New Business Development Representative

Vulcan Mechanical Services; Birmingham (AL); On-site; USD 70,000 - 100,000; Full time

Job summary

Vulcan Mechanical is seeking a dynamic Business Development Manager to grow our HVAC and mechanical services footprint across Chattanooga, NW Georgia, and NE Alabama. You will build relationships with owners, facility managers, and plant engineers, lead the full sales cycle from prospecting to contract, and collaborate with operations to ensure exceptional customer outcomes.

This role requires 3–5 years of relevant experience, strong communication and negotiation skills, and a track record of

Qualifications

• 3–5 years of business development, sales, or account management experience in the HVAC, mechanical contracting, or building services industry is preferred.
• Strong ability to build relationships and close opportunities within commercial/industrial/institutional sectors.
• Experience reading mechanical plans and understanding system sequences is preferred.
• CRM experience and proficiency with Microsoft 365.

Responsibilities

• Develop and execute a strategic business development plan to increase Vulcan Mechanical’s presence in Chattanooga, NW Georgia, and NE Alabama.
• Identify and pursue opportunities in commercial, industrial, healthcare, manufacturing, education, and municipal sectors.
• Build and manage a robust sales pipeline, ensuring accurate forecasting and activity tracking.
• Establish and maintain strong relationships with key stakeholders and decision-makers including building owners, facility maintenance managers, property managers, plant engineers, and plant leadership.
• Lead the full sales cycle, from lead generation and discovery through proposal presentation and contract closure.
• Collaborate with internal service managers, estimators, project managers, and leadership to develop scopes of work, estimates, and customer‑specific proposals.
• Achieve revenue goals for maintenance service agreements.
• Monitor trends in HVAC technologies, mechanical services, energy optimization, and capital planning.
• Stay engaged in the industry through associations, networking groups, trade shows, and local business organizations.
• Provide leadership with market feedback that influences service offerings, pricing strategies, and marketing direction.
• Partner with operations to ensure smooth execution and a best-in-class customer experience.
• Communicate customer expectations clearly and support proactive issue resolution.
• Advocate for long‑term customer relationships and life‑cycle mechanical planning.
• Fanatical prospecting and first meeting confirmation - 30-60 minutes/daily
• Execute first meetings, an average of 1-2 per day
• Lead/participate in survey of customer facility and equipment
• Proposal pricing and financial analysis
• Lead internal strategy meeting
• Lead Solution meeting and present proposal to prospect
• Participate in Internal & External start-up meeting

Skills

Relationship building

Negotiation skills

Excellent communication

CRM experience

Tools

CRM software

Microsoft 365

Job description

Vulcan Mechanical is seeking a dynamic Business Development Manager to drive growth across our HVAC and mechanical service offerings throughout Chattanooga, Northwest Georgia, and Northeast Alabama. This role focuses on expanding our footprint in commercial, industrial, and institutional markets by building strong client relationships, identifying new business opportunities, and promoting Vulcan Mechanical as the region’s trusted mechanical services partner.

About Vulcan Mechanical

Vulcan Mechanical is a leading HVAC/mechanical contractor known for reliable, quality-driven solutions in maintenance, repairs and projects across industrial, commercial, and institutional markets. Our teams deliver expertise in HVAC systems, mechanical maintenance, energy efficiency, and mission-critical facility support. We take pride in solving problems, protecting equipment investments, and ensuring peak building performance for our customers.

Key Responsibilities

1. Business Growth & Market Expansion

• Develop and execute a strategic business development plan to increase Vulcan Mechanical’s presence in Chattanooga, NW Georgia, and NE Alabama.
• Identify and pursue opportunities in commercial, industrial, healthcare, manufacturing, education, and municipal sectors.
• Build and manage a robust sales pipeline, ensuring accurate forecasting and activity tracking.

2. Client & Partner Relationship Management

• Establish and maintain strong relationships with key stakeholders and decision-makers including building owners, facility maintenance managers, property managers, plant engineers, and plant leadership.
• Conduct on-site visits and mechanical system assessments to understand customer needs and propose tailored solutions.
• Represent Vulcan Mechanical with professionalism, technical understanding, and consistency.
• Lead the full sales cycle, from lead generation and discovery through proposal presentation and contract closure.
• Collaborate with internal service managers, estimators, project managers, and leadership to develop scopes of work, estimates, and customer‑specific proposals.
• Achieve revenue goals for maintenance service agreements.

4. Market Insight & Competitive Positioning

• Monitor trends in HVAC technologies, mechanical services, energy optimization, and capital planning.
• Stay engaged in the industry through associations, networking groups, trade shows, and local business organizations.
• Provide leadership with market feedback that influences service offerings, pricing strategies, and marketing direction.

5. Internal Collaboration & Customer Experience

• Partner with operations to ensure smooth execution and a best-in-class customer experience.
• Communicate customer expectations clearly and support proactive issue resolution.
• Advocate for long‑term customer relationships and life‑cycle mechanical planning.

Required Qualifications

• 3-5 years of business development, sales, or account management experience in the HVAC, mechanical contracting, or building services industry is preferred.
• Strong understanding of commercial HVAC systems, mechanical equipment, building controls, and facility operations.
• Proven ability to build relationships and close opportunities within commercial/industrial/institutional sectors.
• Excellent communication, presentation, and negotiation skills.
• Ability to read mechanical plans and understand system sequences is preferred.
• CRM experience and proficiency with Microsoft 365.

Preferred Experience

• Existing contacts within the Chattanooga, Northwest Georgia, or Northeast Alabama commercial building markets.
• Background in selling maintenance programs, retrofit solutions, or mechanical construction services.
• Knowledge of energy efficiency strategies, Capex and Opex related costs, and total cost-of-ownership selling.
• Experience collaborating with Executive leadership, Functional leadership and facilities teams.
• Professional sales training – Sandler Enterprise Selling, The Challenger Sales, GAP Selling, Fanatical Prospecting, Miller-Heiman Strategic Selling, or equal/like

Key Attributes for Success

• Self-motivated, entrepreneurial mindset with strong initiative.
• Relationship-driven and professional in all customer interactions.
• Results-oriented with strong follow-through and organizational skills.
• Ability to work independently while contributing to a high-performance team.

What a day in the life of a Vulcan Mechanical BD Representative may entail

• Fanatical prospecting and first meeting confirmation - 30-60 minutes/daily
• Execute first meetings, an average of 1-2 per day
• Lead/participate in survey of customer facility and equipment
• Proposal pricing and financial analysis
• Lead internal strategy meeting
• Lead Solution meeting and present proposal to prospect
• Participate in Internal & External start-up meeting