HVAC Jobs in Richmond, VA

The HVAC Business Development Representative (BDR) is responsible for driving new business growth by identifying, prospecting, and qualifying commercial HVAC service opportunities within an assigned territory. This role focuses on developing relationships with facility managers, property managers, building owners, engineers, and decision makers to generate qualified leads for preventative maintenance agreements, HVAC service, equipment replacements, energy solutions, and retrofit projects.

The BDR serves as the first point of contact with prospective customers and plays a critical role in expanding Tate Engineering's HVAC service footprint while supporting long-term customer relationships.

• Prospect new HVAC customers through cold calling, networking, referrals, site visits, LinkedIn, email campaigns, and industry events.
• Identify and qualify opportunities for Preventative Maintenance Agreements, HVAC Service Contracts, Equipment Replacement Projects, Energy Efficiency Upgrades, and Mechanical Retrofits.
• Schedule introductory meetings and facility assessments for HVAC Account Managers.
• Build relationships with facility managers, operations managers, engineers, property management companies, contractors, and building owners.
• Develop and maintain a robust sales pipeline using the company's CRM.
• Research assigned territories to identify target accounts, new construction, ownership changes, and competitive opportunities.
• Analyze customer HVAC systems and operational needs to uncover service opportunities and long-term partnership potential.
• Collaborate with Service Managers, Estimators, and Operations to transition qualified opportunities into proposals and closed business.
• Promote Tate Engineering's full portfolio of HVAC service capabilities, emphasizing lifecycle support and long-term customer value.
• Maintain an organized calendar of prospect meetings, follow-up activities, and networking events.
• Provide weekly reporting on pipeline activity, appointments, opportunities created, and business development metrics.
• Stay informed of industry trends, competitor activities, emerging HVAC technologies, energy regulations, and market conditions.
• Represent Tate Engineering professionally at trade associations, customer events, and industry conferences.

Performance Expectations

• Qualified appointments scheduled
• New accounts developed
• Preventative maintenance agreements generated
• Sales pipeline value
• Opportunity conversion rates
• Customer retention and relationship development
• SalesForce activity and data accuracy

Personal Characteristics

• Self-motivation
• High energy
• Competitive drive
• Professional presence
• Excellent communication skills
• Relationship-building ability
• Strong organizational skills
• Persistence and resilience
• Goal-oriented mindset
• Accountability

Technical Requirements

• Commercial HVAC service or mechanical sales
• HVAC systems and equipment
• Chillers
• Boilers
• Cooling towers
• Air handling units
• Preventative Maintenance Programs
• Energy efficiency solutions

Education, Knowledge & Skills

• Bachelor's degree preferred or equivalent business development experience.
• 2–5 years of business development, inside sales, or outside sales experience, preferably in HVAC, facilities management, or industrial sales.
• Strong communication and presentation skills.
• Ability to quickly establish credibility with facility professionals and executive decision-makers.
• Strong organizational and time management skills.
• Ability to work independently while collaborating with technical sales teams.
• Mechanical aptitude and willingness to continuously learn HVAC systems and applications.
• Proficiency in Microsoft Office and CRM software.