Business Development Manager New St. Louis

Marick Mechanical; St. Louis, Northern (MO, KY); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Marick Mechanical in St. Louis, MO, seeks a Business Development Manager to drive profitable growth by acquiring new commercial and industrial HVAC and refrigeration accounts.

You will develop territory plans, build relationships with facility leaders, and coordinate with operations to deliver proposals and ensure smooth handoffs. Responsibilities include prospecting, presenting solutions, negotiating terms, and maintaining a strong pipeline.

Qualifications

• Outside B2B sales experience with quota attainment.
• Territory planning and account growth in a defined geographic area.
• Strong consultative selling, presentation, and negotiation skills.

Responsibilities

• Develop territory growth plans and target accounts.
• Prospect and qualify leads; manage opportunity from proposal to close.
• Coordinate with operations/estimating for accurate proposals and smooth handoffs.
• Maintain CRM records, forecasts, and pipeline health.

Skills

Outside B2B sales

Territory management

Consultative selling

CRM proficiency

Proposal & negotiation

Education

Bachelor’s degree in business, marketing, communications, or related field

Tools

Microsoft Office

CRM software

Job description

Marick Mechanical, an Orion Services Group company | St. Louis, MO | Field and office

Department: Sales | Reports To: Mike Fuson, VP of Sales | FLSA: Exempt | Travel: Local territory

Compensation: Base salary plus commission under the approved compensation plan

Position Summary

The Business Development Manager drives profitable growth across the greater St. Louis market by acquiring new customers and expanding existing commercial and industrial accounts. The role develops long-term relationships and sells HVAC and refrigeration services, maintenance agreements, products, and solutions aligned with customer needs and Marick’s capabilities.

This position owns the sales process from prospecting through close and partners with branch leadership, service operations, and estimating to deliver accurate proposals and effective customer handoffs. Success is measured by new business, account growth, recurring service revenue, sales profitability, and a reliable pipeline.

Mission of the Role

Grow Marick’s presence in the St. Louis market by turning customer needs into profitable, lasting service relationships and commitments that operations can deliver.

Key Responsibilities

Territory Strategy and New Business Development

• Build and execute a territory growth plan that prioritizes target accounts, customer segments, and opportunities aligned with branch capacity and business goals.
• Generate and qualify leads through cold calling, direct outreach, site visits, referrals, networking, and industry events; identify decision-makers and purchasing timelines.
• Monitor market conditions, competitor offerings, and customer trends to identify opportunities and refine prospecting priorities and sales positioning.

Consultative Selling and Solution Development

• Conduct discovery meetings and site visits to understand equipment needs, operating challenges, budgets, service expectations, and business priorities.
• Partner with service and technical teams to develop appropriate HVAC, refrigeration, maintenance, repair, and replacement solutions; confirm scope and feasibility before making commitments.
• Present proposals that clearly explain scope, customer value, pricing, and next steps; address objections and maintain consistent follow-up throughout the sales process.

Commercial Execution and Profitable Growth

• Own opportunities through negotiation and close, achieving established sales and profitability goals while following pricing, discount, and contract approval requirements.
• Coordinate with estimating, operations, and Finance to validate costs, margins, billing terms, and delivery expectations; elevate nonstandard terms and commercial risks for approval.
• Maintain complete sales documentation and secure required approvals and customer authorization before transitioning work to operations.

Customer Relationships and Operational Handoffs

• Develop account plans and trusted relationships with facility leaders, property managers, owners, and other stakeholders to support retention, renewals, and account expansion.
• Coordinate sales-to-operations handoffs covering scope, commitments, site requirements, customer contacts, and timing; stay engaged through onboarding and initial delivery.
• Identify cross-selling and recurring service opportunities, follow up on customer satisfaction, and coordinate issue resolution with the responsible operations team.

Pipeline Management and Sales Accountability

• Maintain accurate CRM records for contacts, activities, opportunities, proposal values, stages, close dates, and next actions.
• Provide timely forecasts and performance updates; review pipeline coverage, conversion rates, sales-cycle progress, revenue, and margin results with leadership.
• Use sales results and lost-opportunity feedback to improve effectiveness; participate in product, technical, and sales training and represent Marick professionally.

Ideal Candidate Profile

A self-directed business developer who builds trust, pursues opportunities consistently, and connects customer needs with practical service solutions.

• Organized and persistent, with disciplined prospecting, follow-up, and time management.
• Consultative and credible with customers; able to communicate technical concepts in clear business terms.
• Commercially minded and collaborative, balancing growth goals with margin, service quality, and operational capacity.

Required Experience

• Demonstrated success in outside business-to-business sales, including cold calling, acquiring new accounts, and meeting sales goals.
• Experience managing a sales process from prospecting and qualification through proposal, negotiation, and close.
• Strong consultative selling, presentation, negotiation, and customer relationship skills.
• Proficiency with Microsoft Office and CRM software, including accurate records and sales forecasts.
• Ability to work independently, manage a territory, and partner with technical and operational teams.
• Valid driver’s license and ability to travel regularly within the assigned territory.

Preferred Experience

• Bachelor’s degree in business, marketing, communications, or a related field.
• Sales experience in commercial or industrial HVAC, refrigeration, or mechanical services.
• Experience selling maintenance agreements or recurring services; established St. Louis market relationships.

Leadership Attributes

• Acts with integrity, takes ownership, and follows through on customer and internal commitments.
• Influences across functions, communicates respectfully, and addresses issues early.
• Uses sound judgment, seeks technical input, and shares effective sales practices.

Reporting Relationship

Reports to the designated sales or branch leader. Partners with service operations, estimating, and Finance to align sales commitments with business priorities and delivery capacity.

Location and Travel

Based in St. Louis, Missouri, with frequent customer meetings and site visits throughout the greater St. Louis area. Work combines office and field activity; occasional travel outside the territory may be required.

Physical and Work Requirements

• Work in office, customer facility, and jobsite environments; use a computer and phone and travel between locations.
• Walk and stand during site visits and follow site-access, safety, and PPE requirements. Perform essential functions with or without reasonable accommodation.
• Maintain availability for customer meetings and occasional early or evening events.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Marick Mechanical’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.