Business Development Manager

**THIS IS AN ONSITE POSITION**

Primary Objective

This position contributes directly to the profitable growth of Parts & Supplies and is accountable for revenue growth through share of wallet increase with existing accounts, development of underpenetrated accounts, and acquisition of new customers.

In conjunction with the P&S Director this position ensures branches and supply chain have the appropriate information needed and are trained to support customer demand.

Field Sales & Account Development

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• Grow Parts & Supplies (P&S) sales within existing house accounts in West TN and North MS.
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• Partner with Territory Managers in underperforming P&S accounts as needed.
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• Spend time in the field calling on customers and prospects.
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• Identify low/no penetration accounts and develop P&S growth plan for each.
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• Expand share of wallet with customers who currently purchase only a portion of their P&S needs from us.
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• Target contractors as the primary customer base while developing additional opportunities with hotels, schools, facilities, and businesses that perform HVAC service in-house.
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• Conduct joint and independent customer calls with P&S Director, Territory Managers, and vendor representatives with particular focus on underperforming and high-potential accounts.
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• Develop new customers by assessing their needs, recommending solutions, and coordinating successful onboarding with branches.
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• Partner closely with branch teams to identify sales opportunities, resolve customer challenges, and improve product availability.
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• Communicate customer demand, inventory requirements, and emerging product needs to P&S Director, Purchasing, and branch teams.
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• Work closely with key vendors to build and maintain strong product knowledge and identify new sales opportunities.
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• Coordinate vendor counter days, product training, and other activities that increase branch and customer product knowledge.
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• Drive cross-selling opportunities with customers, branches, and Territory Managers
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In Office

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• Prepare for customer calls, develop quotes, research solutions, and provide timely follow-up to customers.
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Key Performance Indicators

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• P&S gross profit dollar growth and margin performance
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• Share-of-wallet / P-Score Improvement
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• Growth of low and underpenetrated accounts
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• New P&S account activation and ongoing purchasing
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• Field activity and customer coverage, including quality customer calls and documented follow-up
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Qualifications

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• 4+ years of sales experience
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• HVAC industry experience preferred
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• Proficiency in Microsoft Office; ERP experience preferred
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• Must have strong communication and customer relationship skills
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• Customer focused mindset with a service-oriented approach
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• Shows initiative and ability to think unconventionally
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• Detail-oriented, organized, and consistent
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• Ability to handle multiple priorities without losing quality
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• Comfortable working in a fast-paced, growth environment
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• Positive team attitude that can handle accountability
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• Ability to work collaboratively across departments and partners
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• Able to travel occasionally
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