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, Marketing 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

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.

Learn more about this Employer on their Career Site

Manager, Business Development