Marketing Business Development Representative

Build your best future with the Johnson Controls team  

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. 

Job Profile Summary  

The Marketing Business Development Representative (MBDR) is responsible for converting marketing-driven demand and outbound prospecting efforts into qualified sales meetings. This role bridges Marketing and Sales by engaging prospects through cold calling and campaign follow-up, validating interest, and scheduling high-quality appointments that drive pipeline creation. 

Key Responsibilities  

Outbound Prospecting  

• Execute high-volume outbound calling (50–100+ dials/day) across target accounts 

• Follow structured outreach cadences across phone, email, and voicemail 

• Engage decision-makers and introduce relevant solutions 

• Partner with regional marketer[s] on event pre-calls and post-event “qualification” 

Marketing Lead Conversion  

• Rapidly follow up on inbound and campaign-generated leads 

• Leverage intent signals, campaign context, and messaging to personalize outreach 

• Convert Marketing Qualified Leads (MQLs) into Sales Working Leads (SWLs)

Appointment Setting  

• Conduct high-level qualification (need, role, timing, fit) 

• Ensure strong handoff to inside or frontline sales with documented context 

Pipeline Development  

• Build a pipeline of new customers 

• Nurture prospects through persistent, multi-touch follow-up 

• Support campaign performance and pipeline conversion goals 

CRM & Data Discipline  

• Log all activity and outcomes in Salesforce 

• Maintain accurate lead/contact data and status updates through handoff 

• Track performance against defined KPIs and SLAs 

Cross-Functional Collaboration  

• Partner with Marketing on lead quality and campaign feedback 

• Align with Sales on target accounts and meeting expectations 

Required Qualifications  

• High school diploma or equivalent (Bachelor’s preferred) 

• 0–3+ years in sales, customer service, call center, or similar role 

• Strong verbal communication and phone presence 

• Ability to work in a disciplined, high-activity, metrics-driven environment and maintain a high level of organization 

• IT and data management knowledge

Preferred Qualifications  

• Experience in cold calling, SDR, MDR, or inside sales roles 

• Familiarity with Salesforce or similar CRM 

• Exposure to B2B sales and marketing environments 

Core Competencies  

• Cold Calling & Objection Handling 

• Communication & Persuasion 

• Time Management & Execution Discipline 

• Resilience & Coachability 

• Basic Sales Qualification 

HIRING HOURLY RANGE: $21.00-28.00 (Hourly rate to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) 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