Business Development Manager – Applied (HVAC/Chillers)

Johnson Controls; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Job summary

Johnson Controls is seeking a Business Development Manager to drive growth for the Applied business in Australia. This strategic sales role focuses on securing new opportunities and expanding relationships with key stakeholders. The position can be based in either Sydney or Melbourne, offering flexibility for the right candidate.

You’ll work with autonomy and have the chance to build networks, drive solution selling, and influence commercial outcomes in a dynamic market.

Qualifications

• 5–10 years of sales experience, preferably in Applied Business.
• Proven track record in developing customer relationships.
• Strong knowledge of Johnson Controls offerings & capabilities.
• Excellent communication and networking skills.

Responsibilities

• Develops short- and long-range sales plans to reach targets for the Applied Business in their Territory.
• Calls on target organisations to identify profitable sales opportunities and submits proposals.
• Influences tender requests to include Johnson Controls products and solutions.
• Delivers business plans achieving sales volume and gross margin vs Plan.
• Provides market information and recommends plans to maximize future business in line with growth strategy.

Skills

Hunter mindset

Relationship building

Strategic selling

Stakeholder management

Sales leadership

Forecasting

Networking

Industry knowledge

Tools

SFDC

Job description

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.

About the Company:

Johnson Controls is the global leader for smart, healthy and sustainable buildings. 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.

About the Role:

We are seeking a Business Development Manager to drive growth for our Applied business. This is a strategic sales role focused on securing new opportunities and expanding relationships with key stakeholders.

This position can be based in either Sydney or Melbourne , offering flexibility for the right candidate.

You’ll have autonomy, flexibility, and the chance to work with some of the best minds in the industry. If you’re a self-starter with a passion for solution selling and building strong networks, this is your opportunity to make an impact.

What You’ll Do:

• Develops short- and long-range sales plans and prepares sales strategies and submissions to reach nominated targets for the Applied Business in their respective Territory
• Calling on target organisations to identify profitable sales opportunities. Managing the preparation and submission of sales proposals in line with Johnson Controls corporate policies and processes
• Influences tender requests to include Johnson Controls specified Applied Products and Systems/Solutions
• Delivers assigned business plans achieving secured sales volume ($) and gross margin ($) vs Plan
• Provides information to management regarding the Applied industry and recommends plans to maximise future business in line with the Applied growth strategy
• Represents Johnson Controls in the marketplace by observing the highest standards of professionalism, integrity and demeanor
• 100% compliance with the Johnson Controls Ethics Policy and Safety Policy
• Fosters strong relationships with all Customers and provides sales and technical support to Contractors, Consultants and End-Users in order to maximize solution sales and customer satisfaction
• Leads the engagement of existing and potential Customers and Stakeholders (Owners, Consultants, Contractors and Government Bodies) to win new business, and grow existing customer accounts
• Ensures accurate and timely submission of quotations, forecasts for secured and revenue on Sales & Collections and Reports Expenses in accordance with Company Policy
• Generates forecast for sales secured, delivery, collection, sales backlog, inventory management and any other sales related issues at all times
• Compliance with Johnson Controls’ Policies and Procedures at all times

Why Johnson Controls?

Being a Global company, you will work with some of the best people in the industry. This role will offer you autonomy and flexibility to make it your own and provide a pathway for a long-term career JCI career.

What We’re Looking For:

• Requires hunting skills / mindset, a self-starter
• More than 5 - 10 years working experience in sales, ideally Applied Business
• Experience in developing successful relationships with customers
• Requires sales skills to identify customer needs and priorities to be addressed
• Possessing / ability to develop a strong knowledge of JCI offerings & capabilities
• Demonstrate financial and business acumen with strong skills in customer relationship building and management
• Solution selling mindset, knowledge and familiarity with digital service offerings
• Strong pipeline management, experience in using SFDC
• Proven track record in delivering the strong results with strong accountability and say/do
• Excellent communication & interpersonal skills, both internally and dealing with external customers and stakeholders
• Excellent networking skills, business minded, change orientated and pro-active
• Has a strong established network in the local market