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
Manager, Business Development
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