Retrofit Business Development Manager

Description

With over 35 years of experience as a commercial HVAC contractor, Brian Cox Mechanical is passionate about leading our industry and market when it comes to providing HVAC services from beginning to end. We can truly take a “napkin” drawing from inception through design, installation, commissioning, and provide long term maintenance and service for the life of a project. We’ve achieved this by cultivating a talented team with the right attitude. 

We are currently hiring a Retrofit Business Development Manager who will own pipeline creation and deal closure for HVAC retrofit construction projects. The BDM will prospect target accounts, qualify opportunities, lead discovery and site walks, coordinate with estimating and engineering on scopes and budgets, craft proposals, negotiate terms, and hand off to project management with clear scope and margin targets. Success looks like predictable bookings, strong margins, accurate forecasting, and delighted repeat clients.

Key Responsibilities

Market Development & Pipeline

• Develop and execute a territory plan targeting      commercial/industrial/public sector facilities (e.g., office, healthcare, life sciences, education, light industrial, multifamily).
• Prospect via direct outreach, networking, associations, tradeshows, channel partners (GCs/MEPs, OEMs, ESCOs, utilities).
• Build executive relationships with owners, facility leaders, property managers, GCs/CMs, and consultants
• Maintain balanced pipeline coverage by stage and age.

Opportunity Discovery & Scoping

• Lead discovery calls, site walks, and preliminary assessments; capture pain points (comfort, reliability, compliance, decarbonization, OPEX).
• Collaborate with estimating, engineering, and preconstruction to develop conceptual approaches, ROM budgets, and schedules.
• Translate requirements into clear design-build or plan-spec scopes, with phasing considerations for occupied buildings.

Proposals, Pricing & Closing

• Drive proposal development: narrative, scope of work, alternates/options, schedules, exclusions/assumptions, and pricing with      estimating.
• Build business cases (TCO/ROI/payback)
• Lead client presentations, manage objections, negotiate terms, and      close within target gross margin and risk profiles.

Construction Handoff & Client Experience

• Facilitate a structured handoff to project management—scope, drawings, budget, schedule, key risks, and client expectations.
• Align on submittals, long-lead items, and commissioning/M\&V expectations with operations.
• Maintain sponsor contact through construction to support change orders, scope clarifications, and client satisfaction.

Forecasting, CRM & Governance

• Maintain accurate stages, next steps, dates, and values.
• Adhere to company policies on safety, ethics, and risk controls (contract terms, lien releases, insurance, bonding).

Requirements

Minimum Requirements

•  5+ years selling HVAC retrofit construction/MEP services in commercial or industrial markets.
• Working knowledge of HVAC systems (RTUs, chillers/boilers, heat pumps, VRF/VRV, DOAS, VAV/VFDs, economizers, ventilation/IAQ) and controls/BAS fundamentals.
• Experience in design-build vs plan-spec, reading plans/specs, and partnering with estimating and project management.
• Ability to articulate ROI/TCO and build budgets.
• Strong presentation, negotiation, and relationship management skills across technical and financial stakeholders. 
• § Software proficiency working knowledge Microsoft Office Suite; Bluebeam
• § Strong organizational skills, attention to details, communication and people’s skills