Head of Sales - Service – Global Marine & Navy
Leading Service Sales with Integrity and Impact – Driving Strategic Growth and Building Trusted Partnerships for Johnson Controls.
About Us
Johnson Controls, a global leader in thermal management, mission-critical building systems, energy efficiency, and decarbonization, helps customers use energy more productively, reduce carbon emissions, and operate with the precision and resilience required in rapidly expanding industries such as data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
For more than 140 years, Johnson Controls has delivered performance where it really matters. Backed by advanced technology, lifecycle services and an industry-leading field organization, we elevate customer performance, turn goals into real-world results and help move society forward.
What you will do:
The Head of Service Sales will lead a global team of Sales Managers across all Marine sectors, driving growth in Service, Parts, and Maintenance across Johnson Controls systems—including HVAC, Fire Suppression, Security, Digital Solutions, and Controls & Automation. As part of Johnson Controls’ global strategy to expand service growth, the GM&N Head of Service will report to the Sales Director and lead a dedicated team focused on increasing service repairs and maintenance, winning new business, and expanding share-of-wallet through cross-selling to new and existing customers.
This role is pivotal in shaping and executing a high-impact sales strategy, fostering a coaching-first culture, and delivering exceptional customer value through consultative selling and operational excellence. Supported by inside sales teams, you will take ownership of direct sales initiatives in key market segments, with opportunities to grow and develop the team as success is achieved.
Location:
Ideally, you will be based within EMEA. This position requires proximity to our main customer base, enabling frequent visits to clients throughout Europe and beyond. Travel is expected to be around 20–30 days annually.
Key Responsibilities:
Champion a Coaching-First Culture: Dedicate significant time to developing your team’s capabilities through structured coaching, regular feedback, and tailored development plans.
Lead and Inspire: Manage a regional sales team within the Marine sector, fostering a high-performance environment built on trust, accountability, and continuous improvement.
Sales Strategy and Execution: Drive B2B sales of HVAC, Fire Suppression, Controls & Automation, and Digital Solutions across Marine applications. Develop and implement effective sales strategies aligned with Johnson Controls’ global service growth objectives.
Business Development: Identify and pursue new service opportunities in Marine retrofit, and maintenance markets. Analyse trends and competitor activity to position offerings strategically and build long-term partnerships with owners, operators, shipbuilders, defence contractors, and government entities.
Customer Engagement: Build and maintain strong relationships with customers, end users, and influencers. Conduct regular client visits to understand their needs and ensure our solutions align with project requirements.
CRM and Pipeline Management: Maintain accurate records of sales activities and client interactions using Salesforce. Manage a healthy sales pipeline and provide regular performance updates.
Sales Excellence: Use data and insights to identify skill gaps, improve win rates, and implement best practices in consultative and value-based selling.
Cross-Functional Collaboration: Work closely with Segment General Managers, engineering, operations, and program teams to ensure alignment between commercial strategy and project execution.
Talent Development: Mentor and grow talent within the sales organization, identifying high-potential individuals and creating succession pathways.
External Representation: Represent Johnson Controls externally, building trusted relationships with key stakeholders in the Marine sector.
Kaizen & Process Improvement: Embed a culture of continuous improvement by applying Kaizen principles to sales processes. Regularly assess workflows, identify inefficiencies, and implement enhancements to drive productivity and customer satisfaction.
Candidate Profile:
An accomplished and driven sales professional with a strong background in complex engineering sectors, ideally with experience in maritime industries such as naval shipbuilding, commercial vessels, or offshore platforms. The ideal candidate combines strategic thinking with hands-on sales execution, demonstrating a proven ability to build long-term customer relationships and deliver value in high-stakes, technically demanding environments.
Strategic Leadership: Proven ability to lead regional sales teams and execute high-impact strategies.
Marine Sector Expertise: Strong understanding of Marine market dynamics, including new build, retrofit, and service cycles.
Customer-Centric: Skilled in building trusted relationships and tailoring solutions to customer needs.
Technical Acumen: Comfortable overseeing specifications, quotations, and project documentation.
Sales Excellence: Data-driven approach to pipeline management, win-rate improvement, and consultative selling.
Kaizen Mindset: Committed to continuous improvement and process optimization.
Collaborative: Works effectively across commercial, engineering, and operational teams.
CRM Proficiency: Experienced in Salesforce for managing pipeline and performance metrics.
Talent Development: Passionate about coaching, mentoring, and building succession pathways.
Professional Presence: Represents the business externally with credibility and influence.
What we offer
Competitive Compensation: We offer a salary that matches top industry standards.
Dynamic Work Environment: Engage in stimulating projects at the forefront of the maritime sector, where innovation meets functionality.
Career Advancement: Opportunities abound for upward and lateral mobility within the company through structured career paths and mentorship programs.
Global Exposure: Work with a diverse international team and manage projects that span continents, offering unique challenges and learning opportunities.
Professional Development: Gain access to an expansive array of professional development resources, including specialized training programs, global networking events, and cutting-edge online courses.
State-of-the-Art Technology: Immerse yourself in an environment that prides itself on technological innovation and leadership in the industry.
Supportive Corporate Culture: Enjoy a collaborative work atmosphere where creativity and individual contributions are valued and nurtured.
Sustainability Commitment: Be part of a forward-thinking organization that prioritizes sustainability and environmentally friendly practices in its solutions and operations.
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