HVAC Lifecycle Solutions Leader Europe

This job advertisement is addressed to all female and male candidates who meet requirements, without any discrimination based on sex, gender, sexual orientation, nationality or ethnic origin, religious belief, disability, and/or any other personal or social condition.

What you will do 

The Life Cycle Solutions Leader for HVAC Europe is a strategic commercial and portfolio leadership role responsible for driving lifecycle and systems growth across the Industrial Refrigeration business.

This role will act as a critical connector across sales, product management, service, and operations—ensuring that lifecycle solutions are embedded in the systems sales motion, enhancing customer value, improving win rates, and expanding long-term service revenue streams.

The Leader will partner closely with both direct and indirect sales organizations, with primary focus on systems sales while supporting service sellers where required. The role will be Europe-focused, with additional support to MEA as needed.

This position requires strong commercial acumen, strategic thinking, and the ability to influence across a complex, matrixed organization to drive profitable growth and portfolio performance.

How you will do it

Market & Opportunity Development

• Partner with regional Field teams to capture, size, and prioritize market opportunities, aligning with installed base potential and strategic growth segments
• Identify expansion opportunities for lifecycle and systems solutions, improving market penetration and competitive positioning

Portfolio Performance Management

• Own and actively manage portfolio performance across Europe, including:
  • Product performance
  • Win rate trends
  • Margin development
  • Competitive positioning
• Drive corrective actions and continuous improvement for underperforming areas

Portfolio Strategy & Development (NPI)

• Lead New Product Introduction (NPI) strategy for lifecycle and systems portfolio
• Identify portfolio gaps and define requirements in partnership with Global Product Strategy (GPS)
• Develop robust, data-driven business cases aligned with market needs and growth priorities

Pricing & Commercial Optimization

• Drive pricing strategy and commercial discipline across the region
• Leverage competitive intelligence, deal post-mortems, and segmentation insights
• Improve win rates while protecting margin beyond tactical discounting

Sales Enablement & Capability Building

• Collaborate with L&D and GPS to strengthen commercial and technical capabilities
• Ensure sales teams are equipped with lifecycle, systems, and value-selling knowledge
• Support capability uplift toward consultative, solution-based selling

Strategic Deal Support

• Act as a strategic partner to sales teams on must-win and complex deals
• Support solution positioning, value proposition development, and commercial strategy
• Collaborate with factory and product teams to improve conversion rates and productivity

Demand Planning & Operations Alignment

• Partner with S&OP to provide accurate demand planning inputs
• Improve forecast accuracy and alignment with factory production
• Support reduction of lead times and enhancement of customer responsiveness

Performance Governance

• Drive KPI governance across pipeline, forecast, win rates, and revenue performance
• Establish and lead structured review cadence (e.g., Bowler updates)
• Ensure transparency, accountability, and fact-based decision-making

Go-to-Market & Launch Execution

• Support and execute regional product and lifecycle solution launches (e.g., OpenBlue / Smart Ready)
• Collaborate cross-functionally to ensure effective go-to-market execution and adoption

Lifecycle Integration & Service Growth

• Partner with Service Growth and Global LCS teams to embed lifecycle and digital solutions into the portfolio
• Align systems sales strategy with long-term service revenue growth objectives
• Strengthen connection between systems, installed base expansion, and lifecycle monetization

What we look for

Required

• Bachelor’s degree in Engineering, Business, or related field
• Significant experience in Industrial Refrigeration or adjacent technical industry
• Proven track record in commercial leadership, product/portfolio management, or solution sales
• Strong understanding of systems sales and lifecycle service business models
• Demonstrated ability to drive performance across multi-country, matrix organizations
• Strong analytical and financial acumen (pricing, margin, business case development)
• Excellent stakeholder management and influencing skills at senior leadership level

Preferred

• Experience working across both direct and indirect sales channels
• Exposure to digital solutions (e.g., IoT, connected services, OpenBlue-type platforms)
• Experience in product strategy, NPI, or portfolio lifecycle management
• MBA or equivalent advanced degree

Leadership Capabilities:

• Driving Execution and Results
• Establishing Strategic Clarity
• Business Savvy & Financial Acumen
• Customer Focus
• Cultivating Networks and Partnerships
• Leading Change
• Driving Buy-In
• Creating Growth Platforms

Our benefits

We offer an exciting and challenging position with great personal freedom and professional responsibility. Joining us, you will become part of a leading global multi-industrial corporation defined by its stimulating work environment and job satisfaction. In addition, we offer outstanding career development opportunities, which will stretch your abilities and channel your talents.

If you are interested to learn more about this exciting opportunity then please apply directly to the role through the web page.

We offer:

The initial basic salary for this position will be in the range of €67,800.00 – €101,900.00 per month/year. The final package will reflect your experience, skills, and qualifications relevant to the role. The overall compensation package may include variable components and additional company benefits, which will be discussed during the selection process.

We are committed to fair, equitable, and gender-neutral pay practices.

The applicable collective agreement: Contratto Collettivo Nazionale di Lavoro Industria Metalmeccanica e della Installazione di Impianti. 

• Flexible working hours
• Agile working
• Meal vouchers of €8
• Company welfare package

Who we are:
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.