Sales Manager – HVAC & Industrial Refrigeration – UK

Overview

As Sales Manager, you will drive growth for Johnson Controls’ HVAC and Industrial Refrigeration portfolio across the UK. You will develop and execute sales plans, win new customers, and expand opportunities through projects, installations, upgrades and lifecycle solutions. You’ll collaborate with end users, contractors, consultants and internal teams to craft commercially compelling, technically sound offerings. Your role combines strong commercial leadership with in-depth technical understanding to deliver sustainable revenue and margin growth. This is a market-facing position that links strategic objectives with hands-on opportunity development.

Responsibilities

• Develop and execute UK-wide sales plans to grow HVAC and Industrial Refrigeration business
• Identify and win new customers, projects and opportunities across the UK
• Develop opportunities across systems, installations, upgrades, modernisation and lifecycle/service solutions
• Build relationships with end users, contractors, consultants and key stakeholders
• Translate customer requirements into commercially viable, technically sound solutions with technical teams
• Manage opportunities through full sales cycle from engagement to quote, negotiation and close
• Maintain a strong CRM-driven sales pipeline and customer data
• Monitor market trends, competitor activity and customer needs to inform commercial strategy
• Collaborate with sales, service, operations and technical teams to ensure a joined-up customer experience
• Represent the company at customer meetings and industry events

Key requirements

• Strong B2B sales experience within HVAC, Industrial Refrigeration or related technical market
• Proven track record of developing new business and profitable sales growth
• Experience selling technical solutions, projects, systems or service propositions
• Understanding of complex B2B sales cycles and solution selling
• Confidence engaging with end users, contractors, consultants and senior decision-makers
• Commercially driven with strong negotiation and relationship-building skills
• Ability to identify opportunities and translate requirements into viable solutions
• Ability to work independently across a UK-wide territory while collaborating with internal teams

• relationship-building
• negotiation
• independence/commercial focus
• HVAC and Industrial Refrigeration knowledge
• solution selling of technical projects and services
• CRM usage and pipeline management

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