Business Development Manager

Marick Mechanical, an Orion Services Group company | Des Moines, IA | Field and office

Department: Sales | Reports To: Mike Fuson, VP of Sales | FLSA: Exempt | Travel: Local territory

Compensation: Base salary plus commission under the approved compensation plan

Position Summary

The Business Development Manager drives profitable growth across the greater Des Moines market by acquiring new customers and expanding existing commercial and industrial accounts. The role develops long-term relationships and sells HVAC and refrigeration services, maintenance agreements, products, and solutions aligned with customer needs and Marick's capabilities.

This position owns the sales process from prospecting through close and partners with branch leadership, service operations, and estimating to deliver accurate proposals and effective customer handoffs. Success is measured by new business, account growth, recurring service revenue, sales profitability, and a reliable pipeline.

Mission of the Role

Grow Marick's presence in the Des Moines market by turning customer needs into profitable, lasting service relationships and commitments that operations can deliver.

Key Responsibilities

Territory Strategy and New Business Development

• Build and execute a territory growth plan that prioritizes target accounts, customer segments, and opportunities aligned with branch capacity and business goals.
• Generate and qualify leads through cold calling, direct outreach, site visits, referrals, networking, and industry events; identify decision-makers and purchasing timelines.
• Monitor market conditions, competitor offerings, and customer trends to identify opportunities and refine prospecting priorities and sales positioning.

Consultative Selling and Solution Development

• Conduct discovery meetings and site visits to understand equipment needs, operating challenges, budgets, service expectations, and business priorities.
• Partner with service and technical teams to develop appropriate HVAC, refrigeration, maintenance, repair, and replacement solutions; confirm scope and feasibility before making commitments.
• Present proposals that clearly explain scope, customer value, pricing, and next steps; address objections and maintain consistent follow-up throughout the sales process.

Commercial Execution and Profitable Growth

• Own opportunities through negotiation and close, achieving established sales and profitability goals while following pricing, discount, and contract approval requirements.
• Coordinate with estimating, operations, and Finance to validate costs, margins, billing terms, and delivery expectations; escalate nonstandard terms and commercial risks for approval.
• Maintain complete sales documentation and secure required approvals and customer authorization before transitioning work to operations.

Customer Relationships and Operational Handoffs

• Develop account plans and trusted relationships with facility leaders, property managers, owners, and other stakeholders to support retention, renewals, and account expansion.
• Coordinate sales-to-operations handoffs covering scope, commitments, site requirements, customer contacts, and timing; stay engaged through onboarding and initial delivery.
• Identify cross-selling and recurring service opportunities, follow up on customer satisfaction, and coordinate issue resolution with the responsible operations team.

Pipeline Management and Sales Accountability

• Maintain accurate CRM records for contacts, activities, opportunities, proposal values, stages, close dates, and next actions.
• Provide timely forecasts and performance updates; review pipeline coverage, conversion rates, sales-cycle progress, revenue, and margin results with leadership.
• Use sales results and lost-opportunity feedback to improve effectiveness; participate in product, technical, and sales training and represent Marick professionally.

Ideal Candidate Profile

A self-directed business developer who builds trust, pursues opportunities consistently, and connects customer needs with practical service solutions.

• Organized and persistent, with disciplined prospecting, follow-up, and time management.
• Consultative and credible with customers; able to communicate technical concepts in clear business terms.
• Commercially minded and collaborative, balancing growth goals with margin, service quality, and operational capacity.

Required Experience

• Demonstrated success in outside business-to-business sales, including cold calling, acquiring new accounts, and meeting sales goals.
• Experience managing a sales process from prospecting and qualification through proposal, negotiation, and close.
• Strong consultative selling, presentation, negotiation, and customer relationship skills.
• Proficiency with Microsoft Office and CRM software, including accurate records and sales forecasts.
• Ability to work independently, manage a territory, and partner with technical and operational teams.
• Valid driver's license and ability to travel regularly within the assigned territory.

Preferred Experience

• Bachelor's degree in business, marketing, communications, or a related field.
• Sales experience in commercial or industrial HVAC, refrigeration, or mechanical services.
• Experience selling maintenance agreements or recurring services; established Des Moines market relationships.

Leadership Attributes

• Acts with integrity, takes ownership, and follows through on customer and internal commitments.
• Influences across functions, communicates respectfully, and addresses issues early.
• Uses sound judgment, seeks technical input, and shares effective sales practices.

Reporting Relationship

Reports to the designated sales or branch leader. Partners with service operations, estimating, and Finance to align sales commitments with business priorities and delivery capacity.

Location and Travel

Based in Des Moines, IA, with frequent customer meetings and site visits throughout the greater Des Moines area. Work combines office and field activity; occasional travel outside the territory may be required.

Physical and Work Requirements

• Work in office, customer facility, and jobsite environments; use a computer and phone and travel between locations.
• Walk and stand during site visits and follow site-access, safety, and PPE requirements. Perform essential functions with or without reasonable accommodation.
• Maintain availability for customer meetings and occasional early or evening events.