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About the Role

Lead strategic growth initiatives across key vertical markets throughout the Americas for fire suppression solutions. Identify and develop new business opportunities, build strong relationships across the fire protection ecosystem, and position solutions early in the project lifecycle. Focus on driving growth with end users, developers, building owners, engineering firms, contractors, and Fire Protection Engineers (FPEs). Requires a strong business development mindset, ability to navigate complex sales environments, and skills to influence key stakeholders.

Responsibilities

Develop and execute business development strategies to grow fire suppression solutions across targeted markets in the Americas.
Identify, qualify, and pursue new opportunities with end users, facility operators, developers, owners’ representatives, EPC firms, A&E firms, contractors, and FPEs.
Build and maintain strong relationships with decision-makers, consultants, and influencers across the fire protection and life safety ecosystem.
Engage early in project design and planning phases to influence system specifications and position fire suppression solutions.
Drive specification adoption and ensure alignment with codes, standards, and performance requirements.
Develop and manage a robust pipeline across new construction, system upgrades, retrofits, and modernization projects.
Create and execute strategic account plans aligned with revenue growth targets and market expansion goals.
Collaborate with internal sales, engineering, operations, service, and product teams to deliver integrated fire protection solutions and improve win rates.
Monitor industry trends, regulatory changes, customer capital investments, and competitive dynamics to identify growth opportunities and refine strategy.
Maintain accurate pipeline, opportunity, and account data in Salesforce; deliver regular forecasting and performance updates.

Requirements

Bachelor’s degree in Business, Engineering, Fire Protection, or a related field; equivalent experience will be considered.
Minimum of 5 years of experience in business development, strategic accounts, or complex/project-based sales.
Demonstrated success in the fire suppression, fire protection, life safety, or similar engineered systems industry.
Strong knowledge of fire suppression systems and applications.
Familiarity with NFPA codes and Canadian standards (ULC, local AHJ requirements).
Proven ability to develop new business, influence specifications, and manage long-cycle, multi-stakeholder opportunities.
Strong understanding of account planning, solution selling, and lifecycle value positioning.
Ability to engage technical, operational, and executive stakeholders across diverse customer organizations.
Excellent communication, negotiation, presentation, and relationship management skills.
Bilingual proficiency in English and French is a strong asset.
Ability to travel approximately 50% across Canada and occasionally within the Americas.
Experience working with or selling through fire protection contractors, consulting engineers, and FPE networks.
Proficiency in Salesforce CRM with strong pipeline management discipline.
Strong analytical, strategic planning, and problem-solving capabilities.
Ability to operate effectively within a matrixed organization and collaborate across cross-functional teams.
Experience in industrial, commercial, energy, manufacturing, or mission-critical environments.
Professional working proficiency in both English and French (written and spoken) preferred for customer engagement across Canada.

Skills

Business Development
Strategic Accounts
Complex Sales
Project-Based Sales
Fire Suppression Systems
Fire Protection
Life Safety Systems
Engineered Systems
NFPA Codes
Canadian Standards (ULC, AHJ)
Account Planning
Solution Selling
Lifecycle Value Positioning
Stakeholder Engagement
Communication
Negotiation
Presentation
Relationship Management
Salesforce CRM
Pipeline Management
Analytical Skills
Strategic Planning
Problem-Solving
Cross-functional Collaboration

Location

Americas

Work Type

Full-time
Travel required

Experience Level

Minimum 5 years of experience

Education Level

Bachelor's degree in Business, Engineering, Fire Protection, or a related field
Equivalent experience will be considered

Salary/Compensations

$99,300 - $149,000
Competitive Sales Incentive Plan

Benefits

Competitive benefits package

About the Company

Johnson Controls is 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 precision and resilience in industries like data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.
Has delivered performance for over 140 years, backed by advanced technology, lifecycle services, and an industry-leading field organization.

Equal Opportunity

Johnson Controls Canadian affiliates are committed to providing reasonable accommodations to candidates, applicants and employees with disabilities, in accordance with applicable human rights legislation and, in Ontario, in accordance with the Accessibility for Ontarians with Disabilities Act ("AODA"). When a request is made, accommodations will be provided throughout all stages of the recruitment and selection process. To make a request for accommodation, please contact us. Any information you provide relating to accommodation will be treated as confidential. A copy of Johnson Controls’ applicable AODA policies is available on our website at www.johnsoncontrols.com for reference and may be made available in accessible formats upon request.