Head of Sales

Head of Sales (Growth) – Global Marine & Navy

Leading Strategic Growth and Building Trusted Partnerships at Johnson Controls

About the Role
As Head of Sales – Growth for Johnson Controls’ Global Marine & Navy (GMN) business, you will lead international growth initiatives across New Build, Lifecycle & Maintenance (L&M), Retrofit, and Parts segments. This senior leadership role is focused on unlocking new customer relationships—particularly among end users and operators—by leveraging market intelligence, agent networks, and cross-portfolio synergies.

What We Can Offer

• Competitive salary
• Bonus incentive / company car / private medical / life assurance / 7% matched pension contributions / 25 days paid holiday + BH and sick pay.
• Opportunities for career advancement and global exposure
• Access to innovative technology and professional development resources
• A collaborative and innovative work environment
• Commitment to sustainability and responsible practices

You will collaborate across APAC, EMEA, and Latin America, working closely with regional Sales Managers to:

• Drive proactive pipeline creation and high-quality lead generation
• Expand strategic key accounts and customer relationships
• Identify untapped market segments and revenue streams
• Strengthen agent and channel partner collaboration
• Align go-to-market strategies with regional growth priorities

Your leadership will directly shape Johnson Controls’ footprint in the Marine & Navy sector, delivering scalable, sustainable growth across global markets.

Location

Ideally based in EMEA, with proximity to our core customer base. Travel is expected to be 20–30 days annually across Europe and other key regions.

Key Responsibilities

• Develop and execute global growth strategies to engage new customers, operators, and end users
• Launch intelligence-driven campaigns to build a robust pipeline of qualified opportunities
• Maintain a dynamic global opportunity map aligned with strategic priorities
• Cultivate high-potential accounts with long-term growth value
• Maximize wallet share by leveraging Johnson Controls’ full portfolio, including HVAC, Fire Suppression, PAGA, and Controls & Automation
• Tailor growth initiatives to market dynamics across APAC, EMEA, and LATAM
• Formalize and manage agent agreements to enhance local market penetration
• Analyse market trends, competitor activity, and emerging opportunities to inform strategy
• Design and manage targeted Salesforce campaigns with full visibility and tracking
• Promote advanced Blue Portfolio solutions including WebEasy, non-fluorinated foam systems, HPWM, and detection technologies
• Represent Johnson Controls at global trade shows such as DSEI, SMM Hamburg, Euronaval, Sea-Air-Space, Nor-Shipping, Intersec, and others

Team Leadership
You will lead a lean, high-impact team of 6–10 direct reports, ensuring strategic depth and global coverage:

• Regional Opportunity Leads (APAC, EMEA, LATAM): Localize global strategy and drive regional growth
• Key Account & Cross-Sell Manager: Expand strategic accounts and activate cross-selling
• Market Intelligence Analyst: Deliver insights using AMI, DNV vessel data, and Clarksons intelligence
• Agent & Channel Coordinator: Manage agent agreements and performance tracking
• Salesforce Campaign Specialist (optional): Enhance campaign execution and reporting

Qualifications and Experience

• Proven success in strategic sales, business development, or market intelligence within Marine, Navy, or adjacent sectors
• Deep understanding of end-user dynamics and lifecycle sales models
• Experience across APAC, EMEA, and LATAM with regional market sensitivity
• Familiarity with agent/channel models and contract negotiation
• Strong track record in strategic account development
• Exposure to Johnson Controls’ Blue Portfolio and sustainability-driven solutions
• Exceptional communication, analytical, and leadership skills
• Proficiency in CRM platforms, especially Salesforce

Success Metrics

• Volume and quality of global lead generation
• Conversion rate of strategic opportunities
• Growth in wallet share across key accounts
• Expansion into new customer segments and geographies
• Agent agreement performance and market penetration
• Strategic account development and retention
• Integration of Blue Portfolio solutions
• Acceleration of short-cycle deal closures

Ready to take the next step in your career? Apply now and become part of a market-leading team that values innovation, collaboration, and growth.

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