Business Development Executive

Key Duties

• Aggressively identify and pursue new business opportunities across your core market, with a strong focus on cold storage owners, developers, operators, and investors.
• Develop and execute targeted market penetration strategies that expand Innovative’s footprint in both existing and emerging verticals.
• Build greenfield pipelines by engaging new accounts, uncovering latent demand, and creating opportunities where none currently exist.
• Position Innovative early in the project lifecycle (conceptual planning, feasibility, and budgeting phases) to influence specifications and secure sole-source or negotiated work.
• Own the front end of the sales process, from initial contact through opportunity qualification and positioning.
• Qualify projects based on technical fit, financial viability, timeline, and strategic alignment with Innovative’s capabilities.
• Develop pursuit strategies for large, complex design-build and Engineer Plan Construct (EPC) projects.
• Maintain active engagement with key opportunities through the full sales lifecycle to ensure win success.

Executive Relationship Building

• Establish and cultivate relationships with C-suite leaders, owners, developers, engineers, and key decision-makers within target industries.
• Serve as a trusted advisor to clients by delivering insight on refrigeration technologies, system design approaches, and lifecycle value.
• Lead high-level presentations, executive briefings, and strategic discussions that position Innovative as the industry leader.
• Build long-term partnerships that drive repeat business and multi-project engagements.

Industry Leadership & Brand Positioning

• Represent Innovative as the premier industrial refrigeration provider at industry events, conferences, and trade organizations.
• Strengthen brand visibility and credibility through thought leadership, networking, and strategic engagement.
• Stay ahead of industry trends, regulatory changes, and competitive dynamics to proactively identify opportunities.

Internal Collaboration & Execution Alignment

• Work closely with engineering, design, and operations teams to ensure early alignment on project approach, constructability, and client expectations.
• Provide market feedback to leadership to inform service offerings, innovation, competitive landscape, and strategic direction.
• Collaborate with marketing and inside sales to align outreach efforts, campaigns, and account coverage strategies.

Pipeline Management & Performance Accountability

• Build, manage, and continuously expand a high-quality pipeline of large project opportunities.
• Track all activity and opportunities within Innovative CRM systems, ensuring accurate forecasting, customer information, opportunities, and reporting.
• Establish and drive key performance metrics including pipeline growth, win rate, and revenue generation.
• Deliver regular updates to executive leadership on market activity, strategic pursuits, and performance against growth targets.