Sr. Business Development Representative

The Business Development Representative develops new customer relationships and drives revenue growth through strategic prospecting and consultative sales of commercial HVAC, Plumbing, Fire Alarm and Sprinkler System service agreements. 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, Plumbing, Fire Alarm/Fire Sprinkler 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 acquisition through preventive maintenance service contracts. Upon contract execution, new customers are transitioned to the operations team(s) for ongoing relationship ownership and management. Contracts >$7.5K in annualized revenue will be considered “managed accounts” and the BDR will be responsible for maintaining those relationships.

• 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 as capital equipment projects (replacements, retrofits, system upgrades) and other services to 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 for maintenance contracts and successfully handoff to operations team(s)
• Provide repair and project leads to the appropriate department for timely estimating and proposal development for the prospect
• Provide market intelligence and customer feedback to internal teams regarding service and/or project improvement opportunities, competitive threats, equipment preferences, and recurring customer pain points to enhance Premi Star / Farmer & Irwin’s competitive positioning in the marketplace
• Prepare comprehensive proposals and quotes for service contracts including detailed scope of work, equipment inventory list, pricing/estimating, credit terms, payment schedules, 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 service agreements
• Conduct regular managed account “customer care” meetings to assess equipment conditions, evaluate capital replacement opportunities, build relationships with facility staff and decision-makers, identify service contract scope enhancement opportunities, document equipment distress indicators for proposal development by project sales representative(s), and overall key customer satisfaction levels (providing feedback to operations team(s) when needed, etc.)
• Maintain accurate pipeline and customer records in CRM system and Premistar “Sales Tracker”
• Participate in regularly scheduled sales pipeline reviews where pipeline health, activity and strategy will be discussed
• Partner with HVAC Sales Account Manager, as well Plumbing/Fire Alarm/Fire Sprinkler estimators, to ensure all opportunities are identified, handed off and responded to in a timely manner

Equal Opportunity Employer

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