Business Development Manager - HVAC

Sales at Webasto means selling our products and services with passion and expertise. Our sales team is the first point of contact for our customers, building valuable, long-term, and trusted relationships. In addition to providing personalized advice on all questions related to our products and services, core tasks in Sales include market and competition analysis, as well as the development of short-, medium-, and long-term strategies.

Sales is also responsible for acquiring and commercially managing new projects for the company.

POSITION SUMMARY: The Business Development Manager - HVAC is responsible for driving profitable growth throughout North America by developing new business opportunities and expanding existing customer relationships within the commercial vehicle, specialty on-road vehicle (SOV), body builder, upfitter, and semi-OE markets. This position works closely with engineering, product management, operations, and global teams to identify customer needs and deliver HVAC solutions that support strategic business objectives.

The ideal candidate is a highly motivated business development professional with a demonstrated record of market development, customer acquisition, and revenue growth. Success in this role requires an entrepreneurial mindset, strong relationship-building skills, and the ability to effectively manage multiple priorities while collaborating across global cross-functional teams.

ESSENTIAL FUNCTIONS Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Essential duties and responsibilities may include, but are not limited to, the following:

Develop and execute growth strategies for the Specialty On-Road Vehicle (SOV), body builder, upfitter, and semi-OE channels.

Identify, pursue, and secure new business opportunities for HVAC and thermal management solutions throughout North America.

Develop and execute strategic account growth plans to drive revenue growth, profitability, and customer satisfaction. Collaborate with engineering, product management, operations, and global teams to deliver customer-focused solutions and support new product initiatives.

Maintain opportunity pipelines, forecasts, and account growth plans while monitoring market trends, competitive activity, and customer requirements.

Support commercial negotiations, quotations, customer presentations, industry events, and trade shows.

MINIMUM QUALIFICATIONS Bachelor's degree in Business, Marketing, Engineering, or a related field preferred; equivalent experience will be considered.
5-10 years of progressive B2B sales and business development experience in HVAC, thermal management, commercial vehicle systems, automotive systems, or related technical products.

Experience developing business within OEM, specialty on-road vehicle (SOV), body builder, upfitter, or commercial vehicle markets preferred.

Technical aptitude and understanding of vehicle HVAC systems, customer applications, and manufacturing environments.

Preferred Qualifications &

Competencies:

Technical knowledge of automotive HVAC, refrigeration, or thermal management systems; fuel-operated heater (FOH) product knowledge is a plus.

Demonstrated success developing business within specialty on-road vehicle (SOV) upfitter, body builder, commercial vehicle, OEM, or related markets.

Understanding of vehicle integration, manufacturing processes, and customer application requirements.

Proven track record of market development, customer acquisition, account growth, and new revenue generation.

Strong business acumen and strategic planning capabilities including forecasting, pricing, margin analysis, and business case development.

Effective problem-solving, analytical skills, communication, presentation,…