Business Development Manager - HVAC Projects

jci; Sydney; On-site; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Autonomy to build strategy

Market-leading HVAC tech

Support from engineering teams

Exposure to large projects

Career progression

Collaborative culture

Job summary

Johnson Controls is seeking an experienced Business Development Manager to drive HVAC retrofit and asset modernisation opportunities in Sydney. You will build and manage a robust pipeline, identify client challenges, and develop tailored mechanical upgrade solutions while collaborating with engineering, estimating, and operations teams to deliver value-driven outcomes.

You will lead the full sales lifecycle from prospecting to proposal, negotiation, and project handover, building trusted

Qualifications

• 5+ years of experience in the HVAC industry, spanning projects, service, operations, engineering, or project delivery.
• Proven success in business development, account growth, or project sales.
• Strong relationship-building and stakeholder engagement skills.

Responsibilities

• Build and manage a robust pipeline of HVAC retrofit and asset modernisation opportunities in Sydney.
• Develop tailored mechanical upgrade solutions aligned with clients' objectives.
• Lead full sales lifecycle from prospecting to proposal, negotiation, and handover.
• Present compelling business cases to executives and influence tender outcomes.

Skills

HVAC experience

Relationship building

Negotiation

Sales lifecycle

Financial acumen

Stakeholder management

Tools

Salesforce

Job description

Shape the Future of Sustainable Buildings with Johnson Controls

At Johnson Controls (JCI), we're reimagining how buildings perform. As a global leader in smart, healthy and sustainable building solutions, we help customers reduce energy consumption, improve occupant experiences, strengthen security, enhance operational resilience, and accelerate their decarbonisation goals.

For more than 140 years, Johnson Controls has delivered industry-leading innovation across critical sectors including commercial real estate, data centres, healthcare, pharmaceuticals, advanced manufacturing, education, and essential infrastructure. Today, our world-class technology portfolio, digital capabilities, and service expertise are helping customers create the buildings of the future.

The Opportunity

We are looking for an experienced Business Development Manager to drive growth within our HVAC Retrofit Projects business in Sydney.

This is a strategic, client-facing role focused on identifying, developing, and securing major mechanical plant upgrade and asset modernisation opportunities across the built environment. You'll work closely with building owners, property managers, consultants, contractors, and internal technical teams to deliver high-value retrofit solutions that improve building performance, energy efficiency, reliability, and sustainability.

If you have strong HVAC industry credibility, enjoy building relationships, and thrive on developing opportunities from prospecting through to project award, this is an opportunity to join a global market leader and make a tangible impact.

What You'll Be Responsible For

• Building and managing a strong pipeline of HVAC retrofit and asset modernisation opportunities across the Sydney market.
• Identifying customer challenges and developing tailored mechanical upgrade solutions that align with operational, financial, sustainability, and tenant objectives.
• Leveraging your industry network to uncover new project opportunities and expand Johnson Controls' market presence.
• Managing the full sales lifecycle, from prospecting and qualification through to proposal development, negotiation, contract award, and project handover.
• Developing trusted relationships with key stakeholders including building owners, facility managers, consultants, asset managers, and contractors.
• Collaborating with engineering, estimating, and operations teams to deliver compelling customer solutions.
• Preparing and presenting business cases, proposals, and executive-level presentations.
• Influencing project specifications and tender outcomes to position Johnson Controls solutions favourably.
• Achieving and exceeding secured sales revenue and gross margin targets.
• Providing market intelligence and insights to support strategic growth initiatives.

Why Join Johnson Controls?

This is more than a sales role. It's an opportunity to become part of a globally recognised organisation at the forefront of building technology and sustainability.

You'll benefit from:

• Autonomy and flexibility to build your own market strategy.
• Access to market-leading HVAC technologies and solutions.
• Strong support from experienced engineering, operations, and service teams.
• Exposure to some of Australia's most significant building upgrade projects.
• Long-term career progression opportunities within a global organisation.
• A collaborative and high-performing culture focused on customer success and innovation.

About You

We're open to speaking with either an experienced technical sales professional or a technically strong HVAC professional looking to transition into a business development role.

To be successful, you'll ideally have:

• 5+ years of experience within the HVAC industry, ideally across projects, service, operations, engineering, or project delivery.
• A strong understanding of mechanical plant upgrades, asset lifecycle planning, and retrofit solutions.
• Demonstrated success in business development, account growth, or project sales.
• Exceptional relationship-building and stakeholder engagement skills.Strong commercial and financial acumen with the ability to develop customer-focused business cases.
• Experience managing a sales pipeline and CRM systems (Salesforce experience highly regarded).
• A proactive, self-driven approach with a genuine hunter mentality.
• An established network across the Sydney building services, facilities management, consulting, contracting, or property sectors.
• Excellent communication, presentation, and negotiation skills.

Ready to Drive the Next Generation of Building Performance?

Join a business that's helping customers achieve smarter, more sustainable outcomes while building a rewarding career with one of the most respected names in the industry.

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