Business Development Specialist

Job Description

Job Description

About the Company

A well-established mechanical services contractor operating across the Greater Richmond, VA market is seeking a driven Business Development Specialist to fuel their next phase of growth. This company delivers commercial HVAC and mechanical services to a diverse client base and is backed by a strong operational platform with a clear path for sales team expansion.

Position Overview

This is a pure revenue generation role — not account management, not customer service. The Business Development Specialist owns the full sales cycle from prospecting through close, with a specific focus on new customer acquisition, pipeline development, and recurring revenue growth through Preventative Maintenance Agreement (PMA) sales. This role has direct impact on revenue growth, market expansion, and the long-term recurring revenue base of the business.

Key Responsibilities

• Generate new business through proactive outbound prospecting, cold outreach, and market development activities
• Build, manage, and maintain a qualified sales pipeline with 3–5x coverage against revenue targets
• Own the full sales cycle from initial contact through contract close
• Sell Preventative Maintenance Agreements and drive recurring revenue growth through PMA attachment and renewals
• Expand existing accounts through upsell and cross-sell opportunities
• Maintain accurate CRM records, pipeline tracking, and performance reporting
• Align sales commitments with operational capacity and service delivery teams
• Partner with the Service Manager and operations leadership to ensure seamless customer handoffs
• Translate market demand into closed revenue with consistent deal velocity and conversion discipline

What We're Looking For

Primary Target:

• 3–7+ years of B2B outside sales experience with demonstrated ownership of pipeline and revenue targets
• Proven ability to generate and close new business — not just manage existing accounts
• Experience selling service agreements, recurring revenue models, or complex service contracts
• Background in HVAC, mechanical services, construction, facilities services, or a related field
• Strong prospecting, pipeline management, and closing skills
• CRM proficiency with disciplined data ownership and reporting habits

Secondary Target:

• 2–5 years of sales experience with some pipeline ownership and a strong relationship-building track record
• Developing closing ability with a coachable, growth-oriented mindset
• Building familiarity with recurring revenue or service-based sales models

Disqualifiers — Please Do Not Apply If You:

• Have no outbound prospecting experience or rely solely on inbound leads
• Have never owned a revenue target or sales pipeline
• Are primarily an account manager or customer service professional without new business development experience
• Cannot clearly articulate your sales process from lead generation through close

Work Environment & Compensation

• Hybrid field-based role operating across the Greater Richmond, VA market
• High-activity, performance-driven environment with significant autonomy
• Compensation structure includes base salary plus commission and performance-based bonus tied to revenue results
• Clear path to Senior Sales, Sales Manager, or Commercial Leadership roles

Equal Opportunity Statement

This employer is committed to maintaining an inclusive and diverse workplace. All qualified candidates will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law.