Senior Business Development Manager - Food Retail

New Enterprise Growth and Market Development

The Opportunity

A-Gas is investing in the growth of its enterprise Food Retail business and is seeking a Senior Business Development Manager to build relationships and win new business with leading national and regional retailers. This role will convert a prioritized market strategy into qualified opportunities, enterprise agreements, and scalable customer programs across refrigerant supply, buyback, Rapid Recovery, reclamation, banking, destruction, carbon programs, and reporting.

The Senior Business Development Manager will lead the pursuit from initial insight through commercial close and successful handoff. The successful candidate will bring a consultative approach, strong executive presence, disciplined pipeline management, and the ability to connect customer challenges with the differentiated value of A-Gas's vertically integrated refrigerant lifecycle capabilities.

The role reports to the Director of Business Development and will require travel 40-50% based on customer and market needs. Our ideal candidate will reside in close proximity to major customers or A-Gas locations of Rhome, TX or Bowling Green, Ohio.
Key Responsibilities
New Business Development

• Build and execute strategic pursuit plans for priority enterprise food retailers, including grocery, supermarkets, regional chains. buying clubs and other multi-site operators.
• Create access to target accounts through direct outreach, industry relationships, trade events, partners, A-Gas's operating Network, and existing customer proof points.
• Develop relationships across facilities, refrigeration, procurement, sustainability, finance, operations, and executive leadership.
• Lead discovery to understand refrigerant portfolios, regulatory exposure, conversion and closure plans, service models, contractor ecosystems, supply needs, recovery practices, and sustainability priorities.
• Position A-Gas as a single accountable lifecycle partner and tailor the value proposition to each customer's operational, financial, compliance, and environmental objectives.

Opportunity Development and Commercial Close

• Qualify opportunities rigorously based on strategic fit, customer need, timing, decision process, competitive position, delivery feasibility, revenue, margin, and recovered-material value.
• Develop customer-specific business cases, solution designs, proposals, presentations, pricing strategies, pilots, and enterprise agreements in partnership with internal subject-matter experts.
• Lead RFI, RFP, proposal, negotiation, and contracting activities, maintaining momentum and clear mutual action plans throughout the sales cycle.
• Build consensus across customer stakeholder groups and navigate complex, multi-stage enterprise buying processes.
• Ensure each opportunity has a credible operational pathway and commercially sound structure before commitment.

Market Intelligence and Internal Collaboration

• Maintain a strong understanding of food retail trends, customer investment cycles, refrigerant regulations, conversion activity, competitive dynamics, and emerging lifecycle needs.
• Create a natural feedback loop with A-Gas Network and field teams to identify food retail activity, local customer requests, proof points, and potential enterprise entry points.
• Partner with operations, Rapid Recovery, gas acquisition, sales, finance, legal, sustainability, marketing, and account management to shape solutions and support confident decision making.
• Maintain accurate opportunities, activities, next steps, forecast stages, risks, and value assumptions in Salesforce.
• Complete structured handoffs to the Customer Success Manager and delivery teams, preserving customer context, commitments, relationships, and expansion hypotheses.

Candidate Profile

• 5+ years of experience in enterprise business development, complex B2B sales, strategic partnerships, or a related commercial role.
• Demonstrated success opening new accounts and closing complex, multi-stakeholder, multi-location opportunities with meaningful contract value.
• Experience in food retail, grocery, facilities, HVAC/R, refrigeration, environmental services, chemicals, energy, logistics, or another regulated industry strongly preferred.
• Strong consultative selling, discovery, executive communication, presentation, proposal development, negotiation, and influencing skills.
• Commercial and analytical acumen, including experience with pricing, margin, business cases, forecasts, contracts, and long-cycle opportunity management.
• Ability to synthesize operational and technical information into a clear, customer-centered value proposition.
• Disciplined CRM and pipeline management habits, with comfort operating against measurable activity, conversion, revenue, and margin goals.
• Entrepreneurial, resilient, collaborative, and comfortable creating structure in a developing market channel.
• Bachelor's degree or equivalent relevant experience required.

Why This Role Matters

A-Gas has a differentiated ability to support the entire refrigerant lifecycle, but enterprise growth depends on connecting that capability to the urgent, complex needs of food retailers. The Senior Business Development Manager creates those connections, turns market insight and local proof points into strategic relationships, and wins scalable programs that generate value for customers and sustainable growth across A-Gas.

A-Gas offers competitive pay, generous benefits including medical, dental, vision, paid holidays, generous time off, company matched 401(k), company-paid short-term & long-term disability, company paid life insurance.