Senior Business Development Manager

Capstone Mechanical, LP.; Macon (GA); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Capstone Mechanical, LP. is seeking a seasoned sales professional to lead territory growth in the HVAC market. You will drive strategic outreach to facility executives, manage multi-month sales cycles, and close large capital and service contracts.

The role requires 5–7 years of HVAC sales experience, strong B2B skills, and the ability to travel to client sites for meetings and assessments.

Qualifications

• 5-7 years of commercial HVAC sales with new customer acquisition.
• Experience selling capital equipment and service contracts.
• Knowledge of commercial HVAC equipment and maintenance requirements.
• Proven ability to close complex B2B deals.

Responsibilities

• Lead territory prospecting to win large new customers.
• Drive cold outreach to facility and property executives.
• Manage end-to-end sales process from qualification to close.
• Coordinate site visits and customer meetings across regions.
• Maintain CRM data, forecast sales, and assist planning.
• Mentor junior BDRs and onboard new customers.

Skills

B2B sales

CRM experience

Forecasting

Territory sales

Site visits

MS Office

Education

Bachelor’s degree in Business/Marketing/Engineering/Construction Management

HVAC/Refrigeration cert or Associate degree

High School Diploma + 7+ years sales

Tools

CRM software

MS Office

Job description

RESPONSIBILITIES

• Lead and refine territory-specific prospecting plans to capture large new customers.
• Drive cold outreach and high-level engagement with facility and property executives.
• Identify and pursue complex business development opportunities leading with service agreements and capital projects.
• Build enduring relationships with decision-makers and influencers throughout the sales cycle.
• Leverage market intelligence to shape product and service offerings and competitive positioning.
• Prepare sophisticated proposals and quotes and negotiate multi-faceted agreements.
• Oversee the complete sales process for significant accounts from qualification through close.
• Coordinate site visits and customer meetings across a region or multiple sites.
• Maintain and analyze CRM pipeline data; lead sales forecasting and contribute to planning.
• Mentor and coach junior BDRs and help integrate new customers into account management.

MINIMUM AND/OR PREFERRED QUALIFICATIONS

EDUCATION

• Bachelor’s degree in Business, Marketing, Engineering, Construction Management, or related field.
• Associate’s degree or Technical Certification in HVAC/Refrigeration with 5+ years commercial HVAC or related experience.
• High School Diploma (or GED) with 7+ years of commercial HVAC, building services, or related sales experience.

Note: Commercial HVAC or building services industry experience strongly preferred. Candidates with transferable B2B technical sales experience and demonstrated ability to learn technical products will be considered.

EXPERIENCE

Required

• 5-7 years’ experience in commercial HVAC sales, building services, or related technical B2B sales with demonstrated new customer acquisition success and a track record of closing complex deals.
• Proven business development experience with proactive prospecting and winning large new accounts.

Strongly Preferred

• Commercial HVAC industry experience (sales, service, facilities management)
• Experience selling both capital equipment/projects and ongoing service contracts.
• Knowledge of commercial HVAC equipment types and maintenance requirements.
• Track record of competitive displacement.
• Understanding of commercial building operations.

CERTIFICATES, LICENSES, REGISTRATIONS

n/a

SKILL REQUIREMENTS

• Demonstrated ability to sell complex B2B sales involving facility managers, building owners, or technical decision-makers with sales cycles of 3+ months and contract values of $25K+.
• Proven ability to sell technical products/services requiring customer needs assessment, solution positioning, and value justification (specific HVAC knowledge can be developed).
• Ability to develop or learn to develop financial justification such as ROI analyses, cost comparisons, and business cases supporting purchasing decisions.
• Demonstrated ability to work in territory-based sales role with regular customer site visits and daily travel.
• Exercise discipline with sales process, pipeline management, forecasting – with CRM a plus.
• Personal computer skills, strong typing ability, and knowledge of Microsoft Office.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Must be able to conduct site visits in mechanical rooms, rooftops, and other equipment locations. May require climbing ladders, working in temperature extremes, and wearing PPE.

WORK ENVIRONMENT

This job operates in both an office and a field environment. Must be able to sit and/or stand for extended periods of time.

REASONABLE ACCOMMODATION

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship in the Company’s business operations.

OTHER DUTIES

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice. Employees understand the above job description and agree to comply with and be subject to its conditions. Employee further agrees this job description does not alter their at-will employment status. Employees understand the Company reserves the right to delegate, remove, expand, or change all responsibilities. Employees acknowledge that they can fulfill the above duties with or without reasonable accommodation.

EQUAL OPPORTUNITY EMPLOYER

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.