Business Development Manager – Applied (HVAC/Chillers)

Johnson Controls, Inc.; Sydney; Hybrid; AUD 100,000 - 140,000; Full time

Job summary

Johnson Controls seeks an experienced Business Development Manager to drive growth in the Applied Solutions business from Sydney or Melbourne. You will identify and secure new opportunities, build relationships with key stakeholders, and influence project specifications across critical industries.

You will lead proposals, manage the sales cycle, and forecast opportunities in SFDC, delivering sustainable growth and customer value.

Qualifications

• Proven business development and hunting mindset with ability to identify and convert new opportunities.
• 5–10+ years of sales experience in applied HVAC/building solutions or related industries.
• Demonstrated success in developing and maintaining strong customer relationships.
• Strong consultative and solution-selling capabilities.
• Commercial acumen with understanding of financial drivers and business outcomes.
• Knowledge of digital service offerings and emerging technologies in building solutions.
• Experience managing pipelines, forecasting, and CRM systems (Salesforce SFDC).

Responsibilities

• Develop and execute short and long-term sales strategies to achieve growth targets within the Applied Solutions business.
• Identify, pursue, and secure profitable new business opportunities across your territory.
• Build strong relationships with key stakeholders, including consultants, contractors, end users, owners, government agencies, and developers.
• Influence project specifications to include Johnson Controls Applied products, systems, and solutions.
• Lead the preparation and submission of compelling sales proposals, tenders, and commercial submissions in accordance with company policies and processes.
• Deliver secured sales, revenue, and gross margin targets aligned with business objectives.
• Provide market intelligence, industry insights, and strategic recommendations to support future growth initiatives.
• Maintain a robust sales pipeline and accurate forecasting through Salesforce (SFDC).
• Collaborate with internal teams to deliver exceptional customer outcomes and maximise customer satisfaction.
• Represent Johnson Controls with the highest standards of professionalism, integrity, and customer focus.
• Ensure compliance with all Johnson Controls policies, including Ethics, Safety, and Corporate Governance requirements.
• Monitor and report sales performance, collections, backlog, inventory management, and related commercial metrics.

Skills

Business development

Sales

Relationship building

Consultative selling

Forecasting

CRM

Pipeline management

Communication

Networking

Industry network

Tools

Salesforce SFDC

Job description

At Johnson Controls (NYSE: JCI), we're transforming the environments where people live, work, learn, and thrive. As a global leader in smart, healthy, and sustainable buildings, we help customers optimize energy use, reduce carbon emissions, and enhance operational performance across some of the world's most critical industries, including data centers, healthcare, pharmaceuticals, advanced manufacturing, and higher education.

With more than 140 years of innovation and industry leadership, Johnson Controls combines cutting-edge technology, lifecycle services, and a world-class field organization to deliver solutions that drive efficiency, resilience, and long-term value for our customers.

About the Role

We are seeking an experienced Business Development Manager to drive growth within our Applied Solutions business. This strategic, customer-facing role focuses on identifying and securing new business opportunities while strengthening relationships with key stakeholders across the industry.

Based in either Sydney or Melbourne, you'll play a critical role in expanding our market presence, influencing project specifications, and delivering sustainable growth. This is an excellent opportunity for a proactive sales professional who thrives on building relationships, creating opportunities, and delivering innovative solutions that solve complex customer challenges.

At Johnson Controls, you'll enjoy the autonomy and flexibility to shape your success while working alongside some of the industry's most respected professionals.

Key Responsibilities

• Develop and execute short and long-term sales strategies to achieve growth targets within the Applied Solutions business.
• Identify, pursue, and secure profitable new business opportunities across your territory.
• Build strong relationships with key stakeholders, including consultants, contractors, end users, owners, government agencies, and developers.
• Influence project specifications to include Johnson Controls Applied products, systems, and solutions.
• Lead the preparation and submission of compelling sales proposals, tenders, and commercial submissions in accordance with company policies and processes.
• Deliver secured sales, revenue, and gross margin targets aligned with business objectives.
• Provide market intelligence, industry insights, and strategic recommendations to support future growth initiatives.
• Maintain a robust sales pipeline and accurate forecasting through Salesforce (SFDC).
• Collaborate with internal teams to deliver exceptional customer outcomes and maximise customer satisfaction.
• Represent Johnson Controls with the highest standards of professionalism, integrity, and customer focus.
• Ensure compliance with all Johnson Controls policies, including Ethics, Safety, and Corporate Governance requirements.
• Monitor and report sales performance, collections, backlog, inventory management, and related commercial metrics.

What You'll Bring

• Proven business development and hunting mindset with the ability to identify and convert new opportunities.
• 5-10+ years of sales experience, ideally within the Applied HVAC, building solutions, or related industries.
• Demonstrated success in developing and maintaining strong customer relationships.
• Strong consultative and solution-selling capabilities, with the ability to uncover customer needs and deliver value-based solutions.
• Commercial acumen with a solid understanding of financial drivers and business outcomes.
• Knowledge of digital service offerings and emerging technologies within the building solutions industry.
• Experience managing pipelines, forecasting, and CRM systems, preferably Salesforce (SFDC).
• Consistent track record of achieving or exceeding sales targets.
• Excellent communication, influencing, and stakeholder management skills.
• Strong networking capabilities with an established industry network in the local market.
• Self-motivated, proactive, and adaptable, with a high level of accountability and execution focus.

Why Join Johnson Controls?

• Be part of a global industry leader shaping the future of smart and sustainable buildings.
• Work on high-profile projects across critical industries and infrastructure sectors.
• Enjoy the autonomy and flexibility to make a meaningful impact.
• Access world-class products, technology, and industry expertise.
• Collaborate with talented professionals across a global network.
• Build a rewarding long-term career with opportunities for growth and development within Johnson Controls.