Business Development Manager - Offshore Wind

Job DescriptionBusiness Development Manager – Offshore WindGlobal 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 IndicatorsRevenue & 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 & CompetenciesCommercial
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.