Business Development Manager – Fire Suppression Solutions

About Johnson Controls

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.

What You Will Do

The Business Development Manager – Fire Suppression Solutions will lead strategic growth initiatives across key vertical markets throughout the Americas. This role is responsible for identifying and developing new business opportunities, building strong relationships across the fire protection ecosystem, and positioning fire suppression solutions early in the project lifecycle.

This position focuses on driving growth with end users, developers, building owners, engineering firms, contractors, and Fire Protection Engineers (FPEs). The successful candidate will bring a strong business development mindset, the ability to navigate complex, specification-driven sales environments, and the skills to influence key stakeholders from system design through installation and lifecycle support.

How You Will Do It

• Develop and execute business development strategies to grow fire suppression solutions across targeted markets in the Americas.
• Identify, qualify, and pursue new opportunities with end users, facility operators, developers, owners’ representatives, EPC firms, A&E firms, contractors, and FPEs.
• Build and maintain strong relationships with decision-makers, consultants, and influencers across the fire protection and life safety ecosystem.
• Engage early in project design and planning phases to influence system specifications and position fire suppression solutions (e.g., clean agent, water mist, pre-action, and specialty systems).
• Drive specification adoption and ensure alignment with codes, standards, and performance requirements (NFPA and Canadian standards such as ULC and AHJ requirements).
• Develop and manage a robust pipeline across new construction, system upgrades, retrofits, and modernization projects.
• Create and execute strategic account plans aligned with revenue growth targets and market expansion goals.
• Collaborate with internal sales, engineering, operations, service, and product teams to deliver integrated fire protection solutions and improve win rates.
• Monitor industry trends, regulatory changes, customer capital investments, and competitive dynamics to identify growth opportunities and refine strategy.
• Maintain accurate pipeline, opportunity, and account data in Salesforce; deliver regular forecasting and performance updates.

What We Look For

• Bachelor’s degree in Business, Engineering, Fire Protection, or a related field; equivalent experience will be considered.
• Minimum of 5 years of experience in business development, strategic accounts, or complex/project-based sales.
• Demonstrated success in the fire suppression, fire protection, life safety, or similar engineered systems industry.
• Strong knowledge of fire suppression systems and applications (e.g., clean agent, CO₂, foam, water-based systems, special hazards).
• Familiarity with NFPA codes and Canadian standards (ULC, local AHJ requirements).
• Proven ability to develop new business, influence specifications, and manage long-cycle, multi-stakeholder opportunities.
• Strong understanding of account planning, solution selling, and lifecycle value positioning.
• Ability to engage technical, operational, and executive stakeholders across diverse customer organizations.
• Excellent communication, negotiation, presentation, and relationship management skills.
• Bilingual proficiency in English and French is a strong asset.
• Ability to travel approximately 50% across Canada and occasionally within the Americas.

Preferred Qualifications

• Experience working with or selling through fire protection contractors, consulting engineers, and FPE networks.
• Proficiency in Salesforce CRM with strong pipeline management discipline.
• Strong analytical, strategic planning, and problem-solving capabilities.
• Ability to operate effectively within a matrixed organization and collaborate across cross-functional teams.
• Experience in industrial, commercial, energy, manufacturing, or mission-critical environments.
• Professional working proficiency in both English and French (written and spoken) preferred for customer engagement across Canada.

SALARY RANGE: $99,300 - $149,000 (Salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data.) This role also offers a competitive Sales Incentive Plan that will take into account volume and margin on a project, quarterly, and annual basis.  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 https://jobs.johnsoncontrols.com/about-us

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