Director, Indirect Sales HVAC/R

What You Will Do

Lead the strategic direction, commercial performance, and growth of the indirect sales channel for the HVAC \& Industrial Refrigeration business across Europe. You will align diverse stakeholders to implement a unified go\-to\-market model, ensuring robust governance, enhancing competitive positioning, and delivering sustainable profitability.

Key responsibilities include:

• Defining and guiding the Europe\-wide indirect sales strategy aligned with business growth priorities.


• Optimizing the channel model and partner ecosystem to address market dynamics.


• Driving transformation initiatives to improve channel effectiveness and productivity.


• Collaborating across country leadership, sales teams, marketing, and operations to execute growth initiatives.


• Sponsoring major channel decisions and engaging in critical partner negotiations.


• Developing senior sales talent and fostering a high\-performance culture.

Employing Johnson Controls' principles, you will:

• Own outcomes with accountability by setting clear objectives, monitoring results, and ensuring alignment with the business plan.


• Focus on what matters by analyzing market trends and prioritizing high\-value growth opportunities.


• Improve every day by leveraging data\-driven insights for continuous channel optimization and transformation.


• Win as one team by fostering collaboration among regional teams and sharing best practices.

• A Bachelor’s degree in Business, Engineering, or a related field (advanced degree preferred).


• Extensive experience in senior commercial leadership roles within HVAC or related industries.


• A proven track record in leading growth agendas and building high\-performing sales ecosystems across Europe.


• Exceptional strategic, financial, and analytical skills, with the ability to navigate complex market environments.


• Strong leadership, communication, and stakeholder management capabilities.


• Fluency in English; additional European languages are advantageous.

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