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Business Development Director - Federal Division - Remote / Virtual

Business Strategy
1912519 Requisition #
What you will do
As a trusted partner to the federal government for more than 100 years and with more than 680 professionals, Johnson Controls Federal Systems (JCFS) manufactures products, provides solutions, and installs and maintains building technologies at more than 750 federal sites and military installations worldwide. The JCFS team is passionate about designing, constructing, and maintaining energy, water, and utility savings projects at various federal and military sites around the world.

This position serves as the Business Development Director responsible for improving market position and generating growth for Johnson Controls Federal Systems. The candidate will lead a team of business development, program management, and federal subject matter professionals with organizational responsibility to develop and facilitate strategic and tactical plans which build capacity, capability, and create customer mission impact. The Business Development Director oversees business growth strategies that generate pipeline and secures projects by actively consulting, educating, and supporting both external and internal stakeholders on complex and evolving technical topics. The organization will possess industry-recognized competencies that provide direct mission impact to Federal Agencies. Oversees program management teams responsible for the customer management of important IDIQ contract programs. Leverages the entire business development organization to identify, qualify, and lead the capture activities for channel expansion through new contracts, accounts, and/or specific projects.

Location: Remote/Virtual (Work from home) with the ability to travel as needed. Typical travel is up to 50%. 
Benefits: Eligible for benefits on first day of employment

How you will do it
1. Deliver planned business results of the Federal Systems business. Assists in the development and execution of the federal market strategy and annual sales plan.
2. Analyzes the market for current and anticipated themes of mission focus. Creates strategies to develop and deliver consultative expertise in a way that establishes brand recognition in those themes. 
3. Actively seeks out and establishes complementary industry partnerships that can help produce tailored and comprehensive solutions.
4. Recruits, hires, and retains a capable team of business development and program management resources.  Prepares and delivers clear performance expectations, performance reviews, and development plans for direct reports. Ensures that the team members possess the behaviors, skills, and tools required to actualize the business development strategies. 
5. Understands the business environment of federal markets including competition, procurement, and prevailing decision criteria.  Responsible for the identification of evolving agency trends and the real-time adaptation of JCFS’ proposed solutions accordingly.
6. Utilize knowledge of competitors and the external market to identify and develop JCFS’ unique selling propositions and differentiators to enable success of the direct selling organization.
7. Collaborates with the corresponding JCI-Parent organizations (Connected Technology, Global Product Security, etc.) for bilateral benefits of education, market intelligence, policy & requirements, and marketing.
8. Promotes and leads the establishment of external partnerships and alliances that are essential to developing and implementing industry-leading mission capability solutions.
9. Leads and/or assists in the creation of focused sales campaigns that clearly communicate value propositions in alignment with market requirements.
10. Leads and/or contributes to the preparation and delivery of educational seminars intended to build awareness and knowledge of complex topics to both customers and internal teams.
11. Provide support to opportunity capture activities to create on time, high quality, and compliant proposals including WIN theme development, proposal process management, technical writing and editing, and milestone reviews.
12. Develop beneficial industry relationships through active participation in relevant professional organizations and through offering expertise to panels, publications, and/or educational forums.
13. Participation at industry events and conferences; actively engaging in forums that permit the demonstration of expertise and expansion of our network.
14. Leads and/or contributes to formal collateral such as White Papers, published journal articles, press releases, and other electronic materials.
15. Maintains a business-wide repository of strategic pursuits, partnerships, and channel expansion opportunities. Builds internal consensus and leads early capture activities for qualified pursuits.
16. Works with MARCOM to create marketing materials, web portal content, value campaigns, and other media that assists in strengthening brand recognition.
17. Leads a customer management program that identifies, develops, and maintains direct relationships up to the agency leadership level to maintain an ongoing awareness of real-time market expectations, industry trends, and to establish ongoing brand credibility. Creates and maintains customer Relationship Development Plans, along with an effective touchpoint cadence to build professional and personal rapport.
18. Identifies key delivery capability and competency needs that are critical for successful customer mission impact.  Defines paths for capability development through personnel recruitment, acquisition, or partnerships.

If you’d like to learn more about who we are, what we do, and the systems and products we work with please check out our “take a journey” video on Youtube to learn more. (Around 7 minutes long)


What we look for
• Bachelor's degree in Engineering, Business or Marketing (Master’s Degree preferred). 
• Five (5) or more years of business development and/or sales management experience in a technical field within the Federal market.  
• Five (5) or more years of experience in a lead or supervisory role with responsibility for the productivity and development of others. 
• Demonstrated ability to relate to people at all levels, and to communicate both on a technical and non-technical basis.
• Strong interpersonal and internal / external communication skills and exposure presenting to high level customers and internal stakeholders
• Possesses Federal Government market specialization with significant experience in navigating agency’s complex organizational structures. Has an advanced understanding of the products, offerings, and capabilities necessary to create and deliver industry-leading solutions that serve the customer’s evolving needs.  
The ability to obtain and maintain a DoD Secret security clearance required.  (This involves a background/character, criminal history, employment, and credit check.)

• Sales/Business Development experience within the Building Technologies industry (HVAC Controls, Building Automation, Security Alarm 

Johnson Controls 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, status as a qualified individual with a disability, or any other characteristic protected by law. For more information, please view EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit www.johnsoncontrols.com/tomorrowneedsyou.

Division: JCFS (Johnson Controls Federal Systems)

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