POSITION SUMMARY

The Business Development Manager - HVAC is responsible for driving profitable growth throughout North America by developing new business opportunities and expanding existing customer relationships within the commercial vehicle, specialty on-road vehicle (SOV), body builder, upfitter, and semi-OE markets. This position works closely with engineering, product management, operations, and global teams to identify customer needs and deliver HVAC solutions that support strategic business objectives.

The ideal candidate is a highly motivated business development professional with a demonstrated record of market development, customer acquisition, and revenue growth. Success in this role requires an entrepreneurial mindset, strong relationship-building skills, and the ability to effectively manage multiple priorities while collaborating across global cross-functional teams.

ESSENTIAL FUNCTIONS

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Essential duties and responsibilities may include, but are not limited to, the following:

1. Develop and execute growth strategies for the Specialty On-Road Vehicle (SOV), body builder, upfitter, and semi-OE channels.
2. Identify, pursue, and secure new business opportunities for HVAC and thermal management solutions throughout North America.
3. Develop and execute strategic account growth plans to drive revenue growth, profitability, and customer satisfaction.
4. Collaborate with engineering, product management, operations, and global teams to deliver customer-focused solutions and support new product initiatives.
5. Maintain opportunity pipelines, forecasts, and account growth plans while monitoring market trends, competitive activity, and customer requirements.
6. Support commercial negotiations, quotations, customer presentations, industry events, and trade shows.

MINIMUM QUALIFICATIONS

• Bachelor's degree in Business, Marketing, Engineering, or a related field preferred; equivalent experience will be considered.
• 5-10 years of progressive B2B sales and business development experience in HVAC, thermal management, commercial vehicle systems, automotive systems, or related technical products.
• Experience developing business within OEM, specialty on-road vehicle (SOV), body builder, upfitter, or commercial vehicle markets preferred.
• Technical aptitude and understanding of vehicle HVAC systems, customer applications, and manufacturing environments.

Preferred Qualifications & Competencies:

1. Technical knowledge of automotive HVAC, refrigeration, or thermal management systems; fuel-operated heater (FOH) product knowledge is a plus.
2. Demonstrated success developing business within specialty on-road vehicle (SOV) upfitter, body builder, commercial vehicle, OEM, or related markets.
3. Understanding of vehicle integration, manufacturing processes, and customer application requirements.
4. Proven track record of market development, customer acquisition, account growth, and new revenue generation.
5. Strong business acumen and strategic planning capabilities including forecasting, pricing, margin analysis, and business case development.
6. Effective problem-solving, analytical skills, communication, presentation, and negotiation skills.
7. Proficiency with CRM/ERP platforms and Microsoft Office applications.
8. Ability to work independently while collaborating effectively with cross-functional and global teams.

Ability to: 

1. Build and maintain effective relationships with customers, suppliers, and cross-functional teams.
2. Work independently while demonstrating professionalism, accountability, and sound judgment.
3. Manage multiple priorities in a fast-paced environment and adapt to changing business needs.
4. Travel approximately 40-50% throughout North America, with occasional international travel as required.
5. Work effectively from a home office environment.

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, work is primarily performed in an indoor setting with extended periods in meetings, or at a computer, on the telephone, sitting or standing.  Employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop, kneel, crouch or crawl; talk or hear; taste or smell.

Specific vision abilities required by the job include close vision, distance vision and the ability to adjust focus.   Basic communication skills such as talking, seeing, and hearing are needed for frequent person-to-person contacts, and telephone usage. 

WORK ENVIRONMENT

Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The nature of the work has frequent interruptions; contact with the public and customers requires strong communication skills.  May be required to work beyond normal working hours and job requires 40-50% throughout North America, with occasional international travel as required.

The noise level in the work environment is usually moderate but could be extensive based on location in which work is performed.