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 (MBDR) 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 MBDR 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 MBDR 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/BDR/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. Johnson Controls: Enhancing the Intelligence of Buildings Your buildings have a purpose. They are places for people to live or work. Facilities for learning or healing. Venues for entertainment and shopping. Sites for the specialized storage of tangible goods or mission-critical data. Your buildings have a huge variety of functions; they are central to your mission. This is where Johnson Controls comes in, helping drive the outcomes that matter most. Through a full range of systems and digital solutions, we make your buildings smarter. A smarter building is safer, more comfortable, more efficient, and, ultimately, more sustainable. Most important, smarter buildings let you focus more intensely on your unique mission. Better for your people. Better for your bottom line. Better for the planet. At Johnson Controls, we’ve been making buildings smarter since 1885, and our capabilities, depth of innovation experience, and global reach have been growing ever since. Today, we offer the world’s largest portfolio of building products, technologies, software, and services; we put that portfolio to work to transform the environments where people live, work, learn and play.