Senior Business Development Manager

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Full Time Regular Hawaii

Salary Range: $ To $ Annually

Position Summary:

The Senior Business Development Manager is responsible for developing, maintaining, and expanding customer relationships while driving profitable growth for the HVAC Service Division. This position serves as the primary business relationship manager for key commercial, industrial, institutional, and government customers and actively develops new business opportunities.

The role focuses on growing recurring and service-related revenue through preventive maintenance agreements, service contracts, repairs, equipment replacements, retrofits, controls upgrades, and other HVAC service solutions. Working closely with the Service Manager, technicians, estimators, project managers, and company leadership, the Senior Business Development Manager identifies customer needs, coordinates proposals and opportunities, supports the fulfillment of customer commitments, and builds long-term customer relationships.

This senior-level position requires strong commercial HVAC industry knowledge, relationship-management skills, and the ability to identify and convert business opportunities into profitable, long-term service revenue.

Primary Responsibilities

Customer Account Management

• Serve as the primary relationship manager for assigned HVAC service customers.
• Develop and maintain strong relationships with facility managers, building owners, property managers, engineers, general contractors, government representatives, and other key decision makers.
• Develop a thorough understanding of each major customer’s facility portfolio, HVAC equipment, key personnel, purchasing procedures, budget cycles, capital improvement plans, maintenance requirements, existing service providers, equipment replacement needs, and service history.
• Maintain regular communication with customers to identify current and future HVAC needs, upcoming projects, equipment concerns, and business opportunities.
• Conduct periodic account reviews with major customers and identify opportunities for additional services.
• Coordinate with the Service Manager and technicians to address significant customer concerns, service issues, and opportunities.
• Identify at-risk accounts and develop appropriate customer-retention strategies.
• Maintain relationships following completed projects and major repairs to encourage repeat and recurring business.
• Maintain accurate customer, opportunity, proposal, and follow-up information in the company’s CRM or service-management system.
• Position the company as a long-term HVAC service partner by proactively addressing customer needs rather than responding solely to individual service calls.

Business Development

• Develop new commercial, industrial, institutional, and government HVAC service customers.
• Identify and pursue opportunities for preventive maintenance agreements, service contracts, chiller, and VRF/VRV service, packaged and split-system service, building automation and controls, equipment replacements, retrofits and upgrades, energy-efficiency improvements, emergency service, equipment rental, and temporary cooling.
• Generate qualified leads through referrals, networking, industry and vendor relationships, existing contacts, and direct business development.
• Identify upcoming projects and facility requirements before the formal bidding stage whenever possible.
• Develop and maintain a strong pipeline of qualified service opportunities.

Service Agreement Development

• Identify opportunities for new or expanded preventive maintenance and long-term service agreements.
• Work with the Service Department to develop scopes of work and maintenance programs based on equipment inventories, service requirements, customer expectations, and contract requirements.
• Present maintenance agreements and service proposals to customers.
• Manage agreement renewals and identify opportunities to expand existing contracts.
• Monitor contract profitability and coordinate with management on necessary pricing or scope adjustments.

Estimating and Proposal Coordination

• Coordinate with service estimators and technical personnel to define customer requirements, develop scopes of work, and prepare proposals.
• Perform or assist with customer site visits as needed.
• Review proposals to ensure they address the customer’s technical, operational, and business…