Enterprise Business Development Manager - HVAC/Refrigeration Construction

CoolSys solves the most complex challenges in refrigeration, air conditioning, heating, engineering, and energy management. With over 3,700 associates nationwide, we deliver tailored solutions to help businesses cut costs, improve equipment performance, and reduce emissions.

Our services include HVAC and refrigeration equipment sourcing, installation, repair, maintenance, monitoring, and optimization. We also offer engineering design, energy resilience and consumption optimization, asset recycling, and seamless multi-site rollouts across states.

CoolSys supports more than 45,000 customer locations across commercial, industrial, data center, life sciences, healthcare, and pharmaceutical environments. We are now building a dedicated enterprise sales function to grow our presence in these non-retail, mission-critical markets.

No wonder Newsweek named CoolSys one of America’s Greatest Workplaces!

We understand that hiring great people is the foundation of everything we do. Our employee benefits packages include: 

• Competitive pay: $120-150k+ plus commission
• Annual incentive plan
• Medical, Dental, Vision and Prescription coverage
• Paid vacation and holidays
• 401(K) match
• Life insurance, AD&D and long-term disability
• Tuition reimbursement
• Opportunities available nationwide
• Employee discounts on vehicles, hotels, theme parks, select cell phone bills and so much more
• Pet Insurance
• Legal Plan, and ID Theft Protection

This is a newly created, strategic position for CoolSys. The Enterprise Business Development Manager will lead CoolSys's expansion into non-retail, mission-critical vertical markets — data centers, industrial and manufacturing, life sciences, healthcare, higher education, and other technically complex facilities — selling HVAC and non-ammonia refrigeration solutions (comfort cooling, process cooling, and critical cooling) directly to the end user or working through a general contractor and construction management relationships to reach owners and operators.

This role owns the full enterprise sales cycle, from prospecting and relationship development through proposal development, contract negotiation, and handoff to delivery teams. It is central to positioning CoolSys as a credible, engineering-led alternative to national mechanical and building-systems providers in complex, non-retail projects — a market CoolSys has not previously pursued directly.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

• Build and execute a national enterprise sales strategy targeting non-retail, mission-critical accounts — including data centers, industrial and manufacturing, life sciences, healthcare, higher education, and commercial/institutional owners — with HVAC and non-ammonia refrigeration needs.
• Identify and penetrate new markets by researching industry trends, competitor activities, and potential client needs to position the company as a preferred HVAC solutions provider. 
• Cultivate and maintain strong relationships with key decision-makers, including C-level executives, VPs of Facilities/Engineering, real estate leaders, and procurement officers at target end-user accounts, as well as key general contractor and construction management partners who influence and award this work, positioning CoolSys as a long-term engineering and service partner rather than a transactional vendor.
• Collaborate with internal teams to create tailored proposals and presentations that address client requirements, demonstrate value propositions, and align with budgetary constraints. 
• Lead negotiations on complex, enterprise-scale contracts, ensuring terms, scope, and pricing align with company policy, risk tolerance, and industry standards.
• Work closely with operations, engineering, and project management teams to ensure seamless project execution and delivery of high-quality refrigeration and HVAC solutions. 
• Monitor sales performance metrics, including revenue growth, margin improvement, and customer satisfaction, to assess the effectiveness of sales strategies and make data-driven adjustments. 
• Embodies the CoolSys CARES culture (Collaboration, Accountability, Respect, Empowerment, Safety).  
• Performs other duties as assigned.   

Education / Training 

• High school diploma or GED.   
• Bachelor’s degree in Business Administration, Mechanical Engineering, or a related field.  
• Master's degree or MBA is a plus. 

Work Experience / Skills 

• Minimum of 8 years in business development or capital sales within HVAC, mechanical, or process refrigeration, with a demonstrated track record of winning and managing large, non-retail accounts (e.g., data centers, industrial, healthcare, life sciences, higher education, or other mission-critical facilities).
• Experience selling HVAC/refrigeration solutions to end users, with established relationships across general contractors and construction managers, strongly preferred.
• Prior experience at, or in direct competition with, national mechanical/engineering-led firms serving mission-critical and enterprise markets is a plus.
• Strong negotiation, executive presence, communication, and interpersonal skills; proficiency in CRM software and Microsoft Office Suit.
• Ability to analyze market data and trends. 
• Working knowledge of comfort and process HVAC systems and non-ammonia refrigeration systems (e.g., glycol, CO2 transcritical/secondary, or synthetic-refrigerant-based process cooling); deep industrial refrigeration expertise is not required for this role.
• Familiarity with building automation systems (BAS) and energy management systems (EMS) is advantageous. 
• Strong communication, organizational, and problem-solving skills. 
•  Ability to work effectively within a team and under deadlines. 
• Ability to adapt to a fast-paced, dynamic environment. 
• Ability to work cross-functionally with engineering, estimating, and operations teams.
• Ability to travel nationally to support account development and client relationships.
• Strong attention to detail and a proactive approach to tasks. 
• Ability to understand and follow all company policies and procedures and all applicable State and Federal laws.  

Today, there are 27 different companies that make up the CoolSys family of brands. Our valued employees are at the heart of our continued growth and success. We invite you to be part of that growth! 

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CoolSys is an EEO/AA Employer.  All qualified individuals - Including all ages, colors, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other characteristics are encouraged to apply. 

Pre-employment background screening (criminal and MVR for driving positions) and drug testing are required for all positions. CoolSys will consider qualified applicants with criminal histories in a manner consistent with federal law, state law, or local ordinance.