Business Development Manager

Johnson Controls, Inc.; Rotterdam; Hybrid; EUR 90,000 - 120,000; Full time

Job summary

Johnson Controls, Inc. in the Benelux region seeks a proactive professional to lead early-stage specification work across fire and security solutions. You will engage consultants, planners, engineers and end users to shape winning technical and commercial approaches.

In this hybrid role, you’ll build a qualified pipeline, influence design decisions, and handover opportunities to sales teams. Travel across Benelux is expected, with strong English plus Dutch or French skills valued.

Qualifications

• Experience in specification, project development, consultative business development or complex project sales in fire & security, building technologies, construction products, electrical systems, automation or another technically led B2B environment.
• Experience working with consultants, engineers, designers, contractors or end users on technically led projects.
• Strong technical and commercial credibility, with the confidence to ask detailed questions, challenge assumptions and discuss solution choices professionally.
• A structured approach to opportunity management, follow-up and internal coordination.
• Experience using Salesforce or a similar CRM to manage pipeline, qualification and handover.
• Fluent English and professional proficiency in either Dutch or French.
• Valid driving licence, the right to work in the relevant employing country and the ability to travel regularly across the Benelux region.
• Based within approximately two hours' travel of Amsterdam or Brussels.

Responsibilities

• Develop relationships with project stakeholders and identify early opportunities.
• Understand technical requirements and commercial drivers to shape solutions.
• Collaborate with internal product, engineering and sales teams to develop approaches.
• Influence design and solution choices to create value for Johnson Controls.
• Maintain a structured pipeline with clear ownership and next actions.
• Transfer qualified opportunities to sales teams and support handover when needed.
• Provide market intelligence on competitor activity and trends.
• Support design and specification activity with relevant standards and presentations.
• Maintain opportunity records in Salesforce with qualification criteria and ownership.

Skills

Specification work

Project development

Consultative sales

CRM / Salesforce experience

Pipeline management

English fluency

Dutch or French proficiency

Tools

Salesforce

Job description

Johnson Controls is strengthening how we engage with customers and project influencers before technical and commercial decisions are fixed. This role focuses on early-stage specification work across Benelux, helping position fire and security solutions where they add genuine value.

What you will do

You will build trusted relationships with consultants, planners, engineers, end users, contractors and other project stakeholders, identify opportunities before product or supplier decisions are finalised, and work with internal specialists to shape appropriate solution approaches. The role is designed to create demand, develop qualified pipeline and support a structured handover into the wider sales organisation.

How you will do it

• Develop relationships with consultants, planners, engineers, end users, contractors and other relevant project stakeholders.
• Identify projects and investment plans early, before product or supplier decisions are finalised.
• Understand technical requirements, applicable standards, project constraints and commercial drivers.
• Work with internal product, engineering and sales specialists to develop appropriate solution approaches.
• Influence design, specification and solution choice where Johnson Controls can add real value.
• Build and maintain a structured pipeline of early-stage opportunities with clear next actions and ownership.
• Transfer qualified opportunities effectively to the appropriate sales teams and remain involved where relationships or technical understanding can add value.
• Provide practical market intelligence on competitor activity, customer requirements and emerging project trends.
• Support fire detection design and specification activity, including relevant European and local standards, technical presentations and continuing professional development sessions.
• Maintain opportunity records in Salesforce with agreed qualification criteria, next actions, ownership and handover requirements.
• Work across direct sales, indirect partners, distributors and local country teams with clear ownership for each qualified opportunity.

What we look for

Required

• Experience in specification, project development, consultative business development or complex project sales in fire & security, building technologies, construction products, electrical systems, automation or another technically led B2B environment.
• Experience working with consultants, engineers, designers, contractors or end users on technically led projects.
• Strong technical and commercial credibility, with the confidence to ask detailed questions, challenge assumptions and discuss solution choices professionally.
• A structured approach to opportunity management, follow-up and internal coordination.
• Experience using Salesforce or a similar CRM to manage pipeline, qualification and handover.
• Fluent English and professional proficiency in either Dutch or French.
• Valid driving licence, the right to work in the relevant employing country and the ability to travel regularly across the Benelux region.
• Based within approximately two hours' travel of Amsterdam or Brussels.

Preferred

• Professional proficiency in both Dutch and French.
• German or Luxembourgish language skills.
• Experience in fire detection design, relevant European and local standards, technical presentations or continuing professional development sessions.
• Previous work with direct sales, indirect partners or distributors in the Benelux region.

Why Join Us

This is a role with visible impact across Benelux. You will work at the front end of the sales cycle, collaborate with technical and commercial specialists, and help shape opportunities before procurement begins. The role suits someone who enjoys building credibility, working independently and turning market insight into measurable pipeline growth.

#Hybrid

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