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About the Role
Johnson Controls is seeking an experienced Business Development Manager to drive growth within their HVAC Retrofit Projects business in Sydney. This client-facing role focuses on identifying, developing, and securing major mechanical plant upgrade and asset modernization opportunities, working with building owners, property managers, consultants, contractors, and internal teams to deliver high-value retrofit solutions.
Responsibilities
- Build and manage a strong pipeline of HVAC retrofit and asset modernization opportunities across the Sydney market.
- Identify customer challenges and develop tailored mechanical upgrade solutions aligned with operational, financial, sustainability, and tenant objectives.
- Leverage industry network to uncover new project opportunities and expand Johnson Controls' market presence.
- Manage the full sales lifecycle, from prospecting and qualification through to proposal development, negotiation, contract award, and project handover.
- Develop trusted relationships with key stakeholders including building owners, facility managers, consultants, asset managers, and contractors.
- Collaborate with engineering, estimating, and operations teams to deliver compelling customer solutions.
- Prepare and present business cases, proposals, and executive-level presentations.
- Influence project specifications and tender outcomes to position Johnson Controls solutions favourably.
- Achieve and exceed secured sales revenue and gross margin targets.
- Provide market intelligence and insights to support strategic growth initiatives.
Requirements
- 5+ years of experience within the HVAC industry, ideally across projects, service, operations, engineering, or project delivery.
- 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.
- 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.
Skills
- HVAC industry credibility
- Relationship building
- Opportunity development
- Sales pipeline management
- CRM systems (Salesforce experience highly regarded)
- Communication
- Presentation
- Negotiation
Location
- Sydney
Work Type
- Full-time
Experience Level
- Experienced
Benefits
- 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 the Company
- Johnson Controls (JCI) is a global leader in smart, healthy and sustainable building solutions, helping 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.
- Johnson Controls' world-class technology portfolio, digital capabilities, and service expertise are helping customers create the buildings of the future.