Business Development Manager - Offshore Wind

Johnson Controls · Manchester

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Job Description

Business Development Manager – Offshore Wind

Global Marine & Navy (GMN)

Location: Flexible (Europe preferred)
Reporting to: Director / Head of Sales Growth, Global Marine & Navy
Function: Business Development / Sales Growth
Travel: As required

Position Summary

The Offshore Wind Business Development Manager will be responsible for developing and executing the global growth strategy for the Offshore Wind market within the Global Marine & Navy business. The role will focus on creating new demand, influencing specifications, developing strategic customer relationships, and generating qualified pipeline opportunities across offshore wind developers, owners, operators, EPCs, shipyards, designers, and marine contractors.

This individual will lead market engagement efforts across key offshore wind segments including:

• Wind Turbine Installation Vessels (WTIV)
• Service Operation Vessels (SOV)
• Commissioning Service Operation Vessels (CSOV)
• Offshore Substations
• Offshore Wind Platforms
• Offshore Energy Infrastructure

The BDM will act as the global market champion, driving opportunities for Johnson Controls' HVAC, Fire Suppression, Fire Detection, Controls, Digital and Lifecycle Service solutions. The role will work closely with regional sales teams, product management, engineering, project delivery, and strategic account managers to convert market opportunities into profitable growth.

Key Responsibilities:

Business Growth & Pipeline Creation

• Develop and execute a global Offshore Wind growth strategy aligned with GMN objectives.
• Create qualified pipeline opportunities through market intelligence, customer engagement and strategic campaigns.
• Identify early-stage opportunities prior to RFQ issuance.
• Build and maintain a structured pipeline of new build, retrofit and service opportunities.
• Drive opportunity creation targets and support annual growth plans.
• Monitor market trends, emerging technologies and competitive activity.

Strategic Account Development

• Develop relationships with:
  • Offshore Wind Developers
  • EPC Contractors
  • Offshore Wind Owners & Operators
  • Design Houses
  • Marine Engineering Consultants
  • Shipyards
  • Vessel Operators
• Create account plans for key offshore wind stakeholders.
• Establish executive-level engagement strategies for priority accounts.
• Lead relationship mapping and stakeholder management within strategic programs.

Upstream Specification Influence

• Influence projects during concept, FEED, design and specification phases.
• Work with engineering, product and sales teams to position JCI solutions as preferred standards.
• Develop specification engagement plans for target projects.
• Conduct technical workshops and value proposition presentations with customers and consultants.
• Increase visibility and preference of JCI solutions before tender release.

Market Intelligence

• Maintain visibility of global offshore wind developments and investment programs.
• Track vessel construction programs, offshore substations and major renewable energy projects.
• Identify upcoming opportunities and decision-makers.
• Develop market mapping tools and account intelligence databases.

Solution Positioning

• Promote GMN solutions including:
• HVAC Systems
• Chilled Water Systems
• Fire Suppression Solutions
• Fire Detection Systems
• Building & Energy Controls
• Integrated Safety Systems
• Lifecycle Service Agreements
• Retrofit & Modernization Programs
• Digital Monitoring Solutions
• Work with product and engineering teams to enhance solution offerings for offshore wind applications.

Cross-Functional Leadership

• Coordinate global pursuit teams on strategic opportunities.
• Support regional sales teams with opportunity qualification and customer engagement.
• Participate in bid/no-bid reviews and pursuit planning.
• Assist in developing segment-specific sales tools, playbooks and value propositions.
• Share market insights and opportunity intelligence across GMN.

Key Performance Indicators

Revenue & Pipeline

• Qualified pipeline creation
• New logo opportunities created
• Offshore Wind order intake
• Revenue growth
• Service attachment growth
• Multi-product penetration

Market Development

• Number of strategic accounts engaged
• Offshore Wind programs mapped
• Specification influence positions secured
• EPC and developer relationships established
• Early-stage opportunities identified

Commercial Effectiveness

• Opportunity conversion rate
• Win rate
• Forecast accuracy
• Strategic account coverage
• Pipeline velocity

Experience

• 7+ years of business development or sales leadership experience.
• Experience within one or more of:
  • Offshore Wind
  • Marine Industry
  • Offshore Energy
  • EPC Contracting
  • Renewable Energy
  • Industrial HVAC
  • Fire & Safety Systems
• Proven experience generating new business and leading complex sales pursuits.
• Experience managing strategic customer relationships across multiple countries.

Skills & Competencies

Commercial

• Strategic selling
• Account planning
• Pipeline management
• Opportunity qualification
• Contract negotiation
• Market development

Technical

• Understanding of Offshore Wind industry dynamics
• Knowledge of HVAC, Fire or Controls systems
• Lifecycle service business models
• Project delivery processes

Leadership

• Influencing without authority
• Executive stakeholder management
• Cross-functional collaboration
• Customer relationship development
• Global team coordination

Ideal Candidate Profile

The successful candidate will be a highly driven market developer who is passionate about renewable energy and capable of opening doors at developers, EPCs, designers and vessel operators. They will combine commercial acumen with technical credibility and be comfortable operating globally to identify, shape and convert opportunities before competitors become engaged.

Success in the role will be measured by the ability to create incremental qualified pipeline, secure specification influence, establish strategic customer relationships, and drive profitable growth within the Offshore Wind segment globally.

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