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

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

Team Leadership & Capability Building

Lead and develop BoD engineering team

Establish standard work and playbooks

Elevate team to trusted advisors

Consultant & Ecosystem Strategy

Map and prioritize key consultants

Build long-term partnerships

Position company as thought leader

Commercial Pipeline Creation

Translate specification into pipeline

Track conversion rates

Integrate into pipeline governance

Product & Solution Positioning

Equip team with differentiation and value propositions

Influence product roadmap

Process & Digital Enablement

Track specification wins and coverage

Use CRM and AI tools for prioritization

Cross Functional Leadership

Align Sales, Product, Engineering, and Service

Additional Strategic Mandates

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

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

Salary
Salary: EUR 80000 - 110000 per year

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