Who we are
Johnson Controls 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, status as a qualified individual with a disability, or any other characteristic protected by law.
About Lifecycle Solutions
Johnson Controls’ “Lifecycle Solution” focuses on triangulation of Customer Voice, Field input and competitive landscape to help create/collaborate with market leading products and Solutions that would deliver an improved facility operation in terms of energy and Asset performance. Lifecycle solutions team in Johnson controls, works with field sales & Global products engineering and product management to define short and long terms product strategy. They monitor JCI product performance in the operating market, closely collaborate/ co-innovate with 3rd party OEM/partners and enable field sales, engineering, execution and service teams, as appliable. This team works across the domains of HVAC, Controls, Fire, Security, Network/ICT, as well as other Digital analytic platforms & AI. With Customer Needs and Use cases as Pole star, Lifecycle solutions team helps defining solution offerings through a blend of right products and domains to meet/exceed these needs. The team ensure end-to-end delivery of a solution through a customer proposal, its implementation and service/ retrofit across the lifecycle.
What you will do
You will be responsible for leading the Lifecycle Solutions for Applied (HVAC equip[met and solution) for Asia Pacific to support the growth of the organization's HVAC and ‘Integrated Solutions’ portfolio. You will be responsible for consolidating product gaps/needs across different APAC markets, help field sales to win opportunities through customer technical interaction/workshops, validate key/complex solution being proposed to the customer The role requires a deep understanding of HVAC equipment and systems and building services knowledge/understanding and the ability to effectively communicate and demonstrate the value of solutions to our customers. You will work closely with the sales team to develop and execute sales strategies and will provide guidance and mentorship to the proposal development team.
Key Areas
Lead the HVAC solutions team for Asia Pacific in creating and delivering compelling/winning solutions and produce artifacts namely, presentations as well as conducting workshops with our customers.
Collaborate with the sales team and business teams to identify new business opportunities and provide strategic input on sales strategies.
Run product council within the region with regular cadence to capture the market needs, gaps and share best practices.
Working together with APAC product management, connect with larger Global products ‘Product management’ team to communicate and influence product roadmap
Actively participate in the LRP (Long-range planning) process to ensure market leadership and leapfrog and setting up market trend.
Create an ecosystem of 3rd party OEM/ vendors across different solution components/ equipment. Co-innovate as needed.
Provide guidance and mentorship to the proposal development team, including coaching on sales techniques and solution selling.
Build and maintain relationships with key decision-makers and stakeholders within customer organizations.
Stay up to date with industry trends and emerging technologies to ensure that the organization's solutions remain relevant and competitive.
Develop and maintain a deep understanding of the organization's overall multi-domain solutions portfolio and its capabilities.
What we look for
Deep knowledge of HVAC systems, its applications across verticals
25+ years of experience in the built environment with 20+ years of experience in HVAC equipment, Chillers in particular, involving sales and/or pre-sales, product management and/or solutions roles with a proven track record of driving sales growth.
Excellent communication and presentation skills, with the ability to effectively convey complex technical information to non-technical audiences.
Strong leadership and team management skills, with a demonstrated ability to mentor and coach sales and pre-sales teams.
Experience working in a fast-paced, dynamic environment with the ability to manage multiple priorities and meet deadlines.
Exposure/ Working experience with multiple HVAC OEM is a plus.
Strong analytical and problem-solving skills
Qualification
Bachelor/ master’s in mechanical engineering
KPI
Domain (HVAC) growth for the region (Y-O-Y secured growth, Win Rate)
Effective address of product gaps (measured through opportunities lost due to lack of product and solution)
Expansion of product portfolio through JCI/OEM products and solutions in a bid to maximize JCI entitlement with our customers.
Flawless proposals with Zero margin leakage between Sales and Secured state due to engineering/solutions errors.
No of Customer ‘value/ Need assessment’ workshops across the region
Reports to
Vice President – Engineering and Lifecycle Solutions. APAC
Reportees
A highly matrixed team.