Business Development Manager

Job Summary

The 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.

Responsibilities

• Develop and execute territory-specific prospecting plans identifying target accounts with both service contract potential and capital project opportunities (aging equipment, deferred maintenance, inefficient systems)
• Cold call facility managers, property managers, and building owners to uncover both immediate capital needs and ongoing service dissatisfaction with incumbent contractors
• Identify opportunities leading with service agreements like capital equipment projects (replacements, retrofits, system upgrades) and other services for new customers
• Build 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
• Provide 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
• Prepare 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
• Manage 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
• Conduct 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
• Maintain accurate pipeline and customer records in CRM system or customer tracking system used and participate in regular sales forecasting and planning meetings to report on opportunities, obstacles, and revenue commitments
• Partner with account manager to transition new customers to existing accounts support

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 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: 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
• Certificates, Licenses, Registrations: n/a
• Skills: 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). 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