Description

Position Overview

Vulcan Mechanical Services is seeking a Business Development Manager to win new commercial, industrial and institutional customers. The primary focus is selling HVAC maintenance agreements through consistent prospecting, effective discovery and a disciplined sales process. The role also develops service and project opportunities that can establish a customer relationship before a maintenance agreement sale. Experienced technical and operations staff support facility assessments, solution development and proposals.

About Vulcan Mechanical Services

Vulcan Mechanical Services provides HVAC maintenance, repairs and projects for commercial buildings, industrial and manufacturing facilities, and institutional customers, including large churches. We help customers improve equipment reliability, manage operating costs and protect their equipment investments.

Key Responsibilities

Prospecting and New Customer Development

· Develop and execute a territory plan for Birmingham Metro, Tuscaloosa and Anniston.

· Identify target accounts and generate opportunities through cold calling, direct outreach, referrals and targeted networking.

· Consistently secure first appointments and build a qualified pipeline of maintenance agreement, service and project opportunities.

· Develop initial service and project sales into broader customer relationships, including maintenance agreements where appropriate.

Discovery and Opportunity Qualification

· Uncover equipment reliability, operating cost, service responsiveness and facility maintenance problems, and understand their business impact.

· Identify decision-makers and qualify customer priorities, purchasing processes, budget and timing.

· Build trust with building owners, property managers, facility managers, plant engineers and plant leadership; coordinate equipment assessments with technical staff.

Sales Execution and Internal Collaboration

· Lead the sales cycle from prospecting and discovery through proposal presentation and closing. Manage longer sales cycles, address objections and decision-making obstacles, and establish clear next steps.

· Collaborate with service managers, estimators, project managers and leadership to develop scopes, pricing and customer-specific proposals.

· Achieve new maintenance agreement sales goals and contribute additional revenue through service and project sales to new customers.

· Maintain accurate CRM activity, opportunity records and forecasts. Share relevant market and competitive feedback with leadership.

· Clearly communicate commitments to operations, participate in customer startup meetings and support a smooth transition into service delivery.

Required Qualifications

· Demonstrated success generating and closing new B2B business through personal prospecting.

· Proven ability to conduct effective discovery, qualify opportunities, reach decision-makers and close sales involving multiple stakeholders.

· Strong communication, presentation and negotiation skills, with consistent follow-through.

· Ability and willingness to learn commercial HVAC systems and explain the operational and financial value of maintenance, service and project solutions.

· CRM experience and proficiency with Microsoft 365.

· Ability to travel regularly within the Birmingham Metro, Tuscaloosa and Anniston territory.

Preferred Experience

· Three to five years of relevant outside sales or new business development experience.

· Consultative B2B sales involving longer sales cycles and multiple decision-makers.

· Knowledge of commercial HVAC systems, mechanical equipment, building controls and facility operations; ability to read mechanical plans and understand system sequences.

· Experience discussing capital and operating costs, energy efficiency and total cost of ownership with facility and executive leadership.

· Formal sales training and demonstrated application of a structured prospecting, qualification and sales process.

Key Attributes for Success

· Comfortable initiating contact with unfamiliar prospects, asking direct questions, handling rejection and maintaining consistent prospecting activity.

· Self-motivated and organized, with ownership of pipeline development and sales results.

· Able to build credibility and trust by understanding customer problems and following through on commitments.

· Able to work independently and collaborate effectively with technical and operations teams.

Typical Activities and Performance Expectations

· Conduct daily outbound prospecting and follow-up to generate qualified first appointments.

· Average five qualified first meetings per week, with clear objectives and documented next steps.

· Lead discovery meetings and coordinate facility and equipment surveys with technical staff.

· Develop proposals, review pricing and financial value, and lead internal sales strategy discussions.

· Present solutions, negotiate agreements and participate in internal and customer startup meetings.

Compensation and Support

Sales incentives are tied to maintenance agreement sales and eligible service and project sales. New maintenance agreement production remains the primary measure of success. The role receives support from experienced technical and operations staff for facility assessments, solution development, estimating and customer startup.