teams, agencies, and subcontractors so you can remove obstacles quickly and keep work moving.

• Use market data, pricing analysis, and customer feedback to sharpen account strategy and improve decision-making.

• Coach through clear KPIs, candid feedback, and effective training so the team improves every day.

• Win as one team by aligning Product Management, branch offices, suppliers, and internal partners around shared priorities and integrated solutions.

• Translate research and market insight into a clear value proposition that helps customers achieve their desired business outcomes.

What we look for

Required

• Bachelor’s degree in business or technical field or equivalent professional experience.

• Ten (10) years general experience in management with at least five (5) year as Program Manager of a National Accounts program.

• Ability to travel (<25%).

• Deep understanding of current Johnson Controls systems, organizational structure, and delivery methods.

• Strong intuition for business.

• Proven track record to lead, manage, mentor, and get results by providing direction and influencing team behavior. 

• Preferred experience in the management of teams and projects that included design, installation, testing, and integration of security systems.

• Understanding of project financial management.

• Strong interpersonal, communication and written skills.

• Demonstrate proficiency in MS Office applications.

• Adjust to unexpected job demands/changes in assignments/working conditions.

• Align with all Johnson Controls policies, regulations, and codes of conduct governing all aspects of job responsibilities.

• Protect Johnson Controls proprietary information.

• Take ownership for own actions and follow-through on commitments.

• Deal with others openly and in a straightforward manner.

Salary Range: HIRING SALARY RANGE: $106,000- 165,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis. This position includes a competitive benefits package. The posted salary range reflects the target compensation for this role. However, we recognize that exceptional candidates may bring unique skills and experiences that exceed the typical profile. If you believe your background warrants consideration beyond the stated range, we encourage you to apply. To support an efficient and fair hiring process, we may use technology assisted tools, including artificial intelligence (AI), to help identify and evaluate candidates. All hiring decisions are ultimately made by human reviewers. For details, please visit the About Us tab on the Johnson Controls Careers site at https://jobs.johnsoncontrols.com/about-us 

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.