- Salary
- $112k – $168k
- Location
- JCI HQ Glendale, United States of America
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Source
- Workday
Description
Build your best future with the Johnson Controls team
As a global leader in smart, healthy and sustainable buildings, our mission is to reimagine the performance of buildings to serve people, places and the planet. Join a winning team that enables you to build your best future! Our teams are uniquely positioned to support a multitude of industries across the globe. You will have the opportunity to develop yourself through meaningful work projects and learning opportunities. We strive to provide our employees with an experience, focused on supporting their physical, financial, and emotional wellbeing. Become a member of the Johnson Controls family and thrive in an empowering company culture where your voice and ideas will be heard – your next great opportunity is just a few clicks away!
What we offer
Competitive salary
Paid vacation/holidays/sicktime- 15 days of vacation first year
Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
Encouraging and collaborative team environment
Dedication to safety through our Zero Harm policy
Check us out!: A Day in a Life at Johnson Controls | Sales Roles
What you will do
As the Manager – Sales Incentives Planning & Quotas, you will own the design, documentation, and continuous improvement of global playbooks, tools, and governance frameworks that enable regions to execute quota-setting processes effectively and to apply sales incentive standards in close partnership with the Total Rewards / Sales Compensation team. This role does not execute incentive or quota plans, nor does it own the sales incentive planning (SIP) process. Instead, it serves as a global enabler and advisor—collaborating with the Compensation team on incentive-related standards, while owning quota playbooks, methodologies, and tools that regions use to plan and execute with quality and consistency.
The role focuses on building scalable, repeatable processes and helping regions translate global commercial intent into consistent local action
How you will do it
Sales Incentive Planning (SIP) Playbooks & Standards
Collaborate with Total rewards to design, document, and maintain global sales incentive planning playbooks, standards, and guardrails.
Prepare guidance, scenarios, and recommendation frameworks to support regional and global SIP governance discussions
Quota Planning Methodologies & Guidance
Own global quota-setting methodologies, allocation frameworks, and playbooks aligned to growth strategy, role design, territory models, and capacity assumptions.
Define standard approaches, assumptions, and guardrails for quota allocation across roles, segments, and geographies.
Develop validation logic, risk indicators, and quality thresholds to assess quota coverage, fairness, and achievability.
Provide regions with analytical models, tools, and structured guidance to support quota planning decisions.
Tools, Analytics & Insight Enablement
Build and curate standardized quota planning tools (e.g., quota models, allocation templates, scenario planning tools) for regional use.
Partner with Analytics, Sales Operations, and Total Rewards to align inputs and outputs across quota and incentive planning.
Define core metrics, diagnostics, and review materials to assess quota health, distribution, and outcomes.
Translate complex analyses into clear insights and implications for regional leaders and governance forums.
Regional Enablement & Adoption
Act as the global subject matter expert for quota planning processes, standards, and planning timelines.
Enable regions through playbooks, training, documentation, and hands-on guidance to ensure consistent application of quota methodologies.
Collaborate closely with the Total Rewards / Sales Compensation team to align quota guidance with incentive plan mechanics.
Identify recurring challenges or gaps in regional quota execution and evolve tools and guidance accordingly.
What we look for
Required
Experience in sales effectiveness, sales operations, quota planning, or commercial planning.
Strong understanding of quota allocation and capacity planning principles; working knowledge of sales incentives.
Demonstrated ability to build playbooks, tools, and scalable planning frameworks.
Strong analytical and conceptual skills with the ability to simplify complex planning topics.
Proven ability to influence without direct authority and work across global regions.
Excellent written and verbal communication skills; comfortable creating executive-ready guidance.
HIRING SALARY RANGE: $112,000 to $168,000 (Salary to be determined by the education, experience,
knowledge, skills, and abilities of the applicant, internal equity, and alignment with market
data.) This role offers a competitive Bonus plan that will take into account individual, group,
and corporate performance. This position includes a competitive benefits package. The
posted salary range reflects the target compensation for this role. However, we recognize
that exceptional candidates may bring unique skills and experiences that exceed the typical
profile. If you believe your background warrants consideration beyond the stated range, we
encourage you to apply. To support an efficient and fair hiring process, we may use
technology assisted tools, including artificial intelligence (AI), to help identify and evaluate
candidates. All hiring decisions are ultimately made by human reviewers. For details, please
visit the About Us tab on the Johnson Controls Careers site at
https://jobs.johnsoncontrols.com/about-us
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.