Manager – Business Development

What Drives Success

Role Purpose

Lead the business development team in creating incremental demand and establishing scalable sources of growth beyond ADP’s existing business.

The Manager, Business Development is a people-leader and market-development role responsible for setting direction, building team capability, and ensuring disciplined execution across ADP’s business development portfolio. The role leads Business Development Managers as they identify and develop new verticals, customer segments, channels, and routes to market; build business cases; test new go-to-market opportunities; and transition qualified demand into the appropriate sales channel.

Working closely with ADP sales leadership and cross-functional partners, this role establishes business development priorities, allocates resources, removes barriers, and coaches the team across contractor demand generation, basis-of-design and specification development, digital or e-commerce opportunities, and other emerging growth areas. The Manager develops external relationships where leadership involvement can accelerate opportunity creation, partnership, or scale.

The role ensures opportunities are consistently evaluated, qualified, documented, and handed off to the appropriate National Account Manager, Regional Sales Manager, Sales Manager, Manufacturer’s Rep, distributor, or technical resource. The Manager remains engaged in strategic or complex opportunities and converts successful pilots and team learning into repeatable growth motions.

Key Responsibilities

Team Leadership & Capability Development

• Lead, coach, and develop Business Development Managers across assigned markets, verticals, and strategic growth initiatives.
• Set clear objectives, operating expectations, and accountability for opportunity creation, qualification, experimentation, and handoff.
• Build team capability in consultative selling, market analysis and customer discovery, opportunity qualification management, business-case development, executive communication, and cross-functional influence..
• Provide coaching on complex opportunities, customer strategies, channel dynamics, negotiation, and stakeholder engagement.
• Foster a collaborative, learning-oriented environment that encourages disciplined experimentation and sharing of market insights.
• Support talent selection, onboarding, performance management, succession planning, and ongoing development for the business development team.

Growth Strategy & Portfolio Prioritization

• Translate ADP growth priorities into a focused business development strategy and team portfolio.
• Evaluate and prioritize new verticals, customer segments, channels, routes to market, and partnership opportunities.
• Establish consistent criteria for assessing market potential, customer needs, competitive conditions, channel requirements, investment needs, and business value.
• Allocate team resources toward the opportunities with the strongest strategic fit and potential to scale.
• Maintain a balanced growth portfolio across near-term demand creation, pilots, and longer-term market development.

Market Development Execution

• Guide team strategies for contractor demand generation, basis-of-design and specification development, digital or e-commerce growth, and emerging commercial opportunities.
• -Design programs that encourage incremental purchasing, expand product adoption, strengthen customer engagement, and support long-term business growth where applicable.
• Review business cases, pilot plans, customer strategies, and recommendations before significant organizational resources are committed.
• Engage directly with strategic customers, distributors, engineers, builders, design professionals, digital platforms, and market influencers when leadership involvement can accelerate progress.
• Coordinate sales, technical, marketing, product, operations, finance, and other resources needed to test and advance opportunities.
• Ensure pilots have clear hypotheses, success measures, decision points, ownership, and plans for scaling or closure.

Opportunity Governance & Go-To-Market Handoff

• Establish consistent standards for opportunity qualification, documentation, stakeholder alignment, and commercial handoff.
• Review the business development pipeline for quality, value, velocity, risk, resource needs, and next steps.
• Ensure qualified opportunities are transitioned to the appropriate NAM, RSM, Sales Manager, MR, distributor, or technical resource with clear ownership and expectations.
• Resolve role ambiguity and handoff barriers across business development, sales, channel, and technical teams.
• Remain involved in complex or strategic opportunities when leadership alignment or specialized business development expertise is needed.
• Track conversion and post-handoff outcomes to improve opportunity quality and replicate effective approaches.

Cross-Functional Alignment & Scalable Growth

• Partner with sales leadership to align business development priorities with regional, account, and channel strategies.
• Communicate market insights, customer needs, competitive developments, pilot results, and investment recommendations to senior leaders.
• Develop repeatable tools, playbooks, processes, and governance that improve business development effectiveness.
• Develop business and go-to-market strategies, leading cross-functional teams through internal launch and execution before transitioning proven initiatives to the long-term owner responsible for scaling growth.
• Recommend when successful concepts are ready to transition into established sales, channel, marketing, product, or operational ownership.
• Ensure the team remains focused on creating and qualifying new demand while established business owners retain responsibility for territory coverage, pricing, stocking, fulfillment, and ongoing account execution.

Measures of Success

• Team achievement of qualified opportunity and pipeline goals
• Qualified pipeline value, quality, and progression
• New distributors, customers, verticals, and channels developed
• Opportunity handoff quality, conversion, and commercial impact
• Contractor-generated opportunities and demand creation
• Basis-of-design and specification wins
• Digital-channel growth
• Incremental revenue and margin influenced
• Successful pilots scaled into repeatable sales motions
• Business development team capability, engagement, and retention
• Cross-functional alignment and confidence in business development processes
• Effective prioritization and return on business development resources
• Forecast accuracy

What We Are Looking For

Recommended Qualifications

• Bachelor’s degree or equivalent combination of education and relevant experience.
• 8+ years of business development, market development, channel sales, strategic sales, specification sales, or related B2B experience.
• 3+ years of people-leadership experience, including coaching and developing sales or business development professionals.
• Demonstrated success building new customers, markets, channels, or repeatable growth motions.
• Experience prioritizing a portfolio of growth opportunities and translating strategy into team execution.
• Strong consultative-selling, opportunity-development, market-analysis, financial, and business-case skills.
• Ability to lead effectively when customer needs, processes, ownership, or sales motions are not yet fully established.
• Strong relationship-building, executive communication, cross-functional influence, and change-leadership capabilities.
• Ability to coach teams through ambiguity while maintaining disciplined qualification, documentation, and accountability.
• HVAC, building products, wholesale distribution, technical products, engineering/specification, or e-commerce experience preferred depending upon assigned growth priorities.
• Proficiency with CRM and Microsoft Office.
• Travel based on team and market-development responsibilities.

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What We Offer

Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $112,000 - 147,000 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Employees in this role are also eligible for a target 20%annual bonus in accordance with the terms of the Company’s applicable plan. Employees in this role are not eligible for overtime.

Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.

Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us! 

Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.

We may use automated tools, including artificial intelligence, to support parts of our hiring process, such as application review and interview scheduling. These tools assist our teams but do not replace human decision-making. If you need an accommodation or have questions, please contact [email protected].

Who We Are

ADP (Advanced Distributor Products) is a Lennox International company and the #1 Producer of Residential Evaporator Coils in the USA. We are committed to providing quality solutions and true partnership to help our customers find matches that make their jobs and lives easier. ADP has been manufacturing products at our factory in Grenada, MS since 1992. Our innovative culture is fully supported by a research and development laboratory, which includes areas for testing, assembling, and designing future products.