Senior Business Development Manager

What we offer:

• Work-life balance.
• Career advancement opportunities.
• A great manager and/or team.
• A compelling work culture.
• A sense of purpose.

JOB SUMMARY: 

The Senior Business Development Manager leads strategic prospecting efforts and builds relationships with mid-to-large customers, orchestrating complex new customer acquisition cycles across multiple stakeholders. This role demands a seasoned hunter with a track record of opening new accounts, executing consultative sales of commercial HVAC services and equipment, and contributing substantive customer insights to help shape our offerings and strategy. 

RESPONSIBILITIES: 

• Lead and refine territory-specific prospecting plans to capture large new customers. 

• Drive cold outreach and high-level engagement with facility and property executives. 

• Identify and pursue complex business development opportunities leading with service agreements and capital projects. 

• Build enduring relationships with decision-makers and influencers throughout the sales cycle. 

• Leverage market intelligence to shape product and service offerings and competitive positioning. 

• Prepare sophisticated proposals and quotes and negotiate multi-faceted agreements. 

• Oversee the complete sales process for significant accounts from qualification through close. 

• Coordinate site visits and customer meetings across a region or multiple sites. 

• Maintain and analyze CRM pipeline data; lead sales forecasting and contribute to planning. 

• Mentor and coach junior BDRs and help integrate new customers into account management. 

MINIMUM AND/OR PREFERRED QUALIFICATIONS:   

EDUCATION: 

• Bachelor’s degree in Business, Marketing, Engineering, Construction Management, or related field, OR 

• Associate’s degree or Technical Certification in HVAC/Refrigeration with 5+ years commercial HVAC or related experience, OR 

High School Diploma (or GED) with 7+ years of commercial HVAC, building services, or 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: 

• 5-7 years’ experience in commercial HVAC sales, building services, or related technical B2B sales with demonstrated new customer acquisition success and a track record of closing complex deals. 

• Proven business development experience with proactive prospecting and winning large 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 

CERTIFICATES, LICENSES, REGISTRATIONS: 

• n/a 

SKILL REQUIREMENTS: 

• 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