Business Development Manager

Business Development ManagerThe Business Development Manager develops new customer relationships and drives revenue growth through strategic prospecting and consultative sales of commercial HVAC services and capital equipment projects. This hunter role requires commercial HVAC or related building services experience combined with proven new business development capabilities.The position requires working knowledge of commercial HVAC systems and the ability to conduct facility assessments, identify equipment replacement opportunities, and develop financial justifications with appropriate support from service and estimating teams. The Business Development Manager must establish credibility with facility managers and building owners while managing complex sales cycles involving both technical and financial decision-makers.Success requires combining HVAC industry knowledge with financial analysis skills (ROI modeling, lifecycle cost analysis), hunter sales competencies (prospecting, competitive displacement), and the ability to operate increasingly independently as experience with PremiStar's approach develops.The role focuses exclusively on new customer acquisitions through both capital equipment projects and preventive maintenance service contracts. Upon contract execution, new customers are transitioned to Account Management for ongoing relationship ownership.Responsibilities include developing and executing territory-specific prospecting plans identifying target accounts with both service contract potential and capital project opportunities (aging equipment, deferred maintenance, inefficient systems); cold calling facility managers, property managers, and building owners to uncover both immediate capital needs and ongoing service dissatisfaction with incumbent contractors; identifying opportunities leading with service agreements like capital equipment projects (replacements, retrofits, system upgrades) and other services for new customers; building credibility and rapport with key decision-makers (facility managers, building owners, CFOs) during the sales cycle to understand equipment needs, navigate approval processes, and secure contract signatures or project sales for successful transition to Account Management; providing market intelligence and customer feedback to internal teams (service operations, product development, pricing) regarding service improvement opportunities, competitive threats, equipment preferences, and recurring customer pain points to enhance PremiStar's competitive positioning; preparing comprehensive proposals and quotes for both service contracts and capital projects, including detailed scope of work, equipment specifications, pricing with line-item transparency, credit terms, payment schedules, project timelines, and warranty coverage using company standards and pricing tools; managing complete sales process from initial prospect qualification through proposal development, stakeholder presentations, contract negotiations, and final close (signed contracts, deposits, purchase orders) for both capital projects and service agreements; conducting regular facility site visits to assess commercial HVAC equipment conditions, evaluate capital replacement opportunities, build relationships with facility staff and decision-makers, identify service contract needs, and document equipment distress indicators for proposal development; maintaining accurate pipeline and customer records in CRM system or customer tracking system used and participating in regular sales forecasting and planning meetings to report on opportunities, obstacles, and revenue commitments; partnering with account manager to transition new customers to existing accounts support.Minimum and/or preferred qualifications include a Bachelor's degree in business, Marketing, Engineering, Construction Management, or related field, or Associate's degree or Technical Certification in HVAC/Refrigeration with 2+ years commercial HVAC experience, or High School Diploma (or GED) with 5+ years commercial HVAC, building services, or facilities-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 includes 3-5 years' experience in commercial HVAC sales, building services sales, facilities management, or related technical B2B sales with demonstrated new customer acquisition success. Business development experience: track record of proactive prospecting, cold calling, and winning 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.Skill requirements include 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 include conducting site visits in mechanical rooms, rooftops, and other equipment locations. May require climbing ladders, working in temperature extremes, and wearing PPE.Work environment includes both an office and a field environment. Must be able to sit and/or stand for extended periods of time.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 include understanding and compliance with the job description and at-will employment status, acknowledging the right to delegate, remove, expand, or change all responsibilities, and agreement to fulfill the above duties with or without reasonable accommodation.Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.