Manager, Business Development

Job Description

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 https://jobs.johnsoncontrols.com/about-us