Territory Account Manager

As a Territory Account Manager, you will be responsible for driving the growth of Johnson Controls' service and solutions portfolio across a portfolio of large customer accounts. Focusing on the sale of Installations, Planned Service Agreements (PSAs), and Lifecycle & Maintenance (L&M) services, you will engage with senior decision-makers to develop tailored solutions that address complex customer requirements. Working closely with technical, operations, and delivery teams, you will adopt a consultative sales approach to identify opportunities, strengthen customer relationships, and deliver sustainable business growth. This is a high-impact role requiring strategic thinking, commercial acumen, and the ability to influence stakeholders at director level and above.

• Develop and execute strategic account plans across a designated territory.
• Identify, qualify, and secure opportunities for installations, PSAs, and L&M service contracts.
• Build and maintain strong relationships with key stakeholders, including directors, operational leaders, and procurement teams.
• Conduct consultative sales discussions to understand customer challenges and develop bespoke solutions.
• Collaborate with engineering, operations, estimating, and service teams to deliver customer-focused proposals.
• Manage the full sales cycle from prospecting through to negotiation and contract close.
• Maintain an accurate pipeline and provide regular sales forecasts through CRM systems.
• Monitor market activity, competitor offerings, and industry trends to identify growth opportunities.
• Ensure customer satisfaction through proactive account management and ongoing engagement.
• Consistently achieve and exceed sales targets, revenue objectives, and profitability goals.

• Proven track record of achieving sales targets within B2B technical, service, or solutions-based environments.
• Experience selling to large enterprise or strategic accounts.
• Ability to engage and influence stakeholders at director level and above.
• Strong consultative selling and negotiation skills.
• Experience developing account strategies and managing complex sales opportunities.
• Commercial awareness with the ability to build compelling value propositions.
• Excellent communication, presentation, and relationship management skills.
• Self-motivated with the ability to manage priorities across a broad geographic territory.
• Full UK driving licence.

• Experience within fire, security, building solutions, HVAC, building controls, or related technical service industries.
• Knowledge of service agreements, maintenance contracts, or lifecycle solutions.
• Familiarity with CRM platforms and structured sales methodologies.
• Experience working with integrated or bespoke customer solutions.

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 help customers achieve their sustainability and operational goals while creating smarter, healthier and more resilient environments.

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