Sales Executive - Marine Automation

Job Description

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.

The role focuses on expanding the adoption digital portfolio (OpenBlue Platform, Metasys) and associated PLC, responding to increasing customer demand for connected, cyber‑secure, and data‑driven automation systems.

While the primary focus of the role is on new build projects, the position may also occasionally support retrofit opportunities where digital automation solutions enable modernization, performance optimization, or lifecycle extensions of existing assets.

What You Will Do

As a Sales Executive – Marine Automation, you will serve as a consultative seller at the forefront of client engagement, overseeing a portfolio of large and strategically significant accounts. This position primarily involves interaction with Director-level, executive, and senior technical stakeholders, delivering solutions collaboratively with cross-functional internal teams.

Additionally, you will represent Johnson Controls to both existing and prospective customers. The role requires comprehensive responsibility for market analysis and generation of customer insights across the Marine, Offshore, and Naval sectors. You will be expected to collect, organize, and convert market feedback into actionable recommendations, contributing to the continuous enhancement of current solutions and the development of innovative offerings that address evolving customer requirements and industry trends.

How You Will Do It

• Own and develop a portfolio of Marine, Offshore, and Naval accounts, acting as the primary commercial lead for Marine Automation and Digital Solutions.
• Drive growth of JCI digital solutions by positioning their value in terms of operational efficiency, lifecycle optimization, sustainability, cybersecurity, and regulatory compliance.
• Execute consultative, value based selling, influencing senior decision makers at shipyard, owner, EPC, system integrator, and naval authority level.
• Lead complex opportunity qualification, deal strategy, and value engineering in collaboration with:
• Marine Automation Engineering
• Digital Solutions Specialists
• Product Management
• Project Management and Execution teams
• Engage early in project development phases to support specification, system architecture definition, and design influence.
• Support selected retrofit opportunities, where digital automation solutions enable modernization, optimization, or integration with existing systems.
• Analyze market trends, customer requirements, competitive landscape, and technology evolution, providing structured feedback to Product Management, Digital Solutions, and R&D teams to:
• Enhance and evolve existing automation solutions;
• Contribute to the design and development of new digital products, functionalities, or architectures addressing emerging market demands.
• Responsible for the delivery of assigned sales target/quota, maintaining accurate forecasts, pipelines, and opportunity governance through CRM tools.
• Represent Johnson Controls at executive meetings, technical workshops, project kick offs, and Marine / Offshore / Naval industry events.
• Ensure full compliance with marine classification rules, naval standards, cybersecurity frameworks, and internal governance processes.

Sales Scope & Coverage

• Sales Model: Frontline / Enterprise / Strategic Accounts
• Account Profile: Strategic accounts, high‑value customers
• Solution Complexity: High – digital, integrated, and bespoke automation systems
• Market Segments: Marine, Offshore, and Naval
• Project Scope: Primary focus: New Build
• Project Scope: Occasional scope: Strategic Retrofit / Digital Upgrade projects
• Coverage Model: Vertically aligned Marine Automation role or broader geographic remit, with elevated quota responsibility

What We Look For

We are seeking a self-motivated professional who excels both as an individual and within a team. You should possess:

• Minimum 6 years of experience in B2B solution sales, preferably within marine or offshore automation
• Proven track record selling complex, high‑value, integrated solutions with long sales cycles.
• Strong consultative selling capability, with ability to engage confidently at Director, executive, and senior technical level.
• Experience managing large accounts, strategic stakeholders, and multi‑disciplinary internal deal teams.
• Solid technical understanding of automation systems, controls, digital platforms, and data‑enabled solutions.
• University degree, or equivalent combination of education and relevant professional experience.
• Fluency in English, written and spoken.
• Willingness to travel internationally in line with strategic account and project activities.
• Strong proficiency in CRM systems (Salesforce preferred).

Location

You will be based in our Italian office in Milan. This position requires proximity to our customer base, enabling frequent visits to clients throughout Europe and potentially other global destinations. Travel is expected to be around 40-50 days annually, which may include trips within Europe or to the Americas.

Our Benefits

Joining our team means becoming part of a leading global multi-industrial corporation that offers a stimulating and dynamic work environment. You will enjoy significant personal freedom, professional responsibility, and the opportunity to make a real impact.

We Offer

• The initial basic salary for this position is in the range of €47.800 – €71.800 per year. In addition to base pay, this role participates in a sales incentive plan which can significantly increase your overall earnings. The final package will reflect your experience, skills, and qualifications relevant to the role.

The overall compensation package may include 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

At Johnson Controls, we are shaping the future to create a world that is safe, comfortable, and sustainable. Our global team creates innovative, integrated solutions to make cities more connected, buildings more intelligent and vehicles more efficient. We are passionate about improving the way the world lives, works, and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

Johnson Controls is an equal employment opportunity and affirmative action employer, and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law.