Director of Business Development- HVAC & Refrigeration Operations
cogentanalytics · Winston Salem, NC · onsite
USD 100,000 to 120,000 · period not stated
Key Responsibilities:
- Business Development and Growth
- • Develop and execute overall business development strategy
- • Identify new customers, markets, services, and revenue opportunities
- • Build relationships with commercial property owners, facility managers, general contractors, developers, manufacturers, and
- other strategic customers
- • Develop opportunities for commercial service agreements, replacement projects, construction projects, refrigeration, and other company service offerings
- • Expand presence within existing accounts by identifying additional services and opportunities
- • Maintain a strong pipeline of future opportunities and ensureconsistent follow up
- • Develop strategic partnerships and referral relationships that cangenerate long term business
- • Represent the company at industry events, customer meetings, networking opportunities, and community events when appropriate
- Sales Leadership
- • Provide leadership, accountability, and direction to the sales team
- • Establish clear sales goals, expectations, and measurable KPIs
- • Monitor sales activity, pipeline, close rates, average sale, gross margin, and other key performance indicators
- • Coach sales people on customer relationships, opportunity development, estimating, proposals, presentations, and closing
- • Ensure opportunities are properly tracked and managed through Service Titan and other company systems
- • Develop a consistent sales process that can be taught, measured, and scaled as the company grows
- • Work with operational leaders to ensure sales commitments canbe successfully delivered
- Strategic Accounts
- • Develop and maintain relationships with QRC’s most important customers
- • Establish a structured key account strategy for major commercial customers
- • Conduct regular customer reviews to understand upcoming needs and opportunities
- • Identify opportunities to increase QRC’s share of wallet withinexisting accounts
- • Assist with resolving significant customer issues when executive level involvement is appropriate
- • Protect long term customer relationships while maintaining appropriate pricing and profitability
- Market Development
- • Evaluate potential new markets, territories, customer segments,and service offerings
- • Work with marketing to develop targeted campaigns that support the company's growth objectives
- • Identify underserved areas of the market where the company can establish a competitive advantage
- • Monitor competitors, market conditions, pricing trends, and industry developments
- • Help determine where the company should invest resources to generate the highest long term return
- Financial Accountability
- • Develop annual revenue and gross profit goals in coordinationwith the CEO, CFO, and operational leadership
- • Maintain visibility into the sales pipeline and provide reliablerevenue forecasting
- • Ensure growth opportunities meet the company's profitability expectations
- • Evaluate opportunities based on revenue, gross margin, strategicvalue, capacity, and risk
- • Avoid pursuing revenue simply for the sake of growth when the work does not meet the company's financial or strategic objectives
- Leadership and Strategic Planning
- • Participate as a member of the senior leadership team
- • Participate in annual and quarterly strategic planning
- • Help develop the company's three to five year growth strategy
- • Work across departments to remove obstacles preventingprofitable growth
- • Maintain accountability for commitments, priorities, and companygoals
- • Help build the people, processes, and systems required to support the company as the company grows
- Key Performance Indicators
- Performance should be measured using objective results including:
- • Total company revenue growth
- • Gross profit dollars generated
- • New business revenue
- • Existing customer revenue growth
- • Sales pipeline value
- • Pipeline coverage against future revenue goals
- • Sales close rate
- • Commercial service agreement growth
- • Customer retention
- • Strategic account growth
- • Sales forecasting accuracy
- • Sales team performance against individual goals
Qualifications:
- • Proven leadership experience in business development, sales,operations, or a related role
- • Strong understanding of the HVAC, refrigeration, construction,service, or related industries preferred
- • Demonstrated ability to develop relationships and generate newbusiness
- • Strong financial and business understanding
- • Ability to evaluate opportunities based on both revenue andprofitability
- • Strong communication, negotiation, and leadership skills
- • Ability to hold people accountable while maintaining productiveworking relationships
- • Comfortable working directly with customers, executives, fieldpersonnel, salespeople, and operational leaders
- • Strong organizational skills with the ability to manage multipleopportunities simultaneously
Leadership Expectations:
- Where is the next opportunity?
- Which customers should we be doing more business with?
- What markets should the company enter?
- What services should we expand?
- Where are we leaving revenue on the table?
- How do we make our sales organization stronger?
- How do we grow without sacrificing profitability, customerexperience, or operational execution?
- The Director of Business Development should ultimately create a predictable and scalable growth engine that supports the company's long term vision.