Territory Account Manager

Overview

In this Territory Account Manager role, you drive growth of Johnson Controls’ service and solutions across large customer accounts. You work with cross-functional teams to tailor installations, PSAs, and lifecycle services that solve complex needs. You engage senior decision-makers to shape value-driven proposals and sustain business growth. The role combines strategic planning, consultative selling, and pipeline management to exceed targets. You join a mission-led company focused on energy efficiency, decarbonization, and resilient building operations.

Pay / Benefits

• Competitive base salary and uncapped commission structure
• Company car or car allowance
• Comprehensive benefits package including pension and life assurance
• 25 days annual leave plus bank holidays
• Employee assistance programme
• Career development and ongoing training opportunities

Responsibilities

• Develop and execute strategic account plans for a designated territory
• Identify, qualify, and secure opportunities for installations, PSAs, and L&M service contracts
• Build and maintain relationships with directors, operational leaders, and procurement teams
• Conduct consultative sales discussions to understand challenges and design bespoke solutions
• Collaborate with engineering, operations, estimating, and service teams on proposals
• Manage full sales cycle from prospecting to close
• Maintain an accurate pipeline and provide sales forecasts via CRM
• Monitor market activity and competition to identify growth opportunities
• Ensure customer satisfaction through proactive account management and ongoing engagement
• Aim to consistently achieve and exceed sales targets, revenue objectives, and profitability goals

Key requirements

• Proven track record of achieving sales targets in 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 to build compelling value propositions
• Excellent communication, presentation, and relationship management skills
• Self-motivated with ability to manage priorities across a broad geographic territory
• Full UK driving licence

• Consultative selling
• Negotiation
• Communication
• CRM platforms
• Structured sales methodologies
• Knowledge of service agreements, maintenance contracts, or lifecycle solutions

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