Business Development Manager

3 weeks ago

Manila, National Capital Region, Philippines Johnson Controls Full time

What you will do:

As the Business Development Manager, you will be responsible for driving sales growth in the Philippines particularly focused on the lifecycle of HVAC, BMS, and Chillers Systems. The role also entails Basis of Design (HVAC) functions which plays the critical role for shaping HVAC solutions for our most strategic customers. As a member within Sales and Commercial organization, he/she serves as a trusted advisor to customers, providing guidance to sales teams, ensuring synergies across the projects and the highest levels of customer satisfaction.

The role leads both pre and post sales activities, acting as the expert for HVAC solutions and engaging other SMEs across the organization to develop and articulate comprehensive implementation proposals. He / She will then maintain the executive relationships and act as a facilitation point, ensuring tight stakeholder alignment, offering proactive and prescriptive advice resulting in outstanding Customer Success.

How you will do it:

  • Developing comprehensive short- and long-term sales plans while preparing effective sales strategies and submissions.

  • Engaging target organizations to identify and pursue profitable sales opportunities.

  • Managing the preparation and submission of competitive sales proposals.

  • Influencing tender requests to promote Johnson Controls specified Building Systems/Solutions.

  • Achieving secured sales volume ($) and gross margin ($) against assigned business plans.

  • Providing insights to management regarding the building industry while recommending strategies to maximize future business in line with the building growth strategy.

  • Building strong customer relationships and delivering sales and technical support to Contractors, Consultants, and End-Users to enhance solution sales and customer satisfaction.

  • Forecasting sales secured, delivery, collection, sales backlog, inventory management, and addressing any other sales-related issues consistently.

  • Integrate business strategy and develop specific objectives for Business within Philippines. Work with Sales Leader/FLS to define the optimal engagement model for an early engagement and sales opportunity.

  • Lead the development of client relationships with owners, developers, consultants and contractors to improve JCI positioning and ultimately command customer preference.

  • Create a healthy mid-long term pipeline of projects for HVAC solutions through spec-in activities and key accounts/vertical development efforts.

  • Study and analyze competitive environment to prepare monthly updates to Sales Leaders/FLS with information relevant to their markets.

  • Assess, develop and maintain updated market share data with objectives to grow JCI market participation year over year.   

  • Develop client-specific engagement and implementation proposals.

  • Engage and orchestrate with Subject Matter Experts (SMEs) across the organization to develop cross team solution proposals, which may include components of functional and technical scope, integration, and customer experience, and gain consensus on an acceptable proposal across the internal teams.

  • Align closely with sales teams to own pre-sales activities such as scoping, solutioning,

  • Provide Subject Matter Expertise related to the proposed solution and client needs in order to ensure successful conversion.

  • Where appropriate and required for Customer Success, providing direct oversight to the project team during the full lifecycle of the engagement, acting as the point of contact for the customer and sales teams

  • Ensure that engagements conclude with fully satisfied clients that are willing to be references for new potential clients Manage multiple strategic clients simultaneously Proactively mitigate and manage critical escalations and at-risk accounts; communicate effectively and appropriately with internal and external leaders and executives

  • Have high level of knowledge of relevant technologies, emerging business/ industry trends, competitive technical direction and product direction. May have depth of knowledge/SME in function derived from experience in technical and/or management roles. Work on projects which have high complexity. Act as enabler on complex deals, exercising discretion and latitude in reaching project goals. Regularly interact with executives and/or major customers. Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior level leaders regarding matters of significance to the organization.

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