Business Development Manager

Trova; Clearwater (FL); On-site; USD 90,000 - 140,000; Full time

Job summary

Trova is seeking an experienced Commercial AV Sales Executive in Clearwater, FL to develop and close complex audio/visual projects for commercial clients. This role emphasizes trust, quality, and long-term value over price, with heavy focus on pipeline management and multi‑stakeholder engagement.

You will lead discovery, tailor solutions with Design/Engineering, and drive opportunities through CRM-driven sales cycles—from qualification to close—while protecting margins and delivering premium

Qualifications

• 3+ years of B2B sales experience in commercial AV.
• Experience managing long, multi‑stakeholder B2B sales cycles.
• Strong understanding of commercial AV technologies and ability to discuss technical solutions with clients.
• Experience working with CRM platforms; Pipedrive experience is a plus.
• Excellent written and verbal communication; strong prospecting and relationship-building skills.
• Proven ability to build relationships from scratch and manage complex deals.

Responsibilities

• Prospect and generate new commercial AV opportunities.
• Build relationships with owners, facility managers, IT leaders, GCs, architects, developers, and other decision-makers.
• Lead discovery meetings to understand client goals, budgets, timelines, and technical requirements.
• Guide opportunities through qualification to close; maintain CRM records and forecast accuracy.
• Collaborate with Design/Engineering to develop solutions and present proposals.
• Protect margins and ensure scope aligns with delivery; provide clean handoffs to operations.

Skills

B2B sales

AV knowledge

CRM experience

Relationship building

Pipeline management

Technical discussion

Negotiation

Tools

Pipedrive

CRM software

Job description

Must have heavy Audio Visual experience.

We are seeking an experienced Commercial AV Sales Executive to develop and close commercial audio/video and technology projects for businesses, organizations, and institutions that value exceptional quality, craftsmanship, and a white-glove customer experience. This is a relationship-driven B2B sales role focused on identifying new opportunities, developing long-term client relationships, and managing complex sales cycles involving multiple decision-makers.

We are not looking for someone who competes primarily on price. The right candidate knows how to sell based on trust, expertise, quality, service, and long-term value. Success in this role requires strong prospecting skills, disciplined pipeline management, technical aptitude, accurate project scoping, professional proposal presentation, and close collaboration with Design/Engineering and Operations. This is a growth-focused position with the opportunity to make a significant impact on our commercial business.

What You'll Do

Develop New Commercial Business

• Prospect and generate new commercial AV opportunities.
• Build relationships with business owners, facility managers, IT leaders, general contractors, architects, developers, and other corporate decision-makers.
• Develop referral, networking, and strategic partner relationships.
• Identify strong-fit opportunities and confidently disqualify projects that are not a match.
• Participate in networking events, industry associations, and business-development activities.

Manage the B2B Sales Process

• Lead discovery meetings to understand client goals, challenges, budgets, timelines, and technical requirements.
• Identify key stakeholders and understand the customer's decision-making process.
• Guide opportunities through a structured sales process from qualification through close.
• Maintain consistent follow-up throughout longer sales cycles.
• Keep CRM records, activities, opportunities, and forecasts accurate and current.
• Participate in weekly sales meetings and pipeline reviews.

Develop & Present Solutions

• Collaborate closely with Design/Engineering to develop the right solution for each client.
• Ensure project scope, equipment, labor, and expectations are accurately defined before proposals are presented.
• Prepare and professionally present proposals to clients.
• Clearly communicate the value of premium AV solutions and a white-glove service experience.
• Manage revisions and client requests while protecting project scope and profitability.
• Document changes clearly throughout the sales process.

Protect Margin & Project Quality

• Meet or exceed assigned commercial sales goals.
• Maintain healthy gross margins on projects.
• Follow established approval processes for discounts and pricing adjustments.
• Avoid under-scoped or incomplete proposals.
• Balance winning the project with ensuring it can be successfully delivered.

Create a Clean Handoff

• Provide complete and accurate project documentation to Operations.
• Confirm scope and expectations before project kickoff.
• Participate in project transition meetings.
• Communicate important client expectations and commitments to the delivery team.
• Help minimize change orders, rework, and project issues caused by incomplete sales information.

What Success Looks Like

You will be successful in this role when you consistently:

• Achieve or exceed commercial sales targets.
• Maintain targeted gross margins.
• Build and maintain approximately 3x qualified pipeline coverage.
• Maintain forecast accuracy within approximately ±10%.
• Generate new opportunities through proactive prospecting and relationship development.
• Close a strong percentage of properly qualified opportunities.
• Deliver accurate scopes and clean project handoffs.
• Build trusted, long-term relationships with clients.
• Create an exceptional customer experience throughout the sales process.

Qualifications

• 3+ years of B2B sales experience, preferably in commercial or residential AV
• Demonstrated success developing new business and building relationships from scratch.
• Experience managing longer, multi-stakeholder B2B sales cycles.
• Strong understanding of commercial AV technologies and the ability to confidently discuss technical solutions with clients.
• Strong written, verbal, presentation, and interpersonal communication skills.
• Understanding of pricing, gross margin, project scope, and profitability.
• Experience working with CRM platforms; Pipedrive experience is a plus.
• Strong organizational skills and attention to detail.
• Ability to collaborate effectively with Design/Engineering, Operations, Marketing, and leadership.
• High emotional intelligence and the ability to build credibility with sophisticated commercial clients.

Who We're Looking For

The ideal candidate is:

• A proactive hunter who enjoys developing new relationships and opportunities.
• Structured, organized, and disciplined about pipeline management.
• Comfortable discussing both business objectives and technical solutions.
• Consultative rather than transactional.
• Confident working with executives, technical teams, contractors, architects, and other stakeholders.
• Protective of margin and thoughtful about which opportunities to pursue.
• Persistent without being pushy.
• Comfortable managing long sales cycles without losing momentum.
• Accountable for their numbers and results.
• Professional in every client interaction.
• Motivated by delivering exceptional work rather than simply getting a deal across the finish line.

Our Core Values

Our culture is built around five principles:

WE ALL WIN- We work as one team, share ideas, support each other, and win together.

NO BS- We are straightforward, honest, and accountable. No excuses and no spin.

THE BRIGHT SIDE- We approach challenges with a solutions mindset, a can-do attitude, and positive energy.

BE A PRO- We show up prepared, follow through on our commitments, and represent the organization with pride.

GOOD ENOUGH SUCKS- We pursue exceptional work because "just okay" isn't the standard.

If these values resonate with you and you're excited about building relationships, solving complex technology challenges, and growing a commercial AV business, we'd love to hear from you.