New Business Development Manager - 3rd Party Distribution

Title: New Business Development Manager - 3rd Party Distribution

Location: Hybrid/Remote - Continental US

Reports to: Sales Director


About Rensa

Rensa Filtration is a family of companies dedicated to air filtration. By investing in innovation and the people who drive it, we manufacture, market, and distribute best-in-class solutions in the United States and Canada that keep environments safe and industries thriving.

What We Do

• We improve the environment - making indoor and outdoor environments cleaner by eliminating process contaminants through superior products and media.
• We drive innovation in air filtration - by investing in the people and companies that develop the solutions that today's world demands - to bring those innovative products to market so that our customers can bring maximum value and safety to the facilities and businesses they serve.

POSITION TITLE: New Business Development Manager - 3rd Party Distribution

Position Overview

The New Business Development Manager is a pure hunter role responsible for identifying, pursuing, and landing new third-party HVAC Filtration distribution partners across the United States.

This role is singularly focused on new customer acquisition within the following vertical market segments:

• Commercial & Industrial HVAC Distribution
• HVAC Wholesale Distribution
• HVAC Rep Agencies

This position will not manage a book of business. Success is measured exclusively by new distribution partner acquisition, pipeline development, and closed new revenue generation within Rensa's HVAC Filtration portfolio.

The ideal candidate brings deep, tenured experience in HVAC Filtration manufacturing sales to distribution partners, possesses strong industry relationships, and demonstrates a proven track record of consistently landing new distribution agreements.

Essential Position Duties & Responsibilities

New Distribution Partner Acquisition

• Identify and qualify new independent HVAC Filtration distribution partners in strategic white-space geographies.
• Develop and execute a strategic territory and vertical sales plan.
• Drive prospecting initiatives through outbound outreach, industry networking, referrals, and trade events.
• Secure and negotiate new distribution agreements aligned with Rensa's growth objectives.
• Build executive-level relationships with distributor ownership, leadership, and category managers.
• Lead full sales cycle from prospect identification through signed agreement and onboarding transition.

Strategic Sales Execution

• Develop annual and quarterly new business acquisition plans.
• Maintain a robust, accurate pipeline within HubSpot CRM.
• Drive consistent prospecting activity aligned with KPI expectations.
• Deliver professional product presentations and value propositions tailored to HVAC distribution partners.
• Identify competitive displacement opportunities within target accounts.
• Provide market intelligence and competitive insights to leadership.

Metrics & KPI Accountability

This role is measured strictly on new business performance metrics, including:

• Number of qualified new distributor targets added to pipeline
• Prospecting activity levels (calls, meetings, presentations)
• Conversion rate from prospect to signed partner
• Signed new distribution agreements
• New revenue generated from new partners (year one targets)
• CRM hygiene and pipeline accuracy

Cross-Functional Collaboration

• Partner with Operations, Marketing, and Supply Chain to ensure smooth onboarding of new partners.
• Transition new partners to appropriate account management teams post-close.
• Provide feedback on product gaps, market opportunities, and vertical strategy enhancements.

Required Skills & Abilities

• Proven hunter mentality with strong competitive drive.
• Deep knowledge of the HVAC Filtration industry and distribution landscape.
• Established relationships within HVAC wholesale and commercial distribution networks.
• Exceptional communication and executive-level presentation skills.
• Strong negotiation and agreement-structuring capabilities.
• Ability to independently develop and execute a strategic sales plan.
• Advanced CRM discipline and hygiene (HubSpot preferred).
• Data-driven mindset with focus on measurable outcomes.
• Strong analytical and territory planning skills.
• Ability to travel 40-60% as required for partner acquisition and industry events.

Education & Experience

• Bachelor's degree preferred (Business, Marketing, Engineering, or related field).
• Minimum of 7-10 years of HVAC Filtration manufacturing sales experience.
• Demonstrated success selling to HVAC distribution partners.
• Proven track record of landing new distribution agreements.
• Experience in commercial/industrial HVAC markets required.
• Strong understanding of wholesale distribution economics and rep agency structures.
• Documented history of exceeding new business targets.

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer.
• Frequent travel including air travel.
• Ability to attend trade shows, distributor visits, and industry events.