Manager, Business Development

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.  

What we offer:  

• Competitive salary 

• Paid   vacation/holidays/sick   time 

• Comprehensive benefits package including 401K, medical, dental, and vision care 

• On the job/cross training opportunities 

• Encouraging and collaborative team environment 

• Dedication to safety through our Zero Harm policy 

The Manager, Business   Development Representatives (M B DR) leads a team responsible for converting marketing demand and outbound prospecting into qualified sales   pipeline . This role sits at the intersection of Marketing and Sales, driving performance across lead conversion, appointment setting, and early-stage pipeline creation. The manager is accountable for team productivity, KPI attainment, and continuous optimization of outreach strategies to maximize marketing ROI and revenue impact.  

Key Responsibilities  

Team Leadership & Performance Management  

• Hire, onboard, and develop a high-performing M B DR team  

• Set clear activity, conversion, and pipeline targets  

• Coach reps on cold calling, objection handling, and qualification  

• Conduct   monthly  1:1s, call reviews, and performance management  

• Partner with Field Marketing leader [s]  on upcoming events to support pre/post event  

• Partner with   Inside and   Front line   sales for smooth lead to opportunity transition  

Pipeline & Conversion Accountability  

• Own MQL → SAL conversion performance  

• Ensure consistent delivery of qualified meetings and pipeline contribution  

• Monitor funnel metrics (lead response time, connect rates, meeting quality) 

• Enforce SLAs for inbound follow-up and outbound execution  

Operational Excellence & Process Discipline  

• Establish and   optimize   outreach cadences and call frameworks  

• Ensure Salesforce hygiene (activity tracking, lead status, attribution) 

• Standardize   qualification criteria and handoff processes  

• Drive consistency across regions/campaigns  

Marketing & Sales Alignment  

• Partner with Marketing on campaign execution, lead quality, and targeting  

• Align with Sales leadership on meeting expectations and feedback loops  

• Translate   campaign strategy into M B DR execution plans  

Data, Reporting & Optimization  

• Analyze performance data to   identify   gaps and improvement opportunities  

• Report on activity, conversion, and pipeline metrics to leadership  

• Optimize   scripts, messaging, and targeting based on insights  

• Contribute to ROI and attribution tracking (campaign → pipeline) 

Required Qualifications  

• Bachelor’s degree or equivalent experience  

• 5+ years in SDR/ B DR/inside sales or demand generation roles  

• 2+ years of people management experience  

• Proven   track record   of hitting   pipeline   or meeting generation targets  

• Strong understanding of CRM systems (Salesforce preferred) 

Preferred Qualifications  

• Experience in a marketing-led demand generation  

• Familiarity with tools like 6sense, ZoomInfo  

• Experience managing inbound + outbound hybrid teams  

• Data-driven mindset with experience using funnel metrics  

Core Competencies  

• Sales Coaching & Talent Development  

• Pipeline & Funnel Management  

• Cross-Functional Leadership  

• Data-Driven Decision Making  

• Execution Discipline & Accountability  

HIRING SALARY RANGE : $90,000-100,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data.) 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. This position includes a competitive benefits package. For details, please visit the About Us tab on the Johnson Controls Careers site at

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 .