Basis of Design Manager, HVAC

📍 Job Overview

Job Title: Basis of Design Manager, HVAC

Company: Johnson Controls

Location: Petaling Jaya, Selangor, Malaysia

Job Type: Full-Time

Category: Sales Operations / Pre-Sales Engineering

Date Posted: 2026-06-24

Experience Level: 5-10 Years

Remote Status: On-site

🚀 Role Summary

• Drive HVAC solution sales through expert pre-sales engineering, including heat load calculations, equipment selection, and technical product presentations.

• Cultivate and maintain strong relationships with key stakeholders such as consultants, end-users, owners, developers, and contractors to enhance JCI's market positioning.

• Develop and execute strategic engagement models to secure early involvement in projects and identify sales opportunities across Singapore and the broader SEA region.

• Conduct comprehensive market analysis, including competitive benchmarking and pricing trend evaluation, to inform sales strategies and identify growth opportunities.

• Lead the creation of client-specific proposals and implementation plans, ensuring alignment with business objectives and the company's strategic growth in the building technologies market.

📝 Enhancement Note: This role is positioned within a pre-sales and business development capacity, focusing on technical solutions for HVAC systems. While not a traditional Revenue Operations or Sales Operations role focused on internal process optimization, it heavily relies on operational excellence in sales engineering, client engagement, and market strategy. The "Basis of Design Manager" title implies a critical role in the initial project phase where technical specifications are defined, directly impacting sales outcomes. This requires a strong blend of technical HVAC knowledge and commercial acumen, with a significant emphasis on strategic client engagement and market penetration within the SEA region.

📈 Primary Responsibilities

• Perform detailed heat load calculations and estimations for air conditioning equipment and solutions, adhering to industry standards and customer-specific requirements.

• Prepare comprehensive air conditioning equipment selections, cost estimations, and budgetary proposals tailored to client specifications and project needs.

• Deliver impactful technical and product presentations to consultants, end-users, and other project stakeholders, both virtually and in person.

• Actively engage with the Applied Sales team to identify and pursue potential customers within the local Malaysian market and across the SEA region, fostering strong stakeholder relationships.

• Develop and maintain a robust sales pipeline for HVAC solutions through proactive spec-in activities and targeted key account development.

• Prepare and submit weekly sales reports and project tracking records, providing analysis and updates on project statuses and potential opportunities.

• Conduct thorough analysis of the competitive landscape, including gathering intelligence on competitor offerings, pricing strategies, and market trends, providing regular updates to leadership.

• Effectively communicate customer feedback, market requirements, and regulatory insights to internal teams to inform product development and strategic planning.

• Collaborate with leadership to define and implement optimal engagement models for early-stage project involvement and sales opportunity development.

• Lead the development of client-specific engagement and implementation proposals, demonstrating a deep understanding of client needs and JCI's solution capabilities.

📝 Enhancement Note: The responsibilities highlight a proactive, client-facing role focused on technical solutioning and early-stage sales engagement. The emphasis on "spec-in activities" and "key accounts/vertical development" indicates a strategic approach to pipeline generation and market penetration. The requirement to provide "feedback or voice of the customers" to the company underscores the role's importance in bridging market intelligence with internal product and strategy teams, a crucial function in GTM operations.

🎓 Skills & Qualifications

Education: Bachelor's Degree or higher, preferably in Mechanical Engineering, HVAC Engineering, or Electrical/Electronic Engineering.

Experience: Over 5 years of experience operating in a pre-sales environment, with a proven track record of shaping and scoping large and complex implementation projects.

Required Skills:

• HVAC Engineering Expertise: Deep understanding of HVAC systems, principles, and applications.

• Heat Load Calculations: Proficiency in performing accurate heat load calculations using relevant software and methodologies.

• Pre-Sales Acumen: Demonstrated ability to engage with clients, understand needs, and propose technical solutions effectively.

• Technical Presentations: Skill in delivering clear, compelling, and persuasive presentations on technical products and solutions.

• Client Relationship Management: Proven ability to build and maintain strong, long-term relationships with diverse stakeholders including consultants, owners, developers, and end-users.

• Budgetary Costing & Estimation: Competence in preparing accurate cost estimates and budgetary proposals for HVAC solutions.

• Market Analysis: Ability to gather, analyze, and interpret market trends, competitor activities, and pricing dynamics.

• Problem-Solving: Strong analytical and critical thinking skills to address complex technical and commercial challenges.

• Communication Skills: Excellent written and verbal communication, with the ability to articulate technical concepts to both technical and non-technical audiences.

• Independent Work Ethic: Ability to work autonomously with minimal supervision, demonstrating initiative and self-direction.

Preferred Skills:

• Project Management Experience: Experience in managing enterprise-level projects or programs.

• Consulting Services Delivery: Background in delivering consulting services, including team leadership.

• Building Technologies Market Knowledge: Established senior-level relationships within the building technologies sector in Singapore and the SEA region.

• Strategic Planning: Ability to integrate business strategy and develop specific objectives for market growth.

• Sales Strategy Development: Experience in developing and executing sales strategies, particularly for complex solutions.

• Cross-functional Collaboration: Aptitude for working effectively with sales teams, engineering, and leadership.

📝 Enhancement Note: The qualifications emphasize a blend of deep technical expertise in HVAC and strong commercial/sales engineering skills. The requirement for "senior level relationship in the building technologies market" indicates a need for established networks and credibility. The "demonstrated technical and/or functional aptitude" suggests that practical application and the ability to engage with high-level technical decision-makers (architects, owners, consultants) are critical.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Technical Solution Design Examples: Showcase instances where you've translated client requirements into detailed HVAC system designs, including equipment specifications and rationale.

• Heat Load Calculation Case Studies: Present examples of complex heat load calculations performed, detailing the methodology, assumptions, and final output.

• Proposal and Estimation Deliverables: Include anonymized samples of proposals, cost estimations, and budgetary documents prepared for HVAC projects, highlighting accuracy and completeness.

• Client Presentation Materials: Demonstrate your ability to create and deliver persuasive technical and product presentations, perhaps through presentation slides or recorded segments.

Process Documentation:

• Pre-Sales Workflow Optimization: Document a typical pre-sales workflow you've managed or improved, from initial client inquiry to proposal submission, highlighting efficiency gains.

• Specification and Selection Process: Outline a structured process for selecting HVAC equipment based on technical requirements, energy efficiency, and cost considerations.

• Market Analysis Reporting: Show an example of a market analysis report you've prepared, detailing competitive insights and strategic recommendations for sales teams.

• Stakeholder Engagement Strategy: Detail a strategy for engaging with key stakeholders (consultants, owners) early in the design phase to influence project specifications.

📝 Enhancement Note: For a pre-sales and Basis of Design role, a portfolio should focus on tangible outputs that demonstrate technical proficiency, problem-solving capabilities, and client engagement effectiveness. This includes design documentation, calculation outputs, proposal examples, and evidence of strategic market engagement. The emphasis on "spec-in activities" means showcasing how technical expertise translates into winning specifications.

💵 Compensation & Benefits

Salary Range: Based on industry benchmarks for a Basis of Design Manager or Senior Pre-Sales Engineer with 5-10 years of experience in Malaysia, the estimated annual salary range is likely between MYR 90,000 to MYR 150,000. This range can vary based on specific experience, qualifications, and the strategic importance of the role within Johnson Controls' SEA operations.

Benefits:

• Competitive Salary: A competitive base salary reflecting the role's strategic importance and required expertise.

• Paid Vacation/Holidays/Sick Time: Generous paid time off to support work-life balance and employee wellbeing.

• Comprehensive Benefits Package: This typically includes health insurance (medical, dental, vision), life insurance, and potentially disability coverage.

• On the Job/Cross Training Opportunities: Access to continuous learning and development programs to enhance technical and professional skills within the HVAC and building technologies domain.

• Encouraging and Collaborative Team Environment: A supportive workplace culture that fosters teamwork and mutual respect.

• Dedication to Safety: Adherence to a "Zero Harm" policy, emphasizing a safe working environment.

Working Hours: Standard full-time hours, typically around 40 hours per week, with potential for flexibility depending on project demands and client meeting schedules. The role may require occasional travel for client engagements or regional meetings.

📝 Enhancement Note: Salary estimations for Malaysia are based on available data for similar engineering and sales support roles in the technology and construction sectors, adjusted for experience level and regional cost of living. Benefits are drawn directly from the provided job description, highlighting standard offerings for a multinational corporation. The working hours are a standard assumption for full-time employment, with a note on potential flexibility due to the client-facing nature of the role.

🎯 Team & Company Context

🏢 Company Culture

Industry: Building Technologies and Solutions, focusing on HVAC and smart building systems. Johnson Controls is a global leader in this sector, providing innovative solutions for energy efficiency, sustainability, and occupant comfort.

Company Size: Johnson Controls is a large, multinational corporation with tens of thousands of employees worldwide, indicating a robust corporate structure, extensive resources, and a global presence. This size offers stability and opportunities for career advancement, but also means processes can be more formalized.

Founded: Founded in 1885, Johnson Controls has a long history of innovation and market leadership, suggesting a culture that values experience, expertise, and long-term vision.

Team Structure:

• Sales Engineering Focus: The role likely integrates within a broader sales or engineering team, working closely with Applied Sales representatives to provide technical expertise and drive specification wins.

• Regional Collaboration: Expect to collaborate with counterparts and leadership across the SEA region, sharing market intelligence and best practices.

• Cross-functional Interaction: Interaction will extend to product management, engineering, project execution, and potentially marketing teams to ensure alignment and effective solution delivery.

Methodology:

• Data-Driven Decision Making: Emphasis on using market data, customer feedback, and technical analysis to inform sales strategies and solution proposals.

• Customer-Centric Approach: Focus on understanding and meeting customer needs through tailored HVAC solutions and strong relationship management.

• Continuous Improvement: A culture that encourages the refinement of sales processes, technical methodologies, and market engagement strategies.

Company Website: https://www.johnsoncontrols.com/

📝 Enhancement Note: Johnson Controls' long history and global scale suggest a culture that blends established expertise with a forward-looking approach to smart and sustainable buildings. The team structure likely involves close partnerships between pre-sales technical experts and sales professionals, with a strong regional component for the SEA market. The emphasis on data and customer focus aligns with operational excellence in GTM functions.

📈 Career & Growth Analysis

Operations Career Level: This role represents a senior individual contributor position within the pre-sales engineering and business development function. It requires a high degree of technical expertise, commercial acumen, and strategic thinking, often acting as a key advisor to both clients and internal sales teams. The "Basis of Design Manager" title suggests leadership in defining technical solutions at the foundational stage of projects.

Reporting Structure: Typically reports to a Sales Director, Regional Sales Manager, or a specialized Pre-Sales Engineering Manager for the HVAC solutions in the SEA region. The role will involve close collaboration with Applied Sales representatives and potentially matrixed reporting for specific project initiatives.

Operations Impact: The role has a direct and significant impact on revenue generation by influencing project specifications ("spec-in"), securing early engagement, and shaping client preference for Johnson Controls' HVAC solutions. Success in this role directly contributes to market share growth and the profitability of HVAC projects in the region.

Growth Opportunities:

• Technical Specialization: Deepen expertise in advanced HVAC technologies, energy efficiency solutions, and smart building integrations.

• Regional Leadership: Transition into roles with broader regional responsibility, managing a team of pre-sales engineers or leading market development initiatives across multiple SEA countries.

• Strategic Account Management: Move into roles focused on managing key strategic accounts or vertical markets within the building technologies sector.

• Product Management: Leverage market insights and customer feedback to influence product development and strategy within Johnson Controls.

• Sales Management: Progress into direct sales leadership roles, managing sales teams and driving overall revenue targets.

📝 Enhancement Note: The growth path for a Basis of Design Manager in a company like Johnson Controls typically involves moving from a technical specialist to a more strategic or leadership role, either deepening technical specialization or broadening into sales management and market strategy. The emphasis on regional expansion (SEA) suggests significant opportunities for those who can demonstrate success in diverse markets.

🌐 Work Environment

Office Type: Primarily an on-site role within a Johnson Controls office in Petaling Jaya, Selangor, Malaysia. This setting facilitates collaboration, access to resources, and direct interaction with sales teams and management.

Office Location(s): The role is based in Petaling Jaya, a major commercial and industrial hub in Malaysia, offering good accessibility and proximity to many potential clients and industry partners.

Workspace Context:

• Collaborative Environment: The workspace is likely designed to foster teamwork, with shared office spaces, meeting rooms, and potentially dedicated areas for technical discussions and client presentations.

• Access to Tools: Expect access to standard office technology, engineering software (for heat load calculations, system design), CRM systems, and communication platforms.

• Team Interaction: Opportunities for regular interaction with sales teams, engineering support, and regional management, facilitating knowledge sharing and coordinated efforts.

Work Schedule: The standard work schedule will be full-time, likely Monday to Friday. However, the nature of client-facing roles may require flexibility to accommodate client meetings, site visits, or urgent project needs, potentially including occasional evening or weekend work.

📝 Enhancement Note: The on-site requirement in a major Malaysian business hub suggests a professional office environment. The role's client-facing nature implies a dynamic schedule where flexibility is key to meeting business demands and client availability, especially when engaging with stakeholders across different time zones in the SEA region.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your resume and application to assess qualifications against job requirements.

• Technical Interview(s): In-depth discussions focusing on HVAC principles, heat load calculations, system design, and your experience with pre-sales activities. Expect scenario-based questions and problem-solving exercises.

• Sales & Strategy Interview: Evaluation of your understanding of sales cycles, client relationship management, market analysis capabilities, and strategic thinking for market penetration.

• Cultural Fit / Behavioral Interview: Assessment of your communication skills, problem-solving approach, ability to work independently and collaboratively, and alignment with Johnson Controls' values.

• Final Interview: Potentially with senior leadership to discuss overall fit, strategic vision, and career aspirations.

Portfolio Review Tips:

• Quantify Achievements: For each project or case study, clearly state the problem, your solution, and the quantifiable results (e.g., % increase in specification win rate, cost savings achieved for client, market share growth influenced).

• Highlight Technical Depth: Showcase your proficiency in heat load calculations, equipment selection rationale, and understanding of complex HVAC systems.

• Demonstrate Client Engagement: Include examples of how you've successfully engaged with consultants, owners, and end-users, and how you've influenced their decision-making.

• Market Insight Presentation: If possible, include a brief example of a market analysis or competitive insight you've provided and its impact.

• Professional Presentation: Ensure your portfolio is well-organized, visually appealing, and easy to navigate, whether it's a digital presentation or a physical binder.

Challenge Preparation:

• Scenario-Based Problems: Be prepared for hypothetical scenarios related to client objections, complex technical challenges, or competitive situations. Practice articulating your problem-solving approach.

• Technical Deep Dive: Review fundamental HVAC concepts, thermodynamics, psychrometrics, and common system types. Be ready to explain technical details clearly.

• Market Strategy Articulation: Practice discussing how you would approach market analysis, competitor engagement, and developing a sales strategy for a new HVAC solution in the SEA region.

• Presentation Skills: Prepare a concise overview of a past success story that highlights your technical expertise and impact on sales, ready to be presented if requested.

📝 Enhancement Note: The interview process for this role will likely be rigorous, combining technical validation with an assessment of commercial and strategic capabilities. A strong portfolio that clearly demonstrates both technical prowess and a proactive, results-oriented approach to pre-sales is crucial for success. The emphasis on the SEA region means understanding diverse market dynamics will be valuable.

🛠 Tools & Technology Stack

Primary Tools:

• HVAC Design & Calculation Software: Proficiency with industry-standard software for heat load calculations (e.g., HAP, Trace 700, Carrier E20-II) and potentially CAD/BIM tools for system design visualization.

• CRM System: Experience with customer relationship management platforms like Salesforce or Microsoft Dynamics for tracking leads, opportunities, and client interactions.

• Project Management Software: Familiarity with tools for project tracking and reporting (e.g., Microsoft Project, Asana, JIRA), especially for managing pre-sales timelines and deliverables.

• Microsoft Office Suite: Advanced proficiency in Excel for data analysis and reporting, PowerPoint for presentations, and Word for proposal documentation.

Analytics & Reporting:

• Data Analysis Tools: Ability to use Excel or other analytical tools to interpret sales data, market trends, and performance metrics.

• Reporting Dashboards: Experience interacting with or contributing to sales dashboards that track pipeline, win rates, and market penetration.

CRM & Automation:

• Sales Automation Tools: Familiarity with tools that support sales processes, lead nurturing, and customer engagement.

• Collaboration Platforms: Proficiency with communication and collaboration tools such as Microsoft Teams, Slack, or Zoom for virtual meetings and team communication.

📝 Enhancement Note: The technology stack for this role is heavily weighted towards specialized engineering software for HVAC design and analysis, alongside standard business productivity and CRM tools. The ability to leverage data for analysis and reporting is also key, supporting the role's strategic market responsibilities.

👥 Team Culture & Values

Operations Values:

• Customer Focus: A strong commitment to understanding and exceeding customer expectations by providing tailored and effective HVAC solutions.

• Integrity & Trust: Upholding ethical standards in all dealings with clients, colleagues, and partners, building long-term trust.

• Innovation: Embracing new technologies and approaches to deliver cutting-edge HVAC solutions and improve operational efficiency.

• Excellence: Striving for high performance in technical accuracy, client engagement, and market strategy execution.

• Collaboration: Fostering a team-oriented environment where knowledge is shared, and collective goals are achieved.

Collaboration Style:

• Partnership with Sales: Working closely with the Applied Sales team as a technical partner, providing expertise to help them win business.

• Cross-Functional Synergy: Collaborating effectively with engineering, product, and support teams to ensure seamless delivery of solutions and address client needs comprehensively.

• Open Communication: Encouraging open dialogue, constructive feedback, and proactive problem-solving within the team and with external stakeholders.

📝 Enhancement Note: Johnson Controls likely emphasizes values that align with a global leader in building technology – innovation, customer-centricity, and operational excellence. The collaborative style is essential for bridging the gap between technical solutions and market success, requiring strong communication and partnership skills.

⚡ Challenges & Growth Opportunities

Challenges:

• Competitive Market: Navigating a highly competitive HVAC market in Singapore and the SEA region, requiring strong differentiation and value proposition.

• Technical Complexity: Keeping pace with evolving HVAC technologies, energy efficiency standards, and smart building integrations to provide state-of-the-art solutions.

• Stakeholder Alignment: Effectively managing diverse expectations and technical requirements from various stakeholders (consultants, owners, contractors) on complex projects.

• Market Expansion: Successfully driving market share growth in diverse and potentially challenging economic environments across the SEA region.

Learning & Development Opportunities:

• Advanced HVAC Certifications: Opportunities to pursue specialized certifications in areas like energy management, sustainable building design, or specific product lines.

• Sales and Negotiation Training: Development programs focused on enhancing sales techniques, negotiation skills, and strategic account management.

• Regional Market Immersion: Gaining deep insights into specific market dynamics, regulations, and customer needs across different SEA countries.

• Leadership Development Programs: Potential for participation in leadership training and executive development programs for those aspiring to management roles.

📝 Enhancement Note: The challenges presented are inherent to a senior pre-sales role in a competitive global market, requiring continuous learning and adaptation. The growth opportunities are geared towards deepening technical expertise, expanding regional influence, and progressing into leadership positions within the sales or business development functions.

💡 Interview Preparation

Strategy Questions:

• Market Entry Strategy: "How would you approach developing a strategy to increase Johnson Controls' market share for our HVAC solutions in a specific emerging market within the SEA region?" (Focus on market analysis, competitor positioning, channel strategy, and stakeholder engagement).

• Competitive Win Strategy: "Describe a situation where you successfully influenced a project's specification to favor your company's solution over a strong competitor. What was your approach?" (Highlight technical differentiation, value proposition articulation, and relationship building).

• Client Needs Analysis: "Imagine a client presents vague requirements for a large commercial building's HVAC system. How do you probe to uncover their true needs and develop an optimal Basis of Design?" (Demonstrate your consultative selling and problem-solving process).

Company & Culture Questions:

• JCI's Market Position: "What do you see as Johnson Controls' key strengths and potential areas for improvement in the SEA HVAC market, based on your understanding?" (Show research into the company and its competitive landscape).

• Collaboration Style: "How do you typically collaborate with sales teams and technical support to ensure a successful pre-sales engagement?" (Emphasize teamwork, communication, and shared accountability).

• Innovation in HVAC: "How do you stay current with the latest trends and innovations in HVAC technology, and how would you integrate these into your Basis of Design recommendations?" (Highlight continuous learning, industry awareness, and forward-thinking).

Portfolio Presentation Strategy:

• Structure for Impact: Begin with a concise executive summary of your career achievements and key strengths. For each case study, clearly articulate the challenge, your specific role and actions, the solution provided, and the measurable outcomes.

• Quantify, Quantify, Quantify: Use numbers and data to demonstrate the impact of your work – e.g., "Increased specification win rate by 15%," "Reduced client's energy consumption by 20%," "Secured MYR 5M in project value."

• Visual Aids: Use clear, professional slides or documents. Incorporate diagrams, charts, and relevant images to illustrate technical concepts and project scope.

• Tailor to the Role: Emphasize examples most relevant to Basis of Design, pre-sales engineering, heat load calculations, and client engagement in the HVAC sector. Highlight any experience in the SEA region.

📝 Enhancement Note: Interview preparation should focus on showcasing a blend of deep technical expertise in HVAC, a strategic understanding of the sales process, and strong client engagement skills. Candidates should be ready to articulate their contributions to revenue generation and market growth, supported by concrete examples from their portfolio.

📌 Application Steps

To apply for this Basis of Design Manager, HVAC position:

• Submit your application through the Johnson Controls careers portal linked.

• Portfolio Customization: Tailor your resume and cover letter to highlight your experience in HVAC engineering, pre-sales, heat load calculations, and client engagement, specifically mentioning any SEA market experience.

• Prepare Your Portfolio: Assemble a concise portfolio showcasing relevant case studies, technical analysis examples (e.g., anonymized heat load calculations, system designs), and proposal samples. Ensure it clearly demonstrates your ability to influence specifications and drive sales.

• Research Johnson Controls: Familiarize yourself with Johnson Controls' HVAC product lines, sustainability initiatives, and their strategic presence in the SEA region. Understand their mission and values.

• Practice Your Pitch: Be prepared to articulate your experience, technical skills, and how you can contribute to Johnson Controls' success in the region during interviews. Practice presenting a key portfolio success story.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and industry-standard assumptions. All details should be verified directly with Johnson Controls before making application decisions.