Bases of Design Director Commercial EMEA

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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