Business Development Executive

Innovative Refrigeration Systems, Inc.; Lyndhurst (VA); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

401(k) match

Medical, dental, vision insurance

Paid vacation & holidays

Employee referral program

Job summary

Innovative Refrigeration Systems, Inc. seeks a Business Development Executive to identify and develop new large-scale cold storage projects.

You will own the early sales cycle, qualify opportunities, and position Innovative for sole-source or negotiated work. In this role, you will build trusted advisor relationships with C-suite leaders and developers, lead strategizing discussions, and collaborate with engineering and operations teams to align project approaches and timelines.

Qualifications

• Bachelor’s degree in engineering, business, or a related technical field OR equivalent experience.
• Demonstrated ability to build relationships with senior-level decision-makers and influence major capital projects.
• Proven ability or strong aptitude for outbound prospecting and business development.
• Excellent communication, presentation, organization, and follow-up skills.
• Ability to travel regularly for customer meetings, site visits, and industry events.

Responsibilities

• Identify, develop, and secure new business opportunities in target markets with emphasis on cold storage.
• Own front end of sales process from initial contact to opportunity qualification and positioning.
• Lead executive-level presentations and strategic discussions with clients.
• Collaborate with engineering, design, and operations teams to align project approaches.
• Maintain a high-quality pipeline and report activity in CRM.

Skills

Outbound prospecting

Relationship building

Executive communication

Presentation skills

Organization & follow-up

Education

Bachelor's degree in engineering or business

Tools

HubSpot or Salesforce

Job description

Innovative Refrigeration Systems, Inc. is the leading provider of industrial refrigeration and process cooling solutions, delivering custom engineered systems utilizing natural refrigerants such as ammonia and CO₂. Through a fully integrated approach encompassing engineering, manufacturing, construction, commissioning, nationwide service, and advanced aftermarket solutions, Innovative supports customers across the food and beverage, cold storage, pharmaceutical, industrial manufacturing, and mission-critical infrastructure markets throughout North America and around the world.

Job Role

The Business Development Executive is responsible for identifying, developing, and securing new business opportunities across their target market, with a primary emphasis on developing relationships and generating opportunities within the cold storage market while supporting broader industrial refrigeration growth. This role is focused on proactive outbound prospecting, relationship development, and early-stage opportunity ownership for large, complex refrigeration design-build projects.

Key Duties

Market Expansion & Strategic Growth

• Aggressively identify and pursue new business opportunities across your core market, with a strong focus on cold storage owners, developers, operators, and investors.
• Develop and execute targeted market penetration strategies that expand Innovative’s footprint in both existing and emerging verticals.
• Build greenfield pipelines by engaging new accounts, uncovering latent demand, and creating opportunities where none currently exist.
• Position Innovative early in the project lifecycle (conceptual planning, feasibility, and budgeting phases) to influence specifications and secure sole-source or negotiated work.

Enterprise Sales & Opportunity Development

• Own the front end of the sales process, from initial contact through opportunity qualification and positioning.
• Provide clear and concise hand off to project team/project executive
• Qualify projects based on technical fit, financial viability, timeline, and strategic alignment with Innovative’s capabilities.
• Develop pursuit strategies for large, complex design-build and Engineer Plan Construct (EPC) projects.
• Maintain active engagement with key opportunities through the full sales lifecycle to ensure win success.

Executive Relationship Building

• Establish and cultivate relationships with C-suite leaders, owners, developers, engineers, and key decision-makers within target industries.
• Serve as a trusted advisor to clients by delivering insight on refrigeration technologies, system design approaches, and lifecycle value.
• Lead high-level presentations, executive briefings, and strategic discussions that position Innovative as the industry leader.
• Build long-term partnerships that drive repeat business and multi-project engagements.

Industry Leadership & Brand Positioning

• Represent Innovative as the premier industrial refrigeration provider at industry events, conferences, and trade organizations.
• Strengthen brand visibility and credibility through thought leadership, networking, and strategic engagement.
• Stay ahead of industry trends, regulatory changes, and competitive dynamics to proactively identify opportunities.

Internal Collaboration & Execution Alignment

• Work closely with engineering, design, and operations teams to ensure early alignment on project approach, constructability, and client expectations.
• Provide market feedback to leadership to inform service offerings, innovation, competitive landscape and strategic direction.
• Collaborate with marketing and inside sales to align outreach efforts, campaigns, and account coverage strategies.

Pipeline Management & Performance Accountability

• Build, manage, and continuously expand a high-quality pipeline of large project opportunities.
• Track all activity and opportunities within Innovative CRM systems, ensuring accurate forecasting, customer information, opportunities and reporting.
• Establish and drive key performance metrics including pipeline growth, win rate, and revenue generation.
• Deliver regular updates to executive leadership on market activity, strategic pursuits, and performance against growth targets.

Requirements

• Bachelor’s degree in engineering, business, or a related technical field OR equivalent experience.
• Demonstrated ability to build relationships with senior-level decision-makers and influence major capital projects.
• Proven ability or strong aptitude for outbound prospecting and business development.
• Excellent communication, presentation, organization, and follow-up skills.
• Ability to travel regularly for customer meetings, site visits, and industry events.
• Experience with CRM systems such as HubSpot or Salesforce.
• Must be able to remain in a stationary position (seated or standing) for extended periods.
• Occasionally may need to lift or carry items up to 25 pounds (e.g., office supplies, small equipment).

Preferences

• 8+ years experience in industrial, construction, or technical sales environments.
• Background in design-build, industrial construction, and project delivery
• Familiarity with industrial refrigeration, cold storage facilities, refrigerated warehousing, food processing, mechanical systems, or related industries.
• Experience developing new markets or expanding into new geographic or vertical segments.

What Success Looks Like

• Consistently generates and converts new opportunities in targeted markets.
• Establishes Innovative early in project lifecycles, leading to negotiated or sole-source awards.
• Expands Innovative’s presence into new cold storage accounts, regions, and strategic industrial refrigeration verticals.
• Build a robust, forward-looking pipeline of large-scale industrial refrigeration projects.
• Establishes new relationships with senior executives and decision makers within your target market

Benefits

In addition to a competitive base salary, we provide a comprehensive and employee-focused benefits package designed to support your financial security, health, and work-life balance:

• Generous retirement plan with a dollar-for-dollar 401(k) match up to 15%
• 401(k) student loan repayment match up to 15%
• Medical insurance with 75% of employee and family premiums covered by the company
• Dental and vision insurance options
• Optional supplemental insurance coverage
• Short-term and long-term disability insurance
• Accidental death and dismemberment (AD&D) coverage
• Company-paid life insurance
• Weekly pay
• Competitive paid vacation and holiday time
• Paid sick leave, bereavement leave, and jury duty leave
• Employee referral bonus program
• Opportunities for career advancement, professional development, training, and apprenticeship programs
• Access to employee discounts on cell phone plans, vehicle rentals, and other eligible services