Business Development Specialist
Commercial HVAC Sales | Service Concepts
Richmond, VA | Hybrid (Office & Field) | Full-Time
Build Your Territory. Grow Lasting Customer Relationships. Be Rewarded for Results.
Harris Mechanical Services Industries, LLC., a proud member of MechanAir Holdings, is expanding and looking for an experienced Business Development Specialist to grow our commercial HVAC service business throughout Northern Illinois.
This isn't a transactional sales role. It's an opportunity to become a trusted advisor to commercial and industrial customers by helping them improve facility reliability, reduce operating costs, and protect their mechanical systems through preventative maintenance, repair, replacement, and energy-efficient solutions.
If you're a self-starter who enjoys building relationships, creating opportunities, and seeing the direct impact of your work, you'll thrive here.
Why HMSI?
Local Relationships. Enterprise Resources.
You'll enjoy the agility and customer focus of a respected local mechanical contractor while benefiting from the resources, technology, and long-term investment of MechanAir Holdings.
A Team That Helps You Win
You'll work alongside an experienced Service Team who understand that exceptional customer experiences are built through collaboration—not silos. Our sales and operations teams work together to deliver on every commitment.
Performance Is Rewarded
We believe exceptional results deserve exceptional rewards. In addition to a competitive base salary, you'll participate in an uncapped performance-based incentive program designed to reward profitable growth, recurring revenue, and long-term customer relationships.
Opportunity to Grow
As HMSI and MechanAir continue to expand, high-performing Business Development Specialists have opportunities to advance into senior commercial sales, strategic account management, and commercial leadership roles.
What You'll Do
You'll be responsible for identifying new opportunities, strengthening customer relationships, and driving profitable growth throughout your territory.
Primary Responsibilities
- Develop new commercial customer relationships through prospecting, networking, referrals, and business development activities.
- Build and manage a healthy pipeline of qualified opportunities.
- Sell Preventative Maintenance Agreements (PMAs) and recurring service solutions.
- Identify repair, replacement, retrofit, and equipment modernization opportunities.
- Conduct customer meetings, facility assessments, and solution presentations.
- Prepare proposals, negotiate agreements, and close new business.
- Expand existing customer relationships through cross-selling and account development.
- Partner with Operations, Service Managers, Dispatch, and Technicians to ensure successful execution.
- Maintain accurate customer, pipeline, and forecast information using company business systems.
What Success Looks Like
Successful Business Development Specialists consistently:
- Build strong, long-term customer relationships.
- Generate profitable new business.
- Grow recurring maintenance agreement revenue.
- Expand existing customer accounts.
- Maintain a healthy sales pipeline.
- Achieve or exceed annual sales objectives.
- Become trusted advisors within the commercial facilities market.
Who You'll Serve
You'll build relationships with decision-makers across a diverse portfolio of commercial and industrial customers, including:
- Manufacturing
- Industrial Facilities
- Warehousing & Distribution
- Commercial Office
- Healthcare
- Education
- Municipal & Government
- Property Management
- Food Processing
- Agricultural Operations
Who Thrives Here
You'll be successful in this role if you:
- Enjoy meeting new people and building long-term relationships.
- Take ownership of your territory and your results.
- Are motivated by performance-based earnings.
- Communicate with confidence and professionalism.
- Balance persistence with a customer-first mindset.
- Work collaboratively with operations to deliver outstanding customer experiences.
Qualifications
Required
- 3+ years of outside B2B sales, business development, or account management experience.
- Demonstrated success generating and closing new business.
- Strong communication, presentation, negotiation, and relationship-building skills.
- Excellent organization and time management abilities.
- Valid driver's license with the ability to travel throughout the assigned territory.
Preferred
- Commercial HVAC, mechanical contracting, construction, facility services, or industrial service experience.
- Experience selling Preventative Maintenance Agreements (PMAs), service agreements, or recurring maintenance solutions.
- Experience with BuildOps, Procore, Microsoft 365, CRM platforms, or comparable business systems.
- Established commercial relationships within Northern Illinois or Southern Wisconsin.
Compensation
Base Salary + Performance Incentives
This role participates in a performance-based incentive program designed to reward profitable revenue growth, recurring maintenance agreement sales, and overall business performance. Incentive compensation is governed by the Company's Business Development Incentive Plan.
Benefits
- Medical, Dental & Vision Insurance
- 401(k) with Company Match
- Paid Time Off
- Paid Holidays
- Professional Development & Training
- Career Advancement Opportunities
Your Territory
Based in Richmond, VA, you'll develop business throughout Northern Illinois, partnering with commercial building owners, facility managers, manufacturers, municipalities, healthcare organizations, educational institutions, industrial facilities, and property management companies.
Why This Role Matters
Every customer relationship you build helps strengthen our business by:
- Expanding recurring revenue.
- Growing long-term customer partnerships.
- Increasing market presence.
- Supporting technician utilization.
- Delivering sustainable, profitable growth.
Your work directly contributes to the continued success of Service Concepts and MechanAir Holdings.
Ready to Build Something Bigger?
If you're looking for more than just another sales position—if you want the opportunity to build a territory, develop lasting customer relationships, and grow your career with a company committed to long-term success—we'd love to hear from you.
Apply today and join Service Concepts as we continue building one of the region's premier commercial HVAC service organizations.
Service Concepts, a MechanAir Holdings company, is an Equal Opportunity Employer committed to creating an inclusive workplace. Qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law. Employment is contingent upon successful completion of applicable pre-employment requirements. If you require a reasonable accommodation during the application or interview process, please contact Human Resources.
