Regional Business Development Manager

Business Development Manager

Environmental Specialties is seeking a highly motivated Business Development Manager to drive revenue growth and expand market presence throughout the Mid-Atlantic region. This role is responsible for developing strategic customer relationships, identifying and securing new business opportunities, and advancing complex engineered solutions within the pharmaceutical, biotechnology, research, healthcare, and industrial markets.

The ideal candidate combines technical aptitude, consultative selling skills, and a strong drive to exceed sales targets while serving as a trusted advisor to customers and internal stakeholders.

Key Responsibilities

Business Development & Sales Growth

• Develop and execute a regional sales strategy to achieve annual revenue, quote generation, and market penetration objectives.
• Identify, qualify, and cultivate relationships with key decision makers, influencers, and project stakeholders across target markets.
• Generate new business opportunities through proactive prospecting, industry networking, referrals, and strategic account development.
• Manage opportunities through the entire sales cycle, from lead qualification through contract award and project handoff.
• Consistently achieve or exceed quarterly and annual sales targets established by Sales Leadership.
• Develop customer-specific growth plans for strategic accounts and emerging market opportunities.
• Conduct site visits and customer discovery meetings to understand client objectives, technical requirements, decision-making processes, and purchasing criteria.
• Maintain disciplined follow-up and pipeline management to maximize opportunity conversion and forecast accuracy.

Strategic Market Development

• Monitor market trends, competitive activity, customer needs, and industry developments to identify growth opportunities.
• Serve as the voice of the customer by providing market feedback and supporting new product development initiatives.
• Expand customer engagement by promoting the Company's full portfolio of environmental chambers, cold storage solutions, service contracts, and aftermarket offerings.
• Represent the Company at industry conferences, trade shows, and professional association events.

Cross-Functional Leadership

• Partner with Engineering, Estimating, Operations, and Sales teams to develop winning technical and commercial solutions.
• Facilitate collaboration between customer stakeholders and Company leadership as required to advance strategic opportunities.
• Ensure risks, technical challenges, and project requirements are identified early to support successful project execution.
• Participate in project debriefs and continuous improvement initiatives to strengthen future win rates.

CRM & Business Operations

• Maintain accurate and timely sales activity, opportunity data, forecasts, and customer communications within Dynamics CRM.
• Provide monthly market intelligence and pipeline updates to Sales Leadership.
• Support forecasting, budgeting, and sales performance reporting activities.
• Adhere to established sales processes, SOPs, and CRM best practices.

Preferred Qualifications

Education & Experience

• Bachelor's degree in Engineering, Construction Management, Business, or a related technical discipline; equivalent industry experience will be considered.
• 3+ years of successful business development, technical sales, or engineered-solutions selling experience.
• Experience supporting pharmaceutical, biotechnology, life sciences, refrigeration, cold storage, or mission-critical facility markets preferred.
• Active participation in ISPE and/or PSDG preferred.

Technical Competencies

• Ability to understand and communicate technical solutions and project requirements.
• Ability to read and interpret architectural and engineering drawings.
• Knowledge of refrigeration, mechanical, electrical, or environmental control systems is preferred.
• Proficiency with Dynamics CRM, Teams and Microsoft Office applications.

Professional Attributes

• Highly self-motivated with strong organizational and territory management skills.
• Demonstrated ability to build executive-level relationships and influence decision makers while also connecting with chamber owner/operators and facility service technicians.
• Strong communication, presentation, negotiation, and closing skills.
• Analytical mindset with the ability to evaluate opportunities and develop strategic account plans.
• Proven ability to manage multiple projects and priorities in a fast-paced environment.
• High degree of integrity, professionalism, and customer focus.

Physical Demands

Office based with 50% ability to travel to markets in Mid Atlantic Region

Work Environment

Office and travel within markets

Benefits

• Standard Benefits Package: Health, Dental & Vision Plans: Comprehensive health coverage to keep you and your family supported; Life & Disability plans, Paid Time Off plans and 401(k) with employer match
• Company Vehicle allowance, cellphone, laptop, ongoing professional development along with career advancement opportunities.
• Base and strong commission incentive opportunities

Equal Opportunity Employer

As a leading provider of mechanical and electrical construction, facilities services, and energy infrastructure, we offer employees a competitive salary and benefits package and we are always looking for individuals with the talent and skills required to contribute to our continued growth and success. Equal Opportunity Employer/Veterans/Disabled.

Affirmative Action Policy

Please review our Affirmative Action Policy.

Notice to Prospective Employees

Notice to prospective employees: There have been fraudulent postings and emails regarding job openings. EMCOR Group and its companies list open positions here. Please check our available positions to confirm that a post or email is genuine. EMCOR Group and its companies do not reach out to individuals to help with marketing or other similar services. If an individual is contacted for services outside of EMCOR's normal application process – it is probably fraudulent.

Geographic Disclosure

• Remote/hybrid position supporting the Mid-Atlantic region. Candidate must live within the region or alternately in RTP area of NC with willingness to travel up to 50% of time and report to our offices when not traveling.
• Frequent customer site visits and regional travel required.
• Occasional evening and weekend travel for customer events, trade shows, and project support.