Business Development Manager

**THIS IS AN ONSITE POSITION**

Primary Objective

This position contributes directly to the profitable growth of Parts & Supplies and is accountable for revenue growth through share of wallet increase with existing accounts, development of underpenetrated accounts, and acquisition of new customers.

In conjunction with the P&S Director this position ensures branches and supply chain have the appropriate information needed and are trained to support customer demand.

 

Field Sales & Account Development

• Grow Parts & Supplies (P&S) sales within existing house accounts in West TN and North MS.
• Partner with Territory Managers in underperforming P&S accounts as needed.
• Spend time in the field calling on customers and prospects.
• Identify low/no penetration accounts and develop P&S growth plan for each.
• Expand share of wallet with customers who currently purchase only a portion of their P&S needs from us.
• Target contractors as the primary customer base while developing additional opportunities with hotels, schools, facilities, and businesses that perform HVAC service in-house.
• Conduct joint and independent customer calls with P&S Director, Territory Managers, and vendor representatives with particular focus on underperforming and high-potential accounts.
• Develop new customers by assessing their needs, recommending solutions, and coordinating successful onboarding with branches.
• Partner closely with branch teams to identify sales opportunities, resolve customer challenges, and improve product availability.
• Communicate customer demand, inventory requirements, and emerging product needs to P&S Director, Purchasing, and branch teams.
• Work closely with key vendors to build and maintain strong product knowledge and identify new sales opportunities.
• Coordinate vendor counter days, product training, and other activities that increase branch and customer product knowledge.
• Drive cross-selling opportunities with customers, branches, and Territory Managers

In Office

• Prepare for customer calls, develop quotes, research solutions, and provide timely follow-up to customers.

Key Performance Indicators

 

• P&S gross profit dollar growth and margin performance
• Share-of-wallet / P-Score Improvement
• Growth of low and underpenetrated accounts
• New P&S account activation and ongoing purchasing
• Field activity and customer coverage, including quality customer calls and documented follow-up

Qualifications

 

• 4+ years of sales experience
• HVAC industry experience preferred
• Proficiency in Microsoft Office; ERP experience preferred
• Must have strong communication and customer relationship skills
• Customer focused mindset with a service-oriented approach
• Shows initiative and ability to think unconventionally
• Detail-oriented, organized, and consistent
• Ability to handle multiple priorities without losing quality
• Comfortable working in a fast-paced, growth environment
• Positive team attitude that can handle accountability
• Ability to work collaboratively across departments and partners
• Able to travel occasionally