Business Development Manager

Location: Buffalo, NY (65% Travel Required)

About You:

We are seeking a visionary, mission-aligned Business Development Leader who can accelerate our growth of Delta Steam Systems' solutions and champion our sustainability-driven purpose across North America. This role demands a strategic thinker with the resilience, discipline, and commercial intensity to convert high-value leads into enduring customer partnerships. The ideal candidate will embody our long-term vision, execute a structured and data-driven sales process, and expand Peerless' market presence by opening new territories, cultivating strategic accounts, and advancing our commitment to sustainable steam solutions.

About The Job:

This role blends market development, partnership building, product positioning, and long-term strategic planning. The ideal candidate is passionate about energy efficiency, industrial decarbonization, and high-impact market expansion, and can build a foundation that supports Delta's mission of reducing greenhouse gas emissions through innovative steam solutions.

Key Responsibilities:

Sales & Business Development:

• Identify and engage prospective customers, with a focus on Delta Steam Systems accounts.
• Target key regions in the North American market including prospecting new clients and schedule in-person meetings while ensuring a full schedule when traveling.
• Conduct technical sales discussions, understanding specifications, qualification requirements, and data-driven decision-making processes.
• Identify opportunities and provide Delta Steam System solutions to executive leaders.

Customer & Market Expansion:

• Maintain and grow existing customer relationships by identifying new opportunities within named accounts.
• Qualify leads based on Peerless' sales strategy and qualification framework.
• Regularly update and expand our CRM system to track new targets, key personnel, and market insights.
• Leverage industry knowledge to tailor product offerings and solutions to meet customer needs.

Collaboration & Sales Process Execution:

• Work closely with internal teams, including Engineering and Account Management, to align with customer needs and deliver technical solutions.
• Partner with the Marketing teams to distribute relevant promotional materials to prospective customers.
• Maintain awareness of industry trends, key suppliers, and competitors to support strategic decision-making.
• Plan and execute travel strategically, ensuring multiple meetings per trip to maximize efficiency and effectiveness.
• Develop structured sales processes to turn business opportunities into long-term annuities.

What Success Looks Like

Market Expansion Goals

• Build a robust partner network covering all major industrial and commercial steam markets.
• Establish Delta Steam Systems as a recognized leader in steam efficiency and expand into high opportunity regions across North America targeting industries including:
  • Food & beverage
  • Chemical processing
  • Higher education
  • Healthcare
  • District energy

Revenue & Market Impact

• Set ambitious but achievable revenue targets for year three, supported by:
  • Scalable channel partnerships
  • Multi-site industrial deployments
  • ESCO-driven performance contracts
• Utilize Peerless tools to track customer value.

Sustainability & Innovation Leadership

• Position Delta as a premier provider of sustainable steam solutions by:
  • Highlighting emissions reductions and energy savings in all marketing and sales efforts
  • Partnering with sustainability-focused organizations and industry groups
  • Supporting customers in meeting ESG and decarbonization goals
• Advocate for innovation through continuous feedback loops between customers and engineering teams.

Process & Culture Development

We aim to foster a culture grounded in environmental stewardship, where every decision reflects our responsibility to the planet; customer-first thinking, ensuring that client needs guide our priorities; technical excellence, demonstrated through rigorous standards and continuous improvement; and collaboration across sales, engineering, and marketing, uniting teams to deliver integrated, high-impact solutions.

• Build a high-performing business development process aligned with Peerless' mission.

Qualifications:

• BA/BS degree or equivalent work experience in sales, business development, or a related field.
• Minimum 7 years of sales experience (process component or industrial sales experience preferred).
• Strong understanding of steam systems, HVAC, or industrial energy infrastructure
• Technical competence and experience, ideally in manufacturing or engineering-related sales.
• Proficiency with CRM systems to manage accounts and sales pipelines.
• Strong communication skills (both verbal and written) with the ability to build relationships across all levels of an organization.
• Ability to work independently while managing priorities, sales opportunities, and time effectively.
• Proven ability to meet and exceed sales quotas.
• Goal-oriented individual with a systematic approach to sales and marketing operations.
• Excellent communication, strategic planning, and leadership skills

Work Environment & Travel:

• Travel approximately 65% of the time, with a focus on the North American market.
• Expected to book and conduct approximately 10 meetings per week via Teams and In-Person meetings.
• Expected to become an industry expert in Delta Steam Systems process solutions offered by Peerless.
• Manage prospects through complex sales cycles, developing strong relationships and strategic business opportunities.

Compensation & Benefits:

• Competitive base salary of $100K-$120K based on experience with performance incentives.
• 401(k) with profit sharing.
• Comprehensive health insurance & flexible benefits.
• Paid vacation & holidays.
• Supportive and collaborative work environment.

The advertised pay range represents what we believe at the time of this job posting, that we would be willing to pay for this position. Only in special circumstances, where a candidate has education, training, or experience that far exceeds the requirements for the position, would we consider paying higher than the stated range.