Business Development Manager - HVAC Service Sales (Facilities Management Sector)

About Us

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.

Overview

We are seeking a highly motivated and commercially driven Business Development Manager to drive profitable growth within the UK Facilities Management (FM) sector. This role is focused on expanding service revenue within an established portfolio of FM customers while identifying and securing new FM partnerships to support long-term growth objectives. The successful candidate will develop strategic relationships with national and regional Facilities Management providers, increasing customer share of wallet and positioning Johnson Controls as the preferred partner for HVAC service and maintenance solutions.

Responsibilities:

• Develop and execute growth plans for assigned Facilities Management accounts.
• Identify opportunities to increase revenue through service contract expansion, additional site penetration, and new service offerings.
• Drive the sale of planned preventative maintenance (PPM), reactive service solutions, lifecycle replacement projects, and energy efficiency services.
• Conduct regular customer business reviews to identify growth opportunities and strengthen partnerships.
• Build and maintain relationships with operational, procurement, commercial, and executive stakeholders within FM organisations.
• Identify, target, and secure new Facilities Management customers aligned with business growth objectives.
• Lead customer presentations, solution development, commercial negotiations, and contract award activities.
• Maintain accurate forecasting and opportunity management through CRM systems while achieving annual revenue and margin targets.
• Collaborate with Operations, Service Delivery, Marketing, Finance, and Leadership teams to ensure successful customer outcomes.

Requirements:

• Proven experience in HVAC Service Sales, Building Services Sales, Facilities Management Sales, or a related technical services environment.
• Demonstrated success in growing existing customer accounts and consistently achieving sales targets.
• Experience selling HVAC Maintenance Contracts, Planned Preventative Maintenance (PPM), Reactive Service Solutions, Lifecycle Replacement Projects, and Energy Efficiency Solutions.
• Strong understanding of the UK Facilities Management market.
• Excellent commercial negotiation, account management, and stakeholder engagement skills.
• Ability to manage complex sales cycles and influence decision-makers at all levels.
• Proficiency in CRM systems, sales forecasting, and pipeline management.
• Full UK Driving Licence and willingness to travel nationally.

Benefits:

• Competitive salary and commission structure.
• Comprehensive benefits package.
• Opportunities for professional development and career progression.
• Supportive and collaborative work environment.

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