Senior Business Development Manager

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.

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.
• Cook up and 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.

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.
• 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
• 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). 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.

Skills

• Personal computer skills, strong typing ability, and knowledge of Microsoft Office.

Physical Demands

• Must be able to conduct site visits in mechanical rooms, rooftops, and other equipment locations.
• May require climbing ladders, working in temperature extremes, and wearing PPE.

Work Environment

• This job operates in both an office and a field environment.
• Must be able to sit and/or stand for extended periods of time.