Sales Manager – Navy  

Leading Naval Sales with Integrity and Impact – Driving Strategic Growth and Building Trusted Partnerships in New Naval Construction for Johnson Controls. 

About Us

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 elevate customer performance, turn goals into real-world results and help move society forward.

What you will do 

As Sales Manager for the Our Navy Installation team, you will be a key driver of commercial success across the EMEA & APAC regions. Reporting to the Sales Director, you will be responsible to lead a team of sales professionals focused on delivering growth in a technically complex and strategically vital sector. 

Location: 

Ideally, you will be based within EMEA. This position requires proximity to our main customer base, enabling frequent visits to clients throughout Europe and beyond. Travel is expected to be around 20–30 days annually. 

Responsibilities: 

• Champion a coaching-first culture, dedicating significant time to developing your team’s capabilities through structured coaching, regular feedback, and tailored development plans. 

• Lead and inspire a regional sales team, fostering a high-performance environment built on trust, accountability, and continuous improvement. 

• Sales Strategy and Execution: Drive B2B sales of our HVAC, Refrigeration, and Fire solutions, with a primary focus on the Naval sector. Develop and implement effective sales strategies that align with company goals. 

• Business Development: Identify and pursue new business opportunities within the Naval Surface and Sub-surface new build sector. Analyse market trends and competitor activity to position our offerings strategically and foster long-term partnerships with key stakeholders. 

• Customer Engagement: Build and maintain strong relationships with customers, end users, and influencers. Conduct regular client visits to understand their specific needs and ensure our solutions align with their project requirements. 

• Technical Specification and Project Oversight: Oversee the development of project specifications, quotations, and budgets. Ensure all technical documentation is accurate and aligned with client expectations. Support projects from initiation through to successful delivery. 

• CRM and Pipeline Management: Maintain accurate records of sales activities and client interactions using Salesforce. Manage a healthy sales pipeline and provide regular performance updates. 

• Embed sales excellence, using data and insights to identify skill gaps, improve win rates, and implement best practices in consultative and value-based selling. 

• Collaborate cross-functionally with engineering, operations, and program teams to ensure alignment between commercial strategy and project delivery. 

• Mentor and grow talent, identifying high-potential individuals and creating succession pathways within the sales organization. 

• Represent the business externally, building trusted relationships with key stakeholders in the naval and marine sectors, including shipbuilders, defence contractors, and government entities. 

Candidate Profile: 

An accomplished and driven sales professional with a strong background in defence or complex engineering sectors, ideally with experience in naval or maritime industries. The ideal candidate combines strategic thinking with hands-on sales execution, demonstrating a proven ability to build long-term customer relationships and deliver value in high-stakes, technically demanding environments. 

Key Attributes: 

• Strategic Sales Leadership: Demonstrates the ability to define and execute sales strategies aligned with long-term business goals, particularly within complex and regulated markets like defence and naval shipbuilding. 

• Team Leadership & Development: Experienced in leading, mentoring, and motivating sales teams or cross-functional bid teams to achieve high performance and exceed targets. 

• Pipeline & Forecast Management: Skilled in managing robust sales pipelines, forecasting accurately, and driving disciplined opportunity management through CRM tools and structured sales processes. 

• Customer-Centric Approach: Builds deep, trust-based relationships with key decision-makers and influencers across shipyards, naval authorities, and defence contractors. 

• Bid & Tender Expertise: Proficient in leading complex bids and proposals, including pricing strategy, value proposition development, and stakeholder alignment. 

• Negotiation & Closing Skills: Strong commercial acumen with a track record of negotiating high-value contracts and closing deals in competitive and high-stakes environments. 

• Cross-Functional Collaboration: Works effectively with engineering, legal, finance, and program delivery teams to ensure customer requirements are met and commercial risks are managed. 

• Market & Competitor Insight: Maintains a strong understanding of the naval defence market, including trends, procurement cycles, and competitor positioning. 

• Results-Oriented: Focused on delivering measurable outcomes, including revenue growth, margin improvement, and customer satisfaction. 

What we offer 

• Competitive Compensation: We offer a salary that matches top industry standards. 

• Dynamic Work Environment: Engage in stimulating projects at the forefront of the maritime sector, where innovation meets functionality. 

• Career Advancement: Opportunities abound for upward and lateral mobility within the company through structured career paths and mentorship programs. 

• Global Exposure: Work with a diverse international team and manage projects that span continents, offering unique challenges and learning opportunities. 

• Professional Development: Gain access to an expansive array of professional development resources, including specialized training programs, global networking events, and cutting-edge online courses. 

• State-of-the-Art Technology: Immerse yourself in an environment that prides itself on technological innovation and leadership in the industry. 

• Supportive Corporate Culture: Enjoy a collaborative work atmosphere where creativity and individual contributions are valued and nurtured. 

• Sustainability Commitment: Be part of a forward-thinking organization that prioritizes sustainability and environmentally friendly practices in its solutions and operations.