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Channel Regional Leader

2 months ago

SunburyonThames, Surrey, United Kingdom Johnson Controls International Full time

About Us:

Johnson Controls International is a leading global company that powers operational excellence at scale and enables smart and connected shopper engagement. Our intelligent digital operating platform – Sensormatic IQ – combines the full Sensormatic Solutions portfolio, including third-party data to deliver unmatched insights into shopper experience, inventory intelligence, loss prevention and operational effectiveness with advanced technologies, like AI and Machine Learning. This enables retailers to act on prescriptive and predictive data-driven outcomes to confidently move into the future.

Role Overview:

The EMEA Channel Regional Leader is responsible for overseeing operations within an assigned geography. This role involves providing leadership to Channel Account Managers, focusing on capturing greater market share and targeted retail penetration. Reporting directly to the General Manager & Vice President of EMEA, this individual contributes to the company's top-line sales goals by developing and refining effective tactics and strategies.

Key Responsibilities:

  • Develop business strategies to meet objectives by leveraging all resources and roles within the geography.
  • Identify and generate new sales opportunities, cultivate pipeline growth, and elevate the Sensormatic Solutions brand with leading retailers.
  • Optimize profitability through effective expense and resource management.
  • Ensure client satisfaction and broaden offerings with potential new customers.
  • Provide accurate forecasting, manage productivity, and execute geography sales planning.
  • Manage, coach, and develop Channel Account Managers.
  • Build and maintain strategic relationships with client teams and cross-functional groups.
  • Identify and escalate market trends to appropriate clients and Sensormatic Solutions leaders.

What You'll Do:

  • Align with the REDS channel methodology (Recruit, Enable, Develop, Sell) to drive growth, loyalty, and exclusivity in partner communities.
  • Develop and execute tactical and strategic geography sales planning.
  • Set quotas and targets based on Total Addressable Market (TAM), opportunity identification, and customer/prospect penetration.
  • Manage productivity and optimize profitability through expense and resource management.
  • Lead strategies to promote Sensormatic Solutions and deliver tangible business results.
  • Represent your geography's deals and accounts in quarterly reviews with high accuracy in forecasting.
  • Support the selling community in the defined geography to ensure client satisfaction and broaden offerings.
  • Establish and articulate client satisfaction goals and support the growth of customer intimacy.
  • Provide leadership to qualify major opportunities and drive consistency between sales strategy and content work.
  • Attain financial targets for the country, including revenue, margin, and product/solution mix.
  • Build and maintain an external network and customer relationships.
  • Manage business development costs according to levels set by the Regional VP/GM.
  • Ensure compliance with Sensormatic Solutions global sales methodology, tools, and processes.
  • Oversee the development and execution of account planning and heat maps with Territory Managers and their teams.
  • Represent and support deals and high-value accounts in regular reviews.
  • Identify appropriate coverage models for territories within your Sub-Region/Country.

What You'll Bring:

  • Expertise in leveraging cross-functional high-performing teams to meet territory targets.
  • Proven experience in managing complex deals within matrixed organizations.
  • Experience leading and managing large sales and operations organizations.
  • Knowledge of commercial models, estimation techniques, pricing trends, and crafting complex MSA & SOW documents.
  • Ability to challenge the status quo innovatively and constructively.
  • In-depth understanding and expert utilization of account planning methodologies, forecasting, and productivity tools (e.g., Salesforce, Altify, Service Max).
  • Strong commercial awareness and ability to manage a P&L.
  • Experience in a similar role in retail solutions, professional services, or consulting environments.
  • Strong relationship-building and influencing skills.
  • Excellent interpersonal, written, and oral communication skills.
  • Ability to work under pressure and achieve large sales targets within a matrix organization.
  • Capability to develop senior executive relationships at the CxO level.
  • Experience working closely within a large integrated environment.
  • Strong expertise in the retail industry.

Basic Qualifications:

  • Extensive understanding of the retail industry and its leading brands.
  • Ability to create and define solutions to complex retailer business problems.
  • Business/financial management expertise.
  • Ability to act as a strategic partner and trusted advisor.
  • MBA or equivalent combination of education and experience.
  • Fifteen or more years of industry and/or client relationship experience.
  • Ability to work with cross-functional teams to achieve business objectives.

This role is crucial for maintaining a diverse customer base with a focus on new logo/customer acquisition. Success in this position requires developing executive-level relationships and partnering with clients and stakeholders, leveraging solutions with a focus on cloud, platform, and enablement solutions. Building trust with prospects, clients, and internal stakeholders is essential.

Johnson Controls International is an Equal Opportunity Employer.