📌 Core Information
🔹 Job Title: UPG Regional Account Manager
🔹 Company: Johnson Controls
🔹 Location: Melville, New York, USA
🔹 Job Type: Full-Time
🔹 Category: Sales
🔹 Date Posted: June 2, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Driving the development and channel expansion of independent distribution partners for Ducted Systems.
- Managing distributor relationships to achieve sales, margin, and market share goals.
- Utilizing sales tools and strategies to execute and manage performance.
- Collaborating with internal resources to provide customer service offerings and grow distributors.
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to manage multiple priorities in a dynamic environment.
📋 Key Responsibilities
✅ Manage and develop independent distributor relationships to achieve sales, margin, and market share targets.
✅ Utilize sales tools (e.g., SalesForce, Map Software, Power BI) to document and monitor strategic plans and activities within assigned accounts.
✅ Develop a distributor sales strategy consistent with the Ducted Systems Products strategic plan for various market segments.
✅ Use the distribution scorecard to facilitate performance expectations with independent distribution principles on a quarterly basis.
✅ Collaborate with internal resources using a consultative selling approach to determine customer needs, develop support plans, and implement programs that provide a range of customer service offerings to develop and grow distributors to meet profitability targets.
ASSUMPTION: The role involves frequent travel (up to 50%) and requires strong project management skills to perform well in an unpredictable environment.
🎯 Required Qualifications
Education: Bachelor's Degree in Engineering, Business, Marketing, or a related field.
Experience: Minimum 5+ years of HVAC experience. Outside sales experience is preferable.
Required Skills:
- Proven sales experience and consultative value selling process.
- Strong communication skills.
- Proven team and project management skills.
- Solid ability to effectively prioritize critical tasks.
- Experience with Microsoft Office applications.
- Ability to travel up to 50%.
Preferred Skills:
- Experience working for/with HVAC distributors/contractors.
ASSUMPTION: Candidates with relevant industry experience and a proven track record in sales will be highly competitive for this role.
💰 Compensation & Benefits
Salary Range: $80,000 - $120,000 per year (Estimated based on industry standards for a Regional Account Manager with 5-10 years of experience in the HVAC industry)
Benefits:
- Health, dental, and vision insurance
- 401(k) plan with company match
- Paid time off (vacation, sick, and holidays)
- Employee discounts on Johnson Controls products
Working Hours: Full-time, typically Monday-Friday, 8:00 AM - 5:00 PM with flexibility for travel and customer needs.
ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Johnson Controls operates in the Industrial Machinery Manufacturing industry, focusing on building automation, HVAC, and fire and hazard protection systems.
Company Size: Johnson Controls has 10,001+ employees globally, providing a large and diverse work environment.
Founded: Johnson Controls was founded in 1885 and has since grown into a global leader in smart, healthy, and sustainable buildings.
Company Description:
- Johnson Controls offers the world's largest portfolio of building technology and software as well as service solutions.
- The company delivers the blueprint of the future for industries such as healthcare, schools, data centers, airports, stadiums, manufacturing, and beyond through OpenBlue, its comprehensive digital offering.
- Johnson Controls is committed to reimagining the performance of buildings to serve people, places, and the planet.
Company Specialties:
- Engineering
- Manufacturing Operations
- Sales
- Building Automation
- Fire & Hazard Protection
- Industrial Refrigeration
- HVAC
- Security
- and Sustainability
Company Website: http://www.johnsoncontrols.com
ASSUMPTION: Working at Johnson Controls offers opportunities to collaborate with diverse teams and contribute to innovative solutions for various industries.
📊 Role Analysis
Career Level: This role is at the mid-level management career stage, requiring a balance of strategic thinking and tactical execution.
Reporting Structure: The Regional Account Manager reports directly to the Regional Sales Manager and works closely with internal resources such as product managers, marketing, and customer service.
Work Arrangement: This role is on-site, with frequent travel (up to 50%) required to visit distributors and customers.
Growth Opportunities:
- Advancement to a National Account Manager or other senior sales roles within Johnson Controls.
- Expanding product knowledge and expertise within the HVAC industry.
- Developing leadership and management skills by mentoring junior team members.
ASSUMPTION: Success in this role can lead to increased responsibilities and career growth opportunities within Johnson Controls.
🌍 Location & Work Environment
Office Type: The Melville, New York office is a corporate environment with a mix of open and private workspaces.
Office Location(s): Melville, New York, USA
Geographic Context:
- Melville is located on Long Island, approximately 40 miles east of New York City, offering a mix of urban and suburban living options.
- The area has a humid subtropical climate, with hot, humid summers and cold, snowy winters.
- Melville is home to various amenities, including shopping centers, restaurants, and parks.
Work Schedule: The work schedule is typically Monday-Friday, 8:00 AM - 5:00 PM, with flexibility for travel and customer needs.
ASSUMPTION: The Melville office provides a collaborative and professional work environment, with easy access to various amenities and transportation options.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-person or virtual interview with the regional sales manager and other team members
- Final interview with the director of sales
Key Assessment Areas:
- Sales experience and track record
- Communication and presentation skills
- Problem-solving and strategic thinking
- Adaptability and resilience in a dynamic environment
Application Tips:
- Tailor your resume to highlight relevant sales experience, HVAC industry knowledge, and transferable skills.
- Prepare examples of your sales achievements, problem-solving strategies, and customer relationship management skills.
- Research Johnson Controls and the HVAC industry to demonstrate your enthusiasm and understanding of the role.
ATS Keywords: Regional Account Manager, HVAC, Sales, Distribution, Strategic Planning, Performance Management, Customer Service, Consultative Selling, Microsoft Office, Sales Tools
ASSUMPTION: The interview process at Johnson Controls focuses on assessing the candidate's sales skills, industry knowledge, and cultural fit within the organization.
🛠️ Tools & Technologies
- SalesForce
- Map Software
- Power BI
- Microsoft Office (Word, Excel, PowerPoint)
ASSUMPTION: Familiarity with these tools is essential for success in this role, and candidates should be comfortable learning and utilizing new technologies as needed.
👔 Cultural Fit Considerations
Company Values:
- Integrity
- Customer focus
- Innovation
- Performance
- One Johnson Controls
Work Style:
- Collaborative and team-oriented
- Results-driven and accountable
- Adaptable and resilient
- Customer-centric and solution-oriented
Self-Assessment Questions:
- Do you thrive in a dynamic, fast-paced sales environment?
- Are you comfortable working independently and managing multiple priorities?
- Do you have a proven track record of building and maintaining strong customer relationships?
- Are you passionate about the HVAC industry and committed to staying up-to-date with the latest trends and technologies?
ASSUMPTION: Candidates who align with Johnson Controls' values and work style will be well-suited to this role and the company culture.
⚠️ Potential Challenges
- Managing a large territory with multiple distributors and customers
- Balancing strategic planning and day-to-day sales activities
- Adapting to a dynamic and unpredictable sales environment
- Meeting and exceeding sales targets and performance metrics
- Frequent travel and time away from home
ASSUMPTION: Success in this role requires strong organizational skills, the ability to manage multiple priorities, and resilience in the face of challenges.
📈 Similar Roles Comparison
- Regional Account Manager vs. National Account Manager: Regional Account Managers focus on a specific geographic territory, while National Account Managers oversee multiple regions or a national account.
- Sales Manager vs. Regional Account Manager: Sales Managers typically oversee a team of sales representatives, while Regional Account Managers focus on individual account management.
- Career Path: Regional Account Manager is a mid-level role that can lead to advancement to National Account Manager, Sales Manager, or other senior sales positions within Johnson Controls.
ASSUMPTION: Understanding the differences between similar roles and the career path opportunities within Johnson Controls can help candidates make informed decisions about their career growth.
📝 Sample Projects
- Developing a strategic plan to expand market share in a specific geographic region
- Implementing a customer relationship management (CRM) system to improve distributor communication and sales tracking
- Conducting a market analysis to identify new opportunities for HVAC product distribution
ASSUMPTION: These sample projects illustrate the strategic and tactical aspects of the Regional Account Manager role and the skills required to succeed in the position.
❓ Key Questions to Ask During Interview
- What are the key priorities for this role in the first 90 days?
- How does Johnson Controls support the professional development and growth of its sales team members?
- What are the most challenging aspects of this role, and how can I best prepare for them?
- How does Johnson Controls measure the success of its Regional Account Managers, and what are the key performance indicators (KPIs) for this role?
- What opportunities are there for collaboration and knowledge-sharing with other sales team members and internal resources?
ASSUMPTION: Asking thoughtful and insightful questions during the interview process demonstrates your interest in the role and commitment to success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight relevant sales experience, HVAC industry knowledge, and transferable skills.
- Prepare examples of your sales achievements, problem-solving strategies, and customer relationship management skills.
- Research Johnson Controls and the HVAC industry to demonstrate your enthusiasm and understanding of the role.
- Follow up with the hiring manager one week after submitting your application to express your continued interest in the position.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
