Business Development Manager - HVAC PUMP Data Center Segment

For this U.S.-based position, the expected compensation range is $128,480–$192,720 per year, which includes base pay and short-term incentive. Individual pay is determined by performance, knowledge, job-related skills, experience, and relevant education or training.

Pay

• Base pay: $128,480–$192,720 per year
• Short-term incentive included in total compensation

Benefits

• Medical, dental, and vision insurance (with member reward points)
• Basic life insurance
• Benefit Bucks (credits to apply toward benefits)
• Flexible work arrangements
• Paid family leave
• 401(k) with company match
• Well-being and recognition programs (including service anniversary)
• 12 holidays per year
• 15 days of paid time off per year (pro-rated in the first year based on start date)
• Opportunity to purchase company stock (eligibility depends on start date)
• Military leave benefits

Responsibilities

• New Customer Acquisition & Opportunity Development
  • Identify and maintain a list of target accounts (multi-site and individual)
  • Convert competitor products (drives, PLCs, HMIs, computers, software) to Schneider Electric solutions
  • Progress opportunities through defined sales stages
  • Document all customer interactions in BFO (Business Field Operations)
  • Use ONE PLAN templates for top accounts
  • Collaborate with ICO and Marketing to tag and platform new accounts
• Ecosystem Development
  • Map ecosystem influencers (end users, consultants, EPCs) for each account
  • Document ecosystem mapping in ONE PLAN
  • Collaborate across segments (Buildings, Data Centers, Water/Wastewater, Energy & Chemical) to influence specifications and value chain decisions
• Segment Advocacy & Application Promotion
  • Attend key trade shows (e.g., AHR Expo, WEFTEC)
  • Engage with national segment organizations
  • Close prior-year active accounts with OEM team support
  • Use the CARNOT Team for inside sales on dormant accounts
  • Promote targeted applications such as:
    • M173 Heat Pump
    • Duplex Pump Booster Panel
    • HVACR Panel
    • Industrial Refrigeration Campaign
• Campaign Sales Process & Collaboration
  • Prospect using distributor lists, referrals, trade shows, marketing leads, and personal network
  • Qualify and incubate leads via virtual and in-person meetings
  • Engage technical resources for demos and evaluations
  • Collaborate with local sales for pricing, prototyping, and conversion strategies
  • Transition accounts to local sales within 60 days of first purchase
• Travel & Planning
  • Travel strategically for lead qualification and incubation (2–3 customer visits per trip)
  • Coordinate travel with technical resources only when needed
  • Submit call/visit plans to manager before booking
• Development Goals
  • Skill Development (50%): Complete Richardson’s Skill UP program
  • Industry Engagement (25%): Participate in organizations like Hydraulic Institute, ASHRAE, IIAR, SWPA
  • Learning (25%): Complete required corporate modules and one new learning module per quarter

Success Metrics

• Volume and progression of new opportunities
• Pipeline value and closed orders
• Ecosystem mapping and influence
• Frequency and quality of customer engagement
• Completion of development goals and training
• Accurate and timely documentation in BFO

Requirements

• Proven experience in industrial automation sales or business development
• Strong understanding of drives, PLCs, HMIs, industrial software, and automation systems
• Ability to identify and convert competitive solutions
• Excellent communication and collaboration skills
• Experience working with cross-functional teams and technical resources
• Willingness to travel strategically for customer engagement
• Familiarity with CRM tools like BFO and planning tools like ONE PLAN
• Active participation in industry organizations is a plus
• Commitment to continuous learning and professional development