Business Development and Account Manager

Job Description

The Business Development Manager is experienced and highly driven to lead DRC’s sales efforts for assigned customers in the company’s cooling systems portfolio. This individual is responsible for managing strategic customer relationships, identifying new business opportunities, and delivering tailored cooling solutions across mission-critical markets. The Senior Account Manager has a strong technical background in cooling technologies and a proven track record in B2B sales.

• Manage and grow a portfolio of key accounts by providing exceptional service and technical guidance.
• Identify new business opportunities and drive sales growth.
• Develop and execute strategic account plans to meet or exceed revenue targets.
• Conduct in-depth customer needs assessments and present customized cooling solutions (chillers, CRAC/CRAH units, liquid cooling, etc.).
• Collaborate with engineering, product management, and operations teams to ensure customer requirements are met.
• Prepare detailed proposals, quotations, and contract negotiations in line with pricing strategies.
• Maintain a high level of product and industry knowledge to effectively position offerings against competitors.
• Attend trade shows, industry events, and customer meetings as required.
• Develop and execute marketing and advertising, focused on increasing market penetration and gaining new opportunities
• Report on sales forecasts, pipeline activity, and market intelligence to senior management.
• Other duties as assigned

• Uphold and foster DRC’s core values:
  1) Safety Above All
  2) Have a Can-Do Attitude,
  3) Do the Right Thing,
  4) Be a Problem Solver and
  5) Put the Customer First.
• Work within the scope of the position and direction; willingly accepting assignments that may be above and beyond.
• Follow DRC policies and procedures at all times.
• Maintain confidentiality, security, and standards of ethics with all DRC corporate and DRC employee information.
• Approach changes and difficult situations in a professional manner; demonstrate flexibility.
• Maintain regular and reliable attendance and punctuality; accurately report hours worked and time off.
• Respond effectively to the most sensitive inquiries or complaints.
• Assist in keeping work area and equipment in safe working condition. Initiate correction of hazards as appropriate and/or notify supervisor of hazards in a timely manner. Operate equipment following manufacturers’ procedures and use proper body mechanics.
• In the event of a workplace incident or injury, immediately file first report with Safety Manager.

Job Requirements and Physical Demands

• Be able to travel to all DRC offices/production plants as required.
• Be able to travel overnight domestic and international as required.
• Excellent interpersonal, customer service, and both written and verbal communication skills.
• Outstanding attention to detail.
• Strong analytical and problem-solving skills.
• Must be self-motivated and team oriented.
• Able to research and implement cost effective solutions.
• Light physical demands, some reaching, standing, bending, lifting, and prolonged sitting.

• Bachelor’s degree in Mechanical Engineering, Business, or related field (MBA is a plus).
• 5–10 years of sales experience in HVAC, industrial cooling, or related industries.
• Understanding and familiarity with cooling systems, thermal management, or HVAC/R solutions.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to travel up to 30% of the time to meet with clients and partners.
• High level of proficiency with MS Office.
• CRM proficiency (Salesforce, Hub Spot, etc.) and data-driven sales tracking.

• 401(k)
• Medical, Dental & Vision insurance
• Employee assistance program (EAP)
• Flexible spending account (FSA)
• Health savings account (HSA)
• Paid time off
• Parental Leave
• Tuition Reimbursement

We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.

At no time during the hiring process will Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website (Careers - Smiths Group plc)