Business Development Specialist

Position Overview

This is a pure revenue generation role not account management not customer service. The Business Development Specialist owns the full sales cycle from prospecting through close with a specific focus on new customer acquisition pipeline development and recurring revenue growth through Preventative Maintenance Agreement (PMA) sales. This role has direct impact on revenue growth market expansion and the long-term recurring revenue base of the business.

Key Responsibilities

• Generate new business through proactive outbound prospecting cold outreach and market development activities
• Build manage and maintain a qualified sales pipeline with 35x coverage against revenue targets
• Own the full sales cycle from initial contact through contract close
• Sell Preventative Maintenance Agreements and drive recurring revenue growth through PMA attachment and renewals
• Expand existing accounts through upsell and cross-sell opportunities
• Maintain accurate CRM records pipeline tracking and performance reporting
• Align sales commitments with operational capacity and service delivery teams
• Partner with the Service Manager and operations leadership to ensure seamless customer handoffs
• Translate market demand into closed revenue with consistent deal velocity and conversion discipline

What Were Looking For

Primary Target:

• 37 years of B2B outside sales experience with demonstrated ownership of pipeline and revenue targets
• Proven ability to generate and close new business not just manage existing accounts
• Experience selling service agreements recurring revenue models or complex service contracts
• Background in HVAC mechanical services construction facilities services or a related field
• Strong prospecting pipeline management and closing skills
• CRM proficiency with disciplined data ownership and reporting habits

Secondary Target:

• 25 years of sales experience with some pipeline ownership and a strong relationship-building track record
• Developing closing ability with a coachable growth-oriented mindset
• Building familiarity with recurring revenue or service-based sales models

Work Environment & Compensation

• Hybrid field-based role operating across the Greater Richmond VA market
• High-activity performance-driven environment with significant autonomy
• Compensation structure includes base salary plus commission and performance-based bonus tied to revenue results
• Clear path to Senior Sales Sales Manager or Commercial Leadership roles

Equal Opportunity Statement

This employer is committed to maintaining an inclusive and diverse workplace. All qualified candidates will be considered for employment without regard to race color religion sex sexual orientation gender identity national origin age disability veteran status or any other characteristic protected under applicable federal state or local law.