Business Development Manager

Description

A FirstCall Mechanical Company  

BUSINESS DEVELOPMENT MANAGER  

Location:  Chesapeake, VA 

WHO IS FIRSTCALL MECHANICAL? 

STR Mechanical is a commercial and industrial HVAC services provider in the Chesapeake metro area. Founded in 2006, STR Mechanical partnered with FirstCall Mechanical in 2022. 

FirstCall Mechanical is a leading provider of commercial and industrial HVAC, building controls, electrical, and plumbing services. FirstCall serves a wide array of facility and customer types, including distribution centers, industrial plants, universities, airports, healthcare facilities, self-storage units, and more. With approximately 700 employees across Ohio, New York, Virginia, Tennessee, North Carolina, South Carolina, Georgia, Florida, and Texas, FirstCall is committed to building durable partnerships. The company is actively expanding its operations nationwide and partnering with organizations that share its dedication to quality and customer satisfaction. 

FirstCall Mechanical not only partners with companies to nurture growth in the market, but also provides equal focus on employee growth and development as well.  We believe when YOU succeed, we all succeed, so we strive to be the first call for talented team members who want a career, not just a job. 

BENEFITS OVERVIEW  

FirstCall Mechanical values our employees' well-being, growth, and success! Employees are offered a robust benefits package, including:   

• Competitive Weekly Pay  
• Comprehensive Healthcare Coverage - Medical, Dental, Vision, Free Telehealth More  
• Financial Resources - 401(k) Retirement Savings Plan with a 5% match, Life Insurance, Short & Long-Term Disability  
• Time-Off & Holidays - Up to 4 weeks of Paid Off, 9 Paid Holidays Veterans Day for Veterans  
• Career Growth & Development- Company-sponsored education and career advancement programs like the FirstCall Academy, the Learning & Education Assistance Program (LEAP), and the FirstCall Progression Program  
• Generous Referral Bonus of $2,500 per referral  
• Role-Specific Perks - Company vehicle or allowance, mobile phone or phone allowance, uniforms, and work boot and pants allowances  

POSITION OVERVIEW  

We are currently seeking a Business Development Manager who is critical to the overall growth and profitability of the HVAC Service business.  The candidate chosen will be responsible for initiating, establishing and building profitable service relationships between new customers and FirstCall Mechanical. 

JOB RESPONSIBILITIES  

• Lead the HVAC, Electrical, and Industrial Sales business by executing account management strategies that facilitate long-term customer relationships. 
• Plan, forecast, manage and deliver consistent long-term profitable growth in the sales and service divisions. 
• Develop, coach, lead, and support the Sales team to be the premier supplier of process and comfort cooling sales and services to. 
• Responsible for actualizing account management strategies, sales planning, sales pipeline management, salesperson development/training and sales activity consistent with the C2H Services Sales Team. 
• Establish and maintain long-term customer relationships with key and target owners, architects, consulting engineers and contractors to influence opportunities. 
• Participate in local community and professional organizations and maintain an understanding of the business environment (i.e., legislative, purchasing, and market trends). 
• Manage account assignments to the Sales team to ensure secured sales performance to plan. 
• Responsible for top-line revenue growth and meeting growth objectives around gross margin. 
• Provide accurate and timely forecasting of sales and the corresponding allocation of sales support resources. 
• Implement effective performance management by establishing clear goals, dedicating personal time to the professional growth of Salespersons, and actively coaching to ensure adherence to company policies, procedures, and strategic initiatives. 
• Enhance market penetration within the local sector by acquiring new customers and broadening the scope of the existing customer base through engagement with owners, architectural engineers, mechanical consultants, and contractor accounts. 
• Ensure the development and maintenance of key account plans. 
• Secure the growth of new businesses while exhibiting a comprehensive understanding of the diverse market channels and their interconnectedness with the business. 
• Facilitate comprehensive training and ensure the availability of support resources to cultivate Salespersons with the capability to effectively sell the full scope of product offerings. 
• Develop strategies for the Sales team 
• Understand the business environment of branch markets including competition, purchasing and business trends. 
• Participate with management on strategically important key accounts. 
• Establish and maintain personal long-term customer relationships with strategically important accounts to influence opportunities. 
• Work collaboratively with other managers to develop plans, processes, strategies etc. to drive growth in the business. 
• Driving revenue and conversion for the division. 
• Execute all Company processes and complete all required paperwork accurately and in a timely manner 

ACCOUNTABILITIES  

• Maintain and grow existing customer accounts while acquiring new clients 
• Identify and pursue new business opportunities, partnerships, and market segments 
• Stay informed on industry developments, new technologies, and best practices in HVAC 
• Provide regular reports on business development activities, forecasts, and market insights 

ORGANIZATIONAL ALIGNMENT 

This position reports to the local Regional Sales Manager and has a responsibility to the entire service team and all of our customers

Qualifications

QUALIFICATIONS  

• Bachelor's degree in business management or engineering from an accredited four-year College or University 
• Minimum 3-5 years of successful outside Sales Management experience in HVAC Sales leadership role 
• Must demonstrate commitment to company values. 
• Must possess excellent verbal and written communication skills. 
• Must build positive working relationships with multiple levels of employee and management. 
• Must prioritize in a fast paced multi-task environment; 
• Must demonstrate ability to work effectively in a team environment. 
• Must demonstrate integrity and professionalism. 
• Must be a self-starter. 
• Must prospect for sales. 
• Must comply with all operating policies, procedures, executed Plans, and Programs. 
• Must have demonstrated ability to perform basic business mathematical functions. 
• Must work with minimal supervision. 

BEHAVIORAL PROFILE 

Strategic Skills  

Ability to learn new skills and knowledge. Ability to understand concepts and complexity comfortably.  Open to change and will try anything to find solutions.  Able to handle uncertainty and make decisions without knowing the whole story. 

Operating Skills 

Ability to discern between tasks to determine how best to accomplish goals and organize task/people assignments to get results in a timely way. Ability to figure out processes and simplify them to maximize workflow. 

Behavior Skills 

Ability to manage people and situations when conflicts arise.  Ability to seize opportunities with the drive to complete goals.  

Reasoning Ability 

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations. Mental stamina for problem solving and prioritizing multiple tasks.  

Personal and Interpersonal Skills 

Ability to establish and grow relationships with customers through effective verbal and written communication.  Dedicated to the needs of the customers, manufacturers and peers and has the patience to actively listen to all business partners. Able to solve problems and skillfully negotiate with a minimum of noise while managing stress.  Demonstrates integrity and trust through appropriate directness and truthfulness.  Ability to understand personal strengths and weaknesses, seek feedback and improve upon shortcomings.  

Environmental Requirements 

Has ability to work remote when not required in office for project-specific requirements.     

Physical Demands 

While performing the duties of this job, the employee is regularly required to use hands to operate the computer keyboard and telephone, reach with hands and arms. The employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must regularly lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus. 

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.