Johnson Controls National Contracting Mgr in Distrito Federal, Mexico
RESPONSIBILITY LEVEL: Under general direction, provides account management development and leadership for Systems of Strategic, Contractor, End Customers & National Client Accounts in assigned territory. Recommends and develops new Market Segments , Customers & Vertical Markets, plans, develops, manages, and coordinates all account team strategies and activities in coordination with VP & GM Mexico. Specific responsibilities include: defining and selling business impact strategies and initiatives for assigned accounts; personally developing and maintaining executive levels customer relationships; growing the account business, integrating multi-area, multi-region account team activity & cross selling among the diferente business units in Mexico. Responsible for the development of the Technology contracting inicitative & turn key project iniciative in Mexico. Proactively communicates and implements assigned National Account Client & Vertical Market strategies initiatives and programs through appropriate Branch Office employees.
Supervises a team of contracting Project Managers under the direction of a National Intallation Manager within Mexico, execute, and complete major projects with assigned customers. Responsible for the overall financial results of a portafolio of assigned projects. Actively ensures that direct reports pursue con time completition of projects & selling of additional orders to current projects. Ensures work performed is in compliance with state, local and Federal legarl requirements and operates on the job with the highest of ethics. Ensures Johnson Controls staff and subcontractors adhere to all safte and ethical standards required by the corporation.
o Assists the Vice-President & General Manager Mexico to effectively plan for future
o Resource needs and assists in allocating resource needs to meet near term commitments.
o Assists the VP&GM Contracting systems Mexico, in the preparation of the annual financial operating plan.
o Managers in sales support activities early in the audit process to provide input on
o vendor/partners selection, scope enhancements, value engineering, risk assessment etc.
o Participates as a member of the CI Operations Mexico
o Americas staff for special projects and continued improvement programs for the Technology Contracting Operations within Latin AmericaPRINCIPAL DUTIES:
Provides Client selling activity and program management for JCI initiatives. Develops ongoing business relationships with the Clients Senior Executives. Continually expands JCI presence within the customer’s facilities portfolio by selling additional scope of services and ensuring customer satisfaction. Establishes, manages, and leads the Clients Accounts plan and implements it through dedicated and designated JCI account matrix team members.
Addresses customer’s business, financial, and environmental objectives. Recommends solutions and links customer objectives to total value solution and JCI competitive advantage. Differentiates JCI services and products from competitors based on business and environmental benefits. Effectively writes, presents, and communicates proposals. Negotiates value, addresses resistance when demonstrated, and closes the sale.
Builds and fosters team relationships within assigned National Account matrix teams and within appropriate JCI Regions, Branches offices to ensure customer satisfaction. Supports and enables specific account strategies and initiatives, supports JCI financial objectives including managing receivables. Communicates effectively within account teams utilizing appropriate tools.
Provides consultative services and approaches to communicate JCI’s value in order to sell systems and services.. Takes action to understand the customer’s business. Builds partnering relationships with the customer’s executive management team, engages JCI executive management team as appropriate and planned. Develops integrity, credibility, loyalty, trust, and commitment within assigned Key relationships for systems.
Leverage relationships and develop collaborative efforts across JCI lines of business to increase the spend of Clients on JCI’s menu of business products.
Develops comprehensive accounts plans and strategy. Implements these strategies and action plans contained in it. Ensures executive and Branch management is continually informed of progress and account status. Involves JCI Executive Management for assistance and sponsorship as appropriate.
Champions assigned Clients within JCI. Develops specific customer success strategies and account plans. Adheres to the Company’s code of conduct and business ethics standards.
Establishes an internal team of representatives from manufacturing, marketing, and product development who focus on providing premier support to assigned accounts.
Manages the profitable execution of Systems Major Projects across the Region. Ensures that all assigned projects are executed with high levels of customer satisfaction, completed on time, billed, within budget and within scope of the contract. Maintains profitability goals and positive cash flow.
Hires, retains, performance manages, and plans for career development of direct reports. Prepares and delivers clear performance expectations, performance reviews and development plans for direct reports.
Ensures that National Installation Manager develop and adhere to a Project Execution Plan for each assigned project.
Effectively communicates the status of projects to VP & GM Contracting systems Mexico s as required and provides monthly forecasts of revenue, costs, and gross margin by project.
Manages Systems Engineering Leader to ensure that Systems Engineering resources are staffed properly to support specialty work, engineering, software programming and commissioning. Optimizes Major Project engineering productivity.
Ensures compliance with state, local and federal legal requirement and ensures that installation business is conducted with the highest ethical standards.
Champions and drives the SSA Safety Program for employees and subcontractors at all levels in the Regional Installation organization.
Promotes SSA objectives for workplace and supplier diversity
The Systems National Manager is responsible for the revenue, cashflow & ebit of contracting BU including the executed margin for the Region’s Contracting portfolio. The following metrics define this responsibility:
o Expected annual managed account volume: $30M to $40M
o Profit achievement consistent with contracting established Goals by business segment and individual account plans .
o Executed Gross Margin Improvement
REQUIREMENTS: Bachelor’s degree in Construction, Civil, Mechanical, electronic or Electrical Engineering. MBA required. M inimum of 12 years of progressively more responsible operations management & sales experience in the Building Construction Industry including five or more years of direct project management experience. Ability to communicate at multiple levels within an organization, particularly at the customer’s executive level. D emonstrated written and verbal communication skills. Strong presentation skills and proficiency in speaking to large audiences. Knowledge of Lean & Six Sigma methodologies. will be a plus. Able to travel up to 70% of time. Fully bicultural English & Spanish. Strong Personal Computer working capabilities in MS Office (excel, word, power point), Adobe Writer, Visio, CAD and basic Windows environment.
Job: *Field Operations
Organization: *Bldg Technologies & Solutions
Title: National Contracting Mgr
Location: MX-Distrito Federal-Mexico
Requisition ID: WD30036805167