Business Development Manager (BDM) Cooling Towers
CIS Industries has built a reputation over its 20+ year history for creating an enjoyable and rewarding workplace. The company emphasizes stability, loyalty and a supportive culture. Join our growing team today!
The Business Development Manager (BDM) Cooling Towers is a field-focused, hunter-style sales role responsible for generating new business within CIS Industries' cooling tower service and maintenance division. This position is the primary driver of organic revenue growth by identifying prospective clients, building relationships with mechanical contractors and facility end users, and converting those relationships into recurring service contracts and billable hours. This position is based out of Orlando.
This is a high-activity, metrics-driven role designed for a motivated individual who thrives in an entrepreneurial environment. The BDM is expected to manage a robust sales pipeline, consistently execute outreach activities, and demonstrate measurable progress toward revenue targets. The position serves as the foundational entry point into the CIS sales organization, with a defined and supported career growth path.
Core Responsibilities
- Prospect and qualify new accounts through cold calling, email outreach, LinkedIn engagement, jobsite visits, and networking events.
- Target mechanical contractors, HVAC service firms, property management companies, industrial facility managers, and commercial building owners within the assigned territory.
- Conduct a minimum number of outbound prospecting activities daily (calls, emails, site visits) in alignment with CIS activity standards.
- Develop and maintain a qualified pipeline with sufficient coverage to meet or exceed quarterly and annual revenue targets.
- Pursue opportunities proactively, managing prospects from initial contact through proposal, negotiation, and close.
Relationship Building & Management
- Establish and nurture long-term relationships with key decision makers including facility engineers, building owners, plant managers, and mechanical contractors.
- Position CIS Industries as the trusted partner for cooling tower maintenance, inspection, and service solutions.
- Attend trade association events, contractor meetings, and industry conferences to expand the professional network on behalf of CIS.
- Collaborate with the operations and service delivery teams to ensure smooth onboarding of new clients and strong retention of existing accounts won through new business efforts.
Service Contract & Billable Hours Growth
- Drive sales of preventive maintenance contracts, inspection programs, and mechanical service agreements for cooling tower systems; to include preventive, predictive, and deferred maintenance programs.
- Identify opportunities to convert one-time service calls into recurring contractual relationships.
- Work with Area and regional CIS team to develop competitive proposals that align CIS service offerings with client operational as and budget requirements.
- Consistently meet or exceed monthly and quarterly targets for new service contract bookings and billable labor hours generated.
Sales Activity & Pipeline Management
- Maintain complete and up-to-date records of all prospect interactions, pipeline stages, and follow-up activities within the CRM system.
- Provide accurate weekly pipeline and activity reports to sales management.
- Participate in weekly sales meetings, contributing pipeline updates, meeting updates and follow-ups, needed support and market intelligence.
- Manage territory time and travel efficiently to maximize face-to-face client interactions.
Market Intelligence & Feedback
- Stay current on cooling tower technology, industry regulations, and competitive landscape.
- Communicate competitive intelligence and emerging client needs to management and product/service leadership.
- Identify market gaps or new service opportunities and propose solutions collaboratively with the operations team.
Qualifications
Required
- 2+ years of B2B outside sales, account management, or business development experience; experience in mechanical services, HVAC, industrial services, or facilities management preferred.
- Demonstrated ability to prospect, cold call, and build relationships from scratch without reliance on inbound leads.
- Strong communication and presentation skills; comfortable calling on contractors, engineers, and facility decision makers.
- Proficiency with CRM platforms and Microsoft Office Suite.
- Valid driver's license and ability to travel extensively within assigned territory.
- Self-motivated, resilient, and energized by high-activity, goal-oriented environments.
- Experience working within a team environment
Core Competencies
- Hunter Mentality proactively creates new opportunities rather than waiting for inbound leads.
- Resilience & Persistence maintains high activity levels and positive attitude through long sales cycles and rejection.
- Relationship Intelligence builds trust quickly and sustains professional relationships over time.
- Consultative Selling understands client operational needs before positioning CIS solutions.
- Accountability owns personal results and takes initiative to self-correct when below target.
- Coachability actively incorporates feedback from management and applies it in the field.
- Technical Curiosity invests in learning CIS service offerings and cooling tower fundamentals to add credibility with clients.
Compensation Structure
- Industry-standard compensation for entry-level BDMs in mechanical/HVAC services typically includes a base salary with performance-based commission. Common structures include:
- Base salary range: $55,000 $75,000 (adjusted for market and territory)
- Commission: 510% of gross margin on new contracts; tiered accelerators upon quota attainment
- Total target compensation (OTE) at quota: $80,000 $110,000
- Vehicle allowance or company vehicle, cell phone, computer and CRM access are standard inclusions
Benefits
- Benefits include paid vacation, 50% 401K match program up to 4% of gross pay, Safe Harbor company contribution 3% of your annual salary, a company supplemented health insurance program, plus employer paid life insurance, short- and long-term disability. Dental and Vision options are available.
