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Director, Inside Sales Emeala

4 mesi fa

Cinisello Balsamo, Italia Johnson Controls International A tempo pieno

**What you will do**

This role drives business outcomes for small and midsize customers by leading teams of phone-based account executives and technical domain experts who create customer demand for solutions/services that allow customers to achieve their mission by understanding the customer’s customer. The successful leader effectively leads and mobilizes cross company teams including, PBU’s, digital, services as well as customer support teams and senior executives (VP, President) to commit to drive Johnson Controls’ strategic business across a breadth of accounts/customers.

This role is accountable for driving strong sales growth, increased share of wallet, leading world class solutions that dramatically improve outcomes for customers and drive change for the industry.

**Where you will be based**

The role offers flexibility in terms of location within the EMEALA region.

**How you will do it**
- Creating and executing influence strategies that gain commitment and organizational buy-in for customer solutions; persuading key stakeholders to act by demonstrating how the work will advance shared interests and business goals and it is tied to our vision.
- Using one’s knowledge of economic, financial, market, and industry trends to understand and improve customer results; using one’s understanding of major business functions, industry trends, and own organization’s position to contribute to effective business strategies and/or tactics.
- Establishing and committing to a long-term business direction based on an analysis of systemic information and consideration of resources, market drivers, organizational values, and emerging economic, technological, and regulatory conditions; creating a plan with specific goals, targets, and milestones that are tied to our vision and support the customer while balancing the global and local focus.
- Driving organizational and cultural changes needed to achieve strategic objectives; catalyzing new approaches to improve results by transforming organizational culture, systems, or products/services; helping others overcome resistance to change; being a catalyst and model for change.
- Own key customer metrics of secured growth, service growth, digital growth and new product introductions for named strategic accounts. Align internal organization to drive profitable growth and improved customer experience.
- Develop a team of successful account leaders to profitability grow the strategic accounts business.
- Lead successful inside sales teams to free up-front line sellers for higher value activities and drive growth by exploring new sales opportunities; these are remote-based sales teams conducting commercial motions that do not require site visits and FLS-specific expertise while conducting both proactive and inbound activities (e.g. L&M, PSA upgrades, renewals, deficiency follow up, digital services)
- Leads IS function and is responsible for defining key processes.
- Identifies and implements opportunities to improve function and to drive productivity gains (e.g., data analytics by leveraging new insights group and ROC), connecting with leaders from other regions to drive a unified strategy and leverage best-practices.
- Sets function targets and owns performance tracking, reporting to leadership inside sales achievements.
- Coordinates with regional stakeholders (e.g., BU leaders) to drive overall regional strategy and to solve roadblocks.
- Align the strategic account business with the area and local market teams through the Building Operating System to drive alignment down to the front-line seller and technician.

**What we look for**
- In-depth knowledge of SFDC: Oversight of quality of data inputs, MDM, report building, trouble shooting, support field as super-user,
- Identify and control process leaks, engage with COE on product & update issues, assist in deployment of fixes and customizations.
- Extensive knowledge of PowerBi, Power query and similar BI tool sets.
- Demonstrated Excel skills and statistical analysis methods and techniques.
- Experience working with big data analysis and financial data.
- Strong verbal and written communications skills and ability to thrive in a fast-paced environment.
- Excellent organizational and time-management skills.
- Strong logical and analytical thought capability.
- Ability to source and collate data from various report locations.
- Highly motivated self-starter who takes initiatives with mínimal supervision.
- Ability to work under pressure and strict timelines.
- Proficiency in English is required and another language (French, German, Italian) is preferred.
- Remote: #LI-Remote

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