Job Description
Contract Sales Consultant – Major Projects (Fire Suppression)
About the Role
The Major Projects Group (MPG) specialises in the design, supply and delivery of complex fire suppression solutions across the Industrial, Automtiv, Manufacturing and Logistics & Distribution sectors.
Working with end users, developers, consultants, architects, insurers, principal contractors and logistics operators, MPG supports major capital projects throughout the project lifecycle, from concept development and design through to installation, commissioning, and final handover.
We are seeking an experienced Contract Sales Consultant to support the continued growth of our Industrial, Automotive, Manufacturing and Logistics & Distribution business. The successful candidate will be responsible for developing strategic customer relationships, identifying, and qualifying major project opportunities and securing profitable orders across both existing and new accounts.
The role will focus on large-scale industrial, manufacturing, and logistics developments, often involving complex fire suppression solutions, multiple stakeholders and project values ranging from several hundred thousand pounds to multi-million-pound contract opportunities.
Whilst strong fire suppression and sprinkler experience is essential, the successful candidate will be supported through a structured onboarding programme and ongoing coaching to develop their knowledge of the wider Johnson Controls fire suppression portfolio, major project processes, target growth sectors and strategic account management methodologies. We are committed to investing in our people and helping them build long-term careers within the Major Projects Group.
This is a strategic sales role requiring a commercially driven individual capable of influencing project outcomes, developing opportunity strategies and managing complex sales cycles from project identification through to contract award.
What You Will Do
- Develop and manage strategic customer relationships across the Industrial, Automotive, Manufacturing and Logistics & Distribution sectors.
- Identify, qualify, and develop major project opportunities for fire suppression solutions.
- Build relationships with end users, developers, consultants, architects, insurers, project managers, principal contractors, and key project stakeholders.
- Engage with customers and project influencers at the earliest stages of project development to influence fire suppression strategies, project requirements, and specifications.
- Develop account plans and opportunity strategies aligned to the MPG growth strategy.
- Create and maintain a robust pipeline of qualified major project opportunities.
- Lead opportunity qualification activities and facilitate effective bid/no-bid decisions.
- Develop project pursuit plans for strategically important opportunities.
- Manage opportunities throughout the complete sales lifecycle, including concept, design development, budgeting, tendering, negotiation, and contract award.
- Lead customer engagement throughout pre-construction phases, maintaining momentum and positioning Johnson Controls for success.
- Coordinate internal resources across estimating, engineering, project delivery, and operations to maximise opportunity success.
- Present value-driven technical and commercial solutions tailored to customer requirements.
- Negotiate commercial and contractual positions whilst balancing customer requirements and business objectives.
- Support the growth and retention of existing key accounts whilst developing new customer relationships.
- Identify and develop cross-selling opportunities across the wider Johnson Controls portfolio.
- Maintain accurate sales forecasts, opportunity plans and pipeline reporting through CRM and company sales tools.
- Monitor project pipelines, market trends, and competitor activity to identify future growth opportunities.
- Support structured project handover processes, ensuring commercial, contractual, and technical requirements are successfully transferred to operational delivery teams.
How You Will Do It
- Build trusted relationships with key decision-makers and project influencers across target sectors.
- Develop a detailed understanding of customer requirements, procurement routes, and project drivers.
- Apply a disciplined approach to opportunity qualification, pipeline management, and forecasting.
- Manage complex sales cycles and stakeholder engagement strategies over extended project durations.
- Collaborate effectively with sales, estimating, engineering, project delivery, and operational teams.
- Demonstrate sound commercial judgement when evaluating, prioritising, and progressing opportunities.
- Influence project specifications and procurement strategies to position Johnson Controls for success.
- Represent Johnson Controls professionally and positively in all customer interactions.
- Promote a culture of safety, integrity, accountability, and customer focus.
What We Offer
- Competitive salary, company vehicle/car allowance, and commission scheme.
- Generous holiday entitlement and company sick pay.
- Comprehensive benefits package including pension, life assurance, employee assistance programme, employee referral programme, cycle-to-work scheme, and employee discounts.
- Extensive product, technical and commercial training.
- Structured onboarding programme tailored to the Major Projects Group and target sectors.
- Ongoing coaching and mentoring from experienced Major Projects sales, engineering, and operational leaders.
- Access to specialist training across sprinkler, gaseous suppression, water mist, foam and fire detection solutions.
- Support in developing expertise within Industrial, Manufacturing and Logistics & Distribution markets.
- Opportunities to broaden commercial, contractual, and major project management knowledge.
- Supportive and collaborative working environment.
- Career development opportunities across Johnson Controls.
- Commitment to health, safety, and wellbeing through our Zero Harm culture.
- Company vehicle and IT equipment provided.
Essential
- Proven experience in sales, account management or business development within the fire protection, sprinkler, building services, M&E, construction, industrial or related sectors.
- Demonstrable experience developing and managing complex sales opportunities.
- Experience working within major project or capital project environments.
- Experience managing long sales cycles and multiple stakeholder relationships.
- Demonstrable ability to identify, qualify and develop opportunities from early concept stage through to contract award.
- Strong commercial awareness with the ability to identify, assess and develop profitable opportunities.
- Excellent communication, presentation, influencing, and negotiation skills.
- Strong organisational skills with a disciplined approach to pipeline, opportunity, and account management.
- Demonstrated ability to influence project outcomes through relationship development, commercial awareness, technical understanding, and effective stakeholder management.
- Strong knowledge and experience of automatic sprinkler systems and their application within industrial, manufacturing, and logistics environments.
- Working understanding of gaseous suppression, water mist, foam systems, or other specialist fire suppression technologies.
- Ability to discuss fire protection solutions confidently with customers, consultants, contractors, and project stakeholders.
- Demonstrates a growth mindset and willingness to continuously develop technical, commercial and sector expertise.
Desirable
- Experience within Industrial Manufacturing, Automotive, Logistics & Distribution, Warehousing, Automated Storage & Retrieval Systems (ASRS) or large-scale industrial facilities.
- Experience working on major construction projects and capital investment programmes.
- Technical, estimating, engineering or project management background.
- Understanding of major project procurement routes and contracting arrangements.
- Experience working with consultants, developers, principal contractors, and end users.
- Understanding of FM Global and insurer-driven fire protection requirements.
- Existing network of relationships within Industrial, Manufacturing or Logistics sectors.
- Experience selling integrated fire protection solutions including suppression, detection, and special hazards systems.
Success Measures
- Achievement of order intake, revenue, and gross margin objectives.
- Creation and maintenance of a healthy qualified major projects pipeline.
- Growth and retention of strategic customer accounts.
- Creation and conversion of opportunities aligned to the MPG growth strategy.
- Improvement in opportunity conversion rates and sales quality.
- Increased market share within Industrial, Manufacturing and Logistics & Distribution sectors.
- Successful development of opportunities from concept and specification stage through to contract award.
- Effective project handover and transition to delivery teams.
- Expansion of customer relationships and influence across target markets.
- Achievement of pipeline creation, forecasting accuracy and strategic account growth targets.
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