ACCOUNTABILITY:The Business Development Manager (BDM) is responsible for driving strategic growth by identifying, developing, and executing opportunities with new and existing customers. This role requires building strong customer relationships, developing new revenue streams, and expanding market share in alignment with the company’s long-term objectives. Operating mostly in the 0-18 months horizon, the BDM collaborates cross-functionally with Product Management, OEM Sales, Distribution, Technical, and Marketing teams to deliver customer-focused solutions that drive profitability. Responsibilities
Business Development & Growth
-Identify, evaluate, and pursue new business opportunities within targeted industries, OEMs, distributors, channel partners and end users.
-Build and maintain a robust opportunity pipeline, ensuring consistent growth in both short- and long-term revenue.
-Develop tailored business strategies and value propositions based on application insights and buying behavior to secure new accounts and projects.
-Work with OEM Managers, to manage the customer qualification and product approval process for new technologies and solutions.
Customer Relationship Management
-Establish and maintain long-term, trust-based relationships with key decision-makers and influencers across the value chain.
-Serve as the primary point of contact for business development activities, ensuring alignment with customer needs and expectations.
-Partner with OEM and distribution sales teams to expand coverage and customer penetration.
-Actively represent the company at trade shows, industry events, and customer forums to enhance brand visibility and thought leadership.
Strategic Collaboration
-Work closely with Product Managers to align market opportunities with product development roadmaps.
-Partner with OEM Mangers and Technical Application Services to ensure seamless deployment and customer adoption of solutions.
-Collaborate with Regional Sales and Marketing teams to develop targeted campaigns and growth initiatives.
-Provide input to leadership on market trends, competitive activity, and evolving customer requirements.
-Work with marketing team to develop selling tools segmented brochures and promotional toolkit etc.
Commercial Execution
-Work with PM to develop pricing, commercial proposals, and contract strategies in coordination with sales leadership.
-Work with PM and Sales to negotiate terms and agreements with customers, ensuring profitability and long-term strategic alignment.
-Prepare and present business cases, pipeline reviews, and growth strategies to internal stakeholders.
-Deliver accurate revenue tracking and reporting in CRM and business planning systems.
Key Performance Indicators (KPIs)
-Annual revenue growth in assigned accounts, markets, or product lines.
-New customer acquisition and onboarding.
-Pipeline growth, opportunity conversion rate, and win/loss performance.
-Market share expansion in targeted applications.
-Customer satisfaction and retention. Qualifications Education & Experience
-Bachelor’s degree in HVAC, business, engineering, or related field (MBA preferred).
-Minimum 5–8 years of experience in business development, sales, or product management (industrial, OEM, or B2B environment preferred)
-Proven track record of achieving growth targets and developing new markets. Skills & Competencies
-Strong ability to build and maintain executive-level relationships at customer organizations.
-Technical aptitude to understand product applications, customer specifications, and industry requirements.
-Exceptional communication, negotiation, and presentation skills.
-Strong analytical and problem-solving skills
ability to translate market insights into actionable strategies.
-Collaborative mindset with the ability to work across functional and geographic boundaries.
-Self-starter with high initiative, results orientation, and ability to manage multiple priorities.
-Proficiency in CRM systems, pipeline management, and Microsoft Office Suite. Other Requirements
-Willingness to travel domestically and internationally as required (up to 25–50%).
-Ability to adapt in a dynamic, fast-paced environment and manage complexity effectively.
