Business Development Specialist

The Business Development Specialist is responsible for identifying and developing new business opportunities within an assigned geographic region (e.g., Philadelphia, South Jersey, Bucks County, Delaware County or store territories). This role is the regional growth lead-hunting for new contractor and customer accounts in the territory and building relationships with prospects. Working collaboratively with Store Managers, the BD Specialist sources new opportunities and ensures smooth integration of new customers into our account team. This is an individual contributor position with no direct reports.

Requirements

Core Responsibilities

• Identify and pursue new business opportunities within assigned geographic territory, including new contractor accounts, emerging customer segments, and geographic pockets underserved by current rep coverage
• Build and maintain direct relationships with prospective customers at the owner, manager, and decision-maker level
• Conduct market research and competitive analysis within assigned region to identify growth opportunities, emerging trends, and market gaps in plumbing, HVAC, and mechanical supply sectors
• Qualify and assess new prospects-determine customer type (Mechanical, HVAC, Institution other) and ensure fit with J. Lorber Company offerings
• Collaborate closely with Store Management and teams to introduce new customers, ensure seamless handoff, and maintain continuity of relationship
• Serve as part of the account team for new customers-support expansion planning, help identify cross-selling opportunities, and partner with specialty reps to grow account potential
• Create and deliver proposals, presentations, and pitch materials to prospective customers and partners
• Evaluate and negotiate partnerships, including vendor relationships, co-marketing opportunities, and strategic alliances that support regional growth
• Track and report on business development pipeline, prospect conversion rates, new customer accounts opened, and new revenue generated from regional initiatives
• Represent J. Lorber Company at industry events, trade shows, and community networking forums within assigned region
• Collaborate with marketing to develop regional promotional campaigns, content, and messaging for target contractor and customer segments

Key Qualifications

• 3+ years of business development, sales, or account management experience in wholesale distribution, plumbing/HVAC, or related industries
• Proven track record of successfully identifying, qualifying, and closing new business opportunities
• Strong communication and presentation skills; ability to build rapport with diverse stakeholder groups (contractors, owners, managers, executives)
• Self-motivated, resourceful individual with ability to work independently and manage own prospecting activities and priorities
• Collaborative team player-ability to work effectively with specialty reps and cross-functional teams without direct authority
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, Outlook) and CRM systems (familiarity with Eclipse ERP a plus)
• Valid driver's license and reliable transportation; willingness to travel throughout assigned region
• Strong organizational and time-management skills; ability to manage multiple prospects and opportunities simultaneously
• Customer-focused mindset with attention to detail and follow-through

Preferred Qualifications

• Experience in the plumbing, HVAC, or mechanical supply distribution industry
• Knowledge of HVAC equipment brands (Bradford White, Bosch, Weil-McLain, etc.) or plumbing product lines
• Experience with CRM platforms
• Familiarity with Philadelphia or Delaware Valley business market and contractor base
• Experience with social media or digital marketing strategies

Required Competencies

• Strategic Thinking: Ability to identify market opportunities, assess competitive landscape, and develop actionable regional growth plans
• Relationship Building: Natural ability to establish trust, cultivate professional relationships, and maintain long-term prospects
• Resilience: Ability to manage rejection, maintain motivation, and persistently pursue long-term growth opportunities
• Collaboration: Works effectively and supportively with niche-based specialty reps and cross-functional teams; comfortable in team-based account approach
• Problem-Solving: Resourceful, entrepreneurial approach to overcoming obstacles and finding solutions
• Communication: Clear, professional communication in writing, presentations, and conversation; ability to translate value propositions for different audiences

Compensation & Benefits

Compensation is commensurate with experience. J. Lorber Company offers a competitive benefits package including health insurance, dental, vision, 401(k) plan, paid time off, and performance-based incentive opportunities.

Physical Requirements

Ability to travel throughout assigned geographic territory. Occasional visits to branch locations and customer facilities.