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.

The position requires working knowledge of commercial HVAC systems and the ability to conduct facility assessments, identify equipment replacement opportunities, and develop financial justifications with appropriate support from service and estimating teams. The Business Development Manager must establish credibility with facility managers and building owners while managing complex sales cycles involving both technical and financial decision‑makers.

Success requires combining HVAC industry knowledge with financial analysis skills (ROI modeling, lifecycle cost analysis), hunter sales competencies (prospecting, competitive displacement), and the ability to operate increasingly independently as experience with Premi Star's approach develops.

The role focuses exclusively on new customer acquisitions through both capital equipment projects and preventive maintenance service contracts. Upon contract execution, new customers are transitioned to Account Management for ongoing relationship ownership.

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 such as 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 Premi Star'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.

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.

Experience:

• 3–5 years’ experience in commercial HVAC sales, building services sales, facilities management, or related technical B2B sales…