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Bases of Design Director Commercial EMEA

Johnson Controls -
Ratingen

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Details zur Stelle

Vollzeit

Qualifikationen

CRM-Software
Künstliche Intelligenz
Führungserfahrung

Vollständige Stellenbeschreibung

Role Purpose

The Basis of Design Leader for EMEA is responsible for shaping project specifications at the earliest design stage, ensuring Johnson Controls solutions are embedded as the preferred or specified standard across HVAC, Fire, Security, and Building Management Systems.

This role leads a regional team of BoD engineers and acts as the bridge between consultants, design engineers, and commercial teams, driving specification influence that converts into a sustainable, high-quality pipeline.

This is not a reactive role. It is a front-end growth engine.

Key Responsibilities

1. Specification Influence & Early Engagement

Build and lead engagement model with consultants and engineering firms
Ensure solutions are designed into project specifications
Drive spec-in strategy across HVAC, Fire, Security, and BMS

2. Team Leadership & Capability Building

Lead and develop BoD engineering team
Establish standard work and playbooks
Elevate team to trusted advisors

3. Consultant & Ecosystem Strategy

Map and prioritize key consultants
Build long-term partnerships
Position company as thought leader

4. Commercial Pipeline Creation

Translate specification into pipeline
Track conversion rates
Integrate into pipeline governance

5. Product & Solution Positioning

Equip team with differentiation and value propositions
Influence product roadmap

6. Process & Digital Enablement

Track specification wins and coverage
Use CRM and AI tools for prioritization

7. Cross Functional Leadership

Align Sales, Product, Engineering, and Service

Additional Strategic Mandates

1. Design-to-Win Playbook Ownership

Develop and standardize a global playbook for specification success
Define consultant engagement models, technical positioning, and competitive differentiation
Ensure consistent execution across regions
Continuously refine based on win/loss insights

2. AI-Enabled Specification Targeting

Deploy AI models to identify high probability projects at early design stage
Prioritize consultant engagement based on predictive scoring
Generate AI-supported value propositions tailored to project needs
Improve conversion through data-driven targeting

Key Success Metrics

% of projects specified at BoD stage
Spec-to-order conversion rate
Pipeline generated
Consultant coverage
Win rate vs competitors
multi-system specification rate

Candidate Profile

Experience:

10–15+ years in building systems or related industries
Experience with consultants and specification environments
Leadership of multi-country teams

Capabilities:

Strong technical and commercial acumen
Influencing skills
Structured and process-driven mindset

Leadership:

Builds credibility across functions
Drives accountability
Customer-first mindset

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

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