Regional Sales Manager - Western US

Build your best future with the Johnson Controls team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!

What we offer

• Competitive salary and bonus plan
• Paid vacation/holidays/sick time - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities with outstanding resources
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Check us Out:A Day in a Life at Johnson Controls:

What you will do

The Regional Sales Manager is responsible for driving revenue growth, strengthening market presence, and leading a multi-channel sales ecosystem across the** Western US region**. This role oversees Area Sales Managers, manufacturer representative firms, dealer and distribution partners, end users, and specifiers/consultants. This leader will develop and execute strategic sales initiatives, influence specification-driven opportunities, and ensure alignment across direct and indirect sales channels to exceed regional performance targets.

How You Will Do It

Regional Sales Strategy & Execution

• Develop and execute regional sales strategies to achieve and exceed revenue and margin targets.
• Analyze market trends, competitive dynamics, and customer opportunities to expand market share.
• Own forecasting, pipeline management, and reporting; provide accurate updates on performance and market conditions.
• Establish and monitor key performance metrics across all sales channels.

Leadership & Team Development

• Lead, coach, and develop a team of Area Sales Managers and indirect sales resources.
• Drive accountability and performance aligned to regional goals.
• Foster a high-performance, results-oriented culture.
• Support recruiting, onboarding, and ongoing talent development.

Manufacturer Representative Leadership

• Lead and manage manufacturer representative firms to meet or exceed sales targets.
• Ensure representatives are trained, enabled, and aligned with organizational strategy.
• Evaluate performance and optimize regional coverage and engagement.

Channel & Partner Management

• Strengthen relationships with dealers, distributors, and third-party partners.
• Identify and onboard new channel partners to expand market coverage.
• Drive partner enablement through training, joint business planning, and demand generation.
• Ensure consistent execution and brand representation across all partners.

End User, Specifier & Consultant Engagement

• Build and maintain relationships with end users, consultants, and the A&E community.
• Influence project specifications early in the sales cycle to drive long-term demand.
• Support complex, multi-stakeholder opportunities and strategic accounts.

Industry Presence & Market Development

• Represent Johnson Controls at regional industry events, trade shows, and customer engagements.
• Enhance brand visibility and strengthen regional market relationships.

Cross-Functional Collaboration

• Partner with Marketing, Customer Service, Product Management, Engineering, and other internal teams.
• Provide field insights to inform product strategy and business decisions.

What We Look For

Required Qualifications

• Bachelor’s degree in Business, Marketing, Engineering, or related field (MBA preferred).
• 10+ years of progressive sales experience, including regional or multi-state leadership.
• Proven track record of exceeding sales targets.
• Experience leading manufacturer representative firms and indirect sales channels.
• Strong background in dealer, distributor, and end-user relationships.
• Demonstrated ability to build executive-level relationships.
• Excellent communication, negotiation, and presentation skills.
• Self-directed, highly motivated, and results-oriented leader.

Preferred Qualifications

• Experience in security products, video surveillance, access control, or related technologies.
• Experience in specification-driven sales environments.
• Established professional network within the Western U.S. region.
• Demonstrated success in sales leadership roles.

HIRING SALARY RANGE: $109,000-170,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location 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. 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.