Senior Business Development Manager

What we offer:

• Work-life balance.
• Career advancement opportunities.
• A great manager and/or team.
• A compelling work culture.
• A sense of purpose.

JOB SUMMARY:  

The Senior Business Development Manager leads strategic prospecting efforts and builds relationships with mid-to-large customers, orchestrating complex new customer acquisition cycles across multiple stakeholders. This role demands a seasoned hunter with  a track record of opening new accounts, executing consultative sales of commercial HVAC services and equipment, and contributing substantive customer insights to help shape our offerings and strategy.  

RESPONSIBILITIES:  

• Lead and refine territory-specific prospecting plans to capture large new customers.  

• Drive cold outreach and high-level engagement with facility and property executives.  

• Identify and pursue complex business development opportunities leading with service agreements and capital projects.  

• Build enduring relationships with decision-makers and influencers throughout the sales cycle.  

• Leverage market intelligence to shape product and service offerings and competitive positioning.  

• Prepare sophisticated proposals and quotes and negotiate multi-faceted agreements.  

• Oversee the complete sales process for significant accounts from qualification through close.  

• Coordinate site visits and customer meetings across a region or multiple sites.  

• Maintain and analyze CRM pipeline data; lead sales forecasting and contribute to planning.  

• Mentor and coach junior BDRs and help integrate new customers into account management.  

MINIMUM AND/OR PREFERRED QUALIFICATIONS:  

EDUCATION:  

• Bachelor’s degree in Business , Marketing, Engineering, Construction Management, or related field, OR  

• Associate’s degree or Technical Certification in HVAC/Refrigeration with 5+ years commercial HVAC or related experience, OR  

High School Diploma (or GED) with 7+ years of commercial HVAC, building services, or related sales experience.  

• Note: Commercial HVAC or building services industry experience  strongly preferred. Candidates with transferable B2B technical sales experience and  demonstrated ability to learn technical products will be considered.  

EXPERIENCE:  

• Required:  

• 5-7 years’ experience in commercial HVAC sales, building services, or related technical B2B sales with  demonstrated new customer acquisition success and  a track record of closing complex deals.  

• Proven business development experience with proactive prospecting and winning large new accounts.  

• Strongly Preferred:  

• Commercial HVAC industry experience (sales, service, facilities management) 

• Experience selling both capital equipment/projects and ongoing service  contracts.  

• Knowledge of commercial HVAC equipment types and maintenance requirements  

• Track record of competitive  displacement.  

• Understanding of commercial building operations  

CERTIFICATES, LICENSES, REGISTRATIONS:  

• n/a  

SKILL REQUIREMENTS:  

• Demonstrated ability to sell  complex B2B sales involving facility managers, building owners, or technical decision-makers with sales cycles of 3+ months and contract values of $25K+ 

• Proven ability to sell technical products/services requiring customer needs assessment, solution positioning, and value justification (specific HVAC knowledge can be developed) 

• Ability to develop or learn to develop  financial justification such as  ROI analyses, cost comparisons, and business cases supporting purchasing  decisions.  

• Demonstrated ability to work in  territory -based sales role with regular customer site visits and daily  travel.  

• Exercise discipline with sales process ,  pipeline management, forecasting – with CRM a  plus.  

• Personal computer skills, strong typing ability, and knowledge of Microsoft Office  

PHYSICAL DEMANDS  

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job .  Must be able to conduct site visits in mechanical rooms, rooftops, and other equipment locations. May require climbing ladders, working in temperature extremes, and wearing PPE.  

WORK ENVIRONMENT:  

This job  operates in both an office and a field environment   Must be able to sit and/or stand for extended periods of time Must be able to sit and/or stand for extended periods of  time.  

REASONABLE ACCOMMODATION:  

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship  in the Company’s business  operations.  

OTHER DUTIES:  

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this job Duties, responsibilities, and activities may change at any time with or without notice Employees understand the above job description and agree to comply with and be subject to its conditions Employee further agrees this job description does not alter their at-will employment status Employees understand the Company reserves the right to delegate, remove, expand, or change all responsibilities Employees acknowledge that they can fulfill the above duties with or without reasonable accommodation .