Manager, Marketing Business Development

Johnson Controls•Glendale, AZ

About The Position

The Manager, Marketing Business Development Representatives (M B DR) leads a team responsible for converting marketing demand and outbound prospecting into qualified sales pipeline. This role sits at the intersection of Marketing and Sales, driving performance across lead conversion, appointment setting, and early-stage pipeline creation. The manager is accountable for team productivity, KPI attainment, and continuous optimization of outreach strategies to maximize marketing ROI and revenue impact.

Requirements

Bachelor’s degree or equivalent experience
5+ years in SDR/ B DR/inside sales or demand generation roles
2+ years of people management experience
Proven track record of hitting pipeline or meeting generation targets
Strong understanding of CRM systems (Salesforce preferred)

Nice To Haves

Experience in a marketing-led demand generation
Familiarity with tools like 6sense, ZoomInfo
Experience managing inbound + outbound hybrid teams
Data-driven mindset with experience using funnel metrics

Responsibilities

Team Leadership & Performance Management: Hire, onboard, and develop a high-performing M B DR team. Set clear activity, conversion, and pipeline targets. Coach reps on cold calling, objection handling, and qualification. Conduct monthly 1:1s, call reviews, and performance management. Partner with Field Marketing leader(s) on upcoming events to support pre/post event. Partner with Inside and Front line sales for smooth lead to opportunity transition.
Pipeline & Conversion Accountability: Own MQL → SAL conversion performance. Ensure consistent delivery of qualified meetings and pipeline contribution. Monitor funnel metrics (lead response time, connect rates, meeting quality). Enforce SLAs for inbound follow-up and outbound execution.
Operational Excellence & Process Discipline: Establish and optimize outreach cadences and call frameworks. Ensure Salesforce hygiene (activity tracking, lead status, attribution). Standardize qualification criteria and handoff processes. Drive consistency across regions/campaigns.
Marketing & Sales Alignment: Partner with Marketing on campaign execution, lead quality, and targeting. Align with Sales leadership on meeting expectations and feedback loops. Translate campaign strategy into M B DR execution plans.
Data, Reporting & Optimization: Analyze performance data to identify gaps and improvement opportunities. Report on activity, conversion, and pipeline metrics to leadership. Optimize scripts, messaging, and targeting based on insights. Contribute to ROI and attribution tracking (campaign → pipeline).