Equipment Area General Manager, West Markets

About the role

Johnson Controls reimagines the performance of buildings to serve people, places, and the planet. In this role, you will support HVAC Equipment business strategy across independent equipment sales agents in the West Agent Markets, helping connect sales execution, operations, and customer needs through strong leadership and disciplined market action.

Role Overview

Under general direction, the Equipment General Manager provides leadership in planning, developing, and executing short- and long-term business development, sales, and execution activities for the assigned area. This role directs sales and operations leadership to advance business plan objectives with independent agent partners and achieve secured volume, secured margin rate, revenue, executed margin, EBIT, and market share goals.

Key Responsibilities

• Lead profitable growth of the HVAC Equipment business secured and executed through Agent partnerships.
• Ensure Agent partners actively promote the full Johnson Controls Equipment portfolio in support of the equipment sales plan.
• Strengthen the relationship between Area and Local Market sales teams and independent equipment sales agents.
• Leverage cross -functional, enterprise resources to solve problems on behalf of customers and team members.
• Develop and deploy sales and operations processes, systems, tools, and training needed to execute business through independent Agent partners.
• Drive implementation of Johnson Controls standard operating procedures for pipeline management, forecasting, project reviews, and delegation of authority across Sales and Operations.
• Lead performance improvement activities and regular cadences for independent equipment sales agents.
• Manage independent sales Agent operations in partnership with the Director of Equipment Operation and Director of Equipment Process.
• Oversee sales agent contract administration, including contract development, maintenance, and enforcement, while working with internal legal and compensation teams.
• Act as an internal advocate for independent sales Agent business partners and represent Johnson Controls in relevant industry associations.
• Develop and manage expense budgets to maximize results and productivity.
• Cross-functionally aware and conversant; ability to lead with an enterprise-level perspective.

How You Will Do It

• Demonstrate passion for sales management disciplines (forecasting, account segmentation, opportunity reviews, etc.).
• Engage others around a clear direction, tackles challenges constructively, and inspire teams to take ownership and win together.
• Serve as an energy multiplier who creates optimism and urgency to the organization.
• Own outcomes with accountability, safety, and integrity by setting clear priorities, following through on commitments, and managing agent performance against business goals.
• Focus on what matters by staying close to pipeline health, market execution, and customer needs, and by removing obstacles that slow delivery for Agent partners and internal teams.
• Improve every day through candor and problem-solving by using forecasting, project reviews, and performance cadences to identify gaps, challenge assumptions, and turn analysis into action.
• Win as one team by building trust across sales, operations, legal, compensation, and Agent partners, and by bringing together diverse perspectives to support shared results.
• Use standard operating discipline to keep forecast, pipeline, and execution reviews consistent and actionable across the region.
• Balance strategic leadership with hands-on follow-up so plans translate into measurable results in the field.

Qualifications

• A bachelor's degree in engineering, or experience in related field.
• 8 to 10 years of experience in Sales & General Management within a channel or industrial product distribution organization with extensive customer contact.
• Commercial and technical familiarity with the HVAC equipment industry, including an authoritative understanding of its channels to market.
• Proficient in interpreting, analyzing and leveraging data to drive performance and make business decisions.
• Ability to lead and direct functional teams and influence outcomes across diverse teams.
• Proven ability to inspire and influence without formal authority.
• Strong written and verbal communication skills.
• Ability to positively represent Johnson Controls and communicate effectively with others at varying technical and managerial levels.
• General operational knowledge of field sales procedures
• Demonstrated knowledge of the industry, company products, and services.
• Ability to travel 50%.

Nice to Have

• MBA preferred.
• A background in construction highly desired.

Hiring Salary Range

$163,000 - $245,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual, group, and corporate performance. 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.