Senior Business Development Manager - HVAC (Phoenix)

Job Summary

The Service Project Business Development Manager is a true hunter responsible for sourcing and closing net-new, project-based business. This role focuses on HVAC, electrical, and plumbing capital projects ranging from $50K to multi-million-dollar deals, with an average around $200K.

Performs business development and marketing activities including planning and strategy for a specifically assigned client/customer or market segment. Position is highly visible to potential customers and requires the ability to influence/persuade. Locates business opportunities with new and existing customers by building long-term business relationships with key decision makers. Quality of effort greatly impacts corporate image and revenue stream. Develops and facilitates the proposal process for specific clients including budget and pricing development, proposal writing, and client presentations. Provides guidance to less experienced team members.

Essential Duties

• Prioritizes, prepares and executes business development action plans for specific customer/market targets
• Develops, estimates, and confidently presents service agreement proposals to customers, fostering strong client relationships
• Actively participates in relevant trade shows, educational conferences, and customer-oriented events to expand industry knowledge and network with key stakeholders
• Utilizes the CRM system to ensure all customer data is entered and maintained
• Creates sales opportunities such as cold calls, customer contact lists, industry associations, networking events including the follow up process
• Maximizes success rate by utilizing an understanding of market dynamics and customer goals for a proactive approach to opportunities; aligns targeted opportunities with company capabilities and capacity
• Utilizes their understanding of the mechanics of contracts, associated accounts receivable needs, billings, customer portals and legal compliance such as lien activity to best serve the customer
• Leads turnover meeting with service operations or account manager
• Provides guidance to less experienced team members
• Performs other duties as required

Minimum Requirements

• Bachelor's Degree in Business Administration, Sales, Marketing, Communications, or a related field is preferred
• 5-7 years of experience as a Business Development Manager is required
• Sandler Silver certification preferred
• Must be able to demonstrate strong negotiation and influencing skills

What You'll Do

• Sell service agreements — not one-off projects — for HVAC, plumbing, electrical, and building automation controls
• Spend 80–85% of time in outside sales: cold calling, emailing, and door-knocking (target of 15 door knocks/week)
• Build and grow a book of business through prospecting (hunting) rather than relying on account management
• Sell on value and pain points, not price
• Target sectors: healthcare, K-12 and higher education, data centers, industrial manufacturing, and corporate high-rises
• Actively participate (not just hold membership) in relevant industry associations — 7x24 (data centers), TASBO (education), IFMA (facilities management); healthcare-specific involvement is a plus

Experience Needed

• 5–7 years of B2B sales experience in service agreements for HVAC, plumbing, electrical, filter sales, or building automation control or comparable adjacent field.
• Established locally in Tucson long enough to have built a genuine community reputation and network
• Consistent track record of meeting or exceeding sales quotas, driven primarily by prospecting rather than account management
• Able to speak to a concrete example of winning a deal on value instead of price
• Adaptability, high independence, self-motivation, strong communication, collaborative spirit, and emotional intelligence