Business Performance Leader (BPL) – HVAC Equipment (Consulting Engineer BOD Growth)
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Job Location:
Auburn Hills, MI - USA
Monthly Salary:
Not Disclosed
Posted on:
6 hours ago
Vacancies:
1 Vacancy
Job Summary
What you will do
Serve as the subject matter expert (SME) for HVAC Equipment growth through Consulting Engineers passionate about driving improved performance for all key metrics tied to Basis-of-Design (BOD) influence and secured bookings.
Focus on four key areas: People Pipeline Performance and Planning partnering with Sales Leadership Consulting Engineer Account Executives and System Application Engineers (SAEs) to create repeatable motions that earn specification preference and accelerate pipeline creation.
How you will do it Principal Activities and Objectives
People
Develop and deploy training for Sales Managers SAEs and agents on spec-in strategies and BOD playbooks.
Mentor leaders on leading indicators (BOD opportunity creation spec win rate) and dashboards.
Onboard new sales managers on consulting engineer engagement and application guide usage.
Pipeline
Drive BOD opportunity creation targets; ensure CRM health and accurate spec-in tracking.
Partner with Sales and agents to activate call plans at priority consulting firms.
Lead cadence calls focused on BOD pursuits and engineer engagement velocity.
Performance
Achieve KPIs for BOD % of pipeline spec win rate and secured bookings.
Improve price realization and margin discipline on spec-in projects.
Monitor and coach on application guide adoption and PDH session delivery.
Planning
Publish quarterly segment plans for Consulting Engineers with target firms and content calendars.
Review local go-to-market strategies and ensure alignment with HVAC Equipment growth objectives.
Collect and prioritize field feedback to improve ease-of-business tools and engineer resources.
What we look for Required
Bachelors degree in Mechanical Engineering or related field; MBA & PE preferred.
8 years in HVAC equipment sales application engineering or consulting/specifying engineering.
Proven success influencing basis-of-design specifications and converting spec influence into bookings.
Strong collaboration skills with Sales SAEs and Consulting Engineer Account Executives.
Data literacy with Power BI and CRM; ability to build action plans from performance data.
Key Metrics
Grow # of BOD opportunities by 30%.
Grow # AND $ BOD secured opportunities by 20%.
Grow # AND $ non-BOD secured opportunities by 15%.
New BOD opportunities created per month.
BOD % of open pipeline.
Secured bookings from BOD pursuits.
Engineer engagement velocity (PDH sessions application guide downloads).
HIRING SALARY RANGE: $(Salary to be determined by the education experience knowledge skills and abilities of the applicant internal equity and alignment with market data.) This role offers a competitive Bonus plan that will take into account individual group and corporate performance. This position includes a competitive benefits package. 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. For details please visit the About Us tab on the Johnson Controls Careers site at 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.
Required Experience:
IC
Key Skills
- JProfiler
- Splunk
- Performance Testing
- Fiddler
- Apache
- HP Performance Center
- LoadRunner
- New Relic
- Scalability
- J2EE
- Java
- Scripting
About Company
Johnson Controls is a global diversified technology and multi industrial leader serving a wide range of customers in more than 150 countries. Our 120,000 employees create intelligent buildings, efficient energy solutions, integrated infrastructure and next generation transportation sy ... View more
