Business Development Manager- Manufacturing

POSITION PURPOSE

The Business Development Manager – Manufacturing is responsible for accelerating profitable growth by developing new customers, applications, and project opportunities across targeted manufacturing segments, primarily within the southeastern United States.

This role will execute business development initiatives aligned with BAC's established regional growth strategy, focusing on assigned manufacturing markets and identifying opportunities for new and adjacent applications. The successful candidate will combine industrial cooling expertise, consultative selling, market analysis, and relationship development to position BAC as a preferred partner for efficient, reliable, and sustainable cooling solutions.

The ideal candidate will be skilled at coordinating internal and external resources, communicating at both technical and executive levels, and developing customer relationships throughout complex organizations. This individual will consistently demonstrate BAC's core values of courage, innovation, responsibility, and trust while supporting the company vision of "Reinventing cooling to sustain the world."

PRINCIPAL ACCOUNTABILITIES

• Drive profitable growth of BAC's manufacturing business by identifying new customers, applications, and opportunities across assigned manufacturing markets and priority industrial segments.
• Execute established business development plans for priority manufacturing verticals, which may include semiconductors, battery and electric vehicle production, automotive, life sciences, food and beverage, pharmaceutical, advanced materials, and other process-intensive industries.
• Identify strategic prospect accounts; map key stakeholders, facilities, capital plans, decision processes, and project influencers; establish new relationships; and convert targeted prospects into BAC customers by winning initial orders through BAC's Rep network.
• Build relationships with manufacturing owners, corporate engineering teams, plant leadership, utilities and energy teams, consulting engineers, EPC firms, design-build contractors, and other industry influencers.
• Work closely with regional sales teams, channel partners, business development professionals, application engineering, product management, and innovation teams to pursue opportunities and deliver coordinated customer solutions.
• Understand customer manufacturing processes, heat-rejection requirements, water-quality constraints, operating conditions, reliability needs, and sustainability objectives. Translate voice-of-customer insights into tailored solutions and provide feedback to support product-development priorities.
• Prepare and deliver technical and commercial presentations that demonstrate BAC's system-design expertise and product portfolio. Communicate lifecycle value and total cost of ownership, including energy, water, maintenance, reliability, footprint, and emissions considerations.
• Influence project designs and specifications by positioning BAC technologies early in the capital-planning and design process and by securing basis-of-design status for qualified opportunities.
• Develop value propositions, account strategies, bid proposals, and opportunity plans; support negotiations; and win first orders that establish a platform for repeat business.
• Create and maintain a qualified project pipeline, accurate forecasts, account maps, and measurable KPIs, including relationship growth, lead generation, specification influence, project conversion, revenue, margin, and new-customer acquisition.
• Monitor manufacturing investment trends, capacity expansions, reshoring activity, regulatory drivers, utility constraints, customer needs, and competitive offerings. Provide executive leadership with actionable market intelligence and recommendations to support commercial strategy and business development priorities.
• Represent BAC at customer meetings, industry associations, trade shows, technical conferences, and other market-development events.

NATURE AND SCOPE

The Business Development Manager – Manufacturing will report to the Market Leader, HVAC & Manufacturing. As part of the Americas HVAC Sales team, this position will work closely with regional sales teams, third-party BAC representatives, Application Engineering, Product Management, Marketing, and Innovation teams to identify and pursue business development opportunities within targeted manufacturing markets. The position will primarily focus on opportunities within North Carolina, South Carolina, Georgia, Florida, Kentucky, and Tennessee, with flexibility to support additional markets as business needs evolve. This position will have no direct reports.

KNOWLEDGE & SKILLS

• Bachelor's degree in Mechanical Engineering, Chemical Engineering, Industrial Engineering, or a related technical field; advanced degree or equivalent experience preferred.
• Minimum of 7 years of progressive experience in business development, technical sales, strategic account management, or market development within industrial equipment, engineered systems, or manufacturing markets.
• Strong understanding of industrial cooling and heat-rejection systems, including the ability to evaluate system-level interactions within manufacturing facilities.
• Demonstrated knowledge of manufacturing markets, capital-project development, industrial customers, and the engineering and construction ecosystem.
• Ability to interpret customer processes and translate technical requirements into differentiated commercial solutions.
• Strong market analysis, business judgment, financial acumen, and opportunity-prioritization skills.
• Ability to influence cross-functional teams and align resources without a direct reporting relationship.
• Excellent organizational, communication, presentation, coordination, and negotiation skills.
• Ability to communicate effectively with plant, engineering, procurement, sustainability, and executive stakeholders.
• Innovative, resourceful, proactive, responsive, and comfortable operating in a fast-growing market environment.
• Excellent English proficiency and demonstrated ability to work effectively with regional and international customers and teams.

WORKING CONDITIONS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.  While performing this job, the employee is regularly required to stand and walk up to 50% of the time.   This position requires occasional lifting up to 25 pounds and travel both domestic and internationally up to 50% of the time.

BAC Hiring Compensation Range $90,000- $154,100

BAC offers a comprehensive benefits package to include medical, dental, vision, paid time off, 401k, employee stock ownership plan, and more. Please see additional details on the BAC website at www.Baltimoreaircoil.com.  

BAC Employees are eligible to participate in an annual bonus incentive program.