Business Development Manager, Government - Cooperative Contracts Team

Title: Business Development Manager, Government - Cooperative Contracts Team

Location: Milwaukee United States

Job Description:

Remote National Business Development Role - Live Anywhere in the Posted US States

Build your best future with the Johnson Controls Cooperative Contracts team

As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our government industry team is uniquely positioned to support the largest government and critical infrastructure businesses across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard - your next great opportunity is just a few clicks away!

What we offer
• Competitive salary and commission plan
• Paid vacation/holidays/sick time - 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Extensive product and on the job/cross training opportunities. With outstanding resources
• Encouraging and collaborative team environment Dedication to safety through our Zero Harm policy
• Company vehicle
• Check us out: A Day in a Life at Johnson Controls

What you will do

Develop and expand existing & new cooperative sales opportunities, primarily in the fire and security domains of Johnson Controls across the United States and Canada. This role will cover state & local government vertical focused on increasing market share for installation & service of our Fire and Security lines of business. Provide input such as relevant market information, sales and marketing strategies, vision and goals. Drive new sales opportunities with existing customers, positioning the company for success. Lead business development efforts within the government vertical including but not limited to; securing & utilizing cooperative contracts, government strategy, pricing methodology, quoting systems, opportunity identification; pipeline management; and facilitate long term relationships internally as well as with customers.

How you will do it
• Train local market sellers on cooperative contracts strategy.
• Identify target opportunities, assist field sales as needed to strategically position to win, and capture statewide adoptions to accelerate growth
• Leverage and grow contract vehicles
• Cooperative Contracts
• Sourcewell Military installation support program
• State contracts
• Bring all opportunities to the local market and support the field through the sales process
• Bid Management - work with cross functional teams to ensure timely and accurate submissions of targeted responses
• Contract Negotiation - Negotiate T's & Cs with collaboration from legal, customer, & local team
• Strategic Planning - Develop & Implement strategic plans with branch personnel and target customers to secure contracts
• Relationship Building - Attend key industry conferences to network & build decision making relationships
• Compliance - Understand government procurement regulations & requirements

Achieve targeted sales growth for cooperative contracts at a rate and profit margin consistent with the strategic business plan. The focus will be on Fire and Security domains, but it will be necessary to gain a complete understanding of the HVAC domain as well. Compensation is based on the team meeting its overall goals, not by individual domains.

Formulate a sound business plan to provide acceptable sales growth in accordance with established plan and market share targets. Utilize and work with internal resources to establish a countrywide cooperative sales strategy by vertical market and implement by region. Work with account leads and the Director of to meet profitability goals.

Ensure responsiveness and service delivery through utilization of internal infrastructure.

Acts as a central point of contact to service assigned account's needs and requests.

Provide current market information such as current trends, sales techniques, application of products in various markets, suggested marketing programs to the account leads and industry Director.

Establish and maintain a high level of quality and timely service for maximum retention.

What we look for

Required
• College Degree in Sales/Marketing or another related field preferred.
• A minimum of five (5) years of commercial sales experience with demonstrated history of growth, selling into the SLED space is preferred.
• Proven business development sales ability with experience in complex systems sales
• Ambitious attitude, leadership ability and ability to be a great teammate at all levels.
• Excellent oral and written communication skills.
• Ability to comprehend and make valid contributions to developing a business plan, including sales and marketing strategies.

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