What are the responsibilities and job description for the Business Development Manager position at industrial?
Company Overview
Industrial Door Company (IDC) serves Northern California with commercial and industrial doors, gates, loading‑dock equipment, fire‑rated assemblies, automatic doors, and emergency service. We are known for quality workmanship, responsiveness, and doing the job right the first time.
IDC is entering its next phase of growth by building a stronger outbound sales motion and expanding our recurring service revenue base across Northern California.
Role Summary
IDC is hiring a quota‑carrying Business Development Manager to build and scale our service agreement business across Northern California. While IDC has historically grown through installation and construction projects, this role will lead a proactive outbound effort focused on overhead door and dock products, automatic doors, access controls, preventative maintenance programs, service contracts, and long‑term customer relationships.
The ideal candidate is a high‑energy hunter who thrives on opening new doors with facility leaders and commercial operators. Your mission is to position IDC as the preferred long‑term service partner for automatic doors, gates, docks, and entry systems across the region.
Primary Focus: Service Agreement Growth
A major initiative for IDC is building a recurring service revenue engine. This role will focus on:
- Prospecting and securing preventative maintenance and service agreements with hospitals, healthcare systems, property managers, retail operators, schools, and public facilities.
- Converting project customers and new logos into long‑term service relationships.
- Educating facilities teams on IDC’s full service capabilities including automatic doors, steel doors, docks, gates, and emergency service.
- Identifying accounts currently serviced by competitors and positioning IDC as a more responsive partner.
The goal is to significantly expand the percentage of company revenue generated through recurring service contracts over the next several years.
What You’ll Do
- Own a territory and execute a proactive outbound strategy targeting organizations that require ongoing door and access system service.
- Develop relationships with facility managers, property managers, plant managers, and operations leaders responsible for building maintenance.
- Identify and close preventative maintenance agreements, inspection contracts (AAADM), and recurring service programs.
- Build strategic pipelines within target verticals including healthcare systems, property management groups, education, retail chains, logistics facilities, and government sites.
- Host customer events, lunch‑and‑learns, and on‑site visits to educate facilities teams on IDC’s capabilities.
- Partner with estimators and operations to convert service opportunities into proposals and long‑term agreements.
- Maintain detailed CRM records including target accounts, competitive vendors, quoting activity, and deal progression.
- Generate new logos while identifying upsell opportunities within IDC’s existing customer base.
Key Metrics (KPIs)
- Growth in service agreement revenue and recurring maintenance contracts.
- New logo acquisition within targeted vertical markets.
- Pipeline development within named accounts and facilities portfolios.
- Service contract renewals and expansion within strategic customers.
- Territory activity including meetings, site visits, and qualified opportunities.
What You Bring
- Experience selling service contracts, preventative maintenance programs, or recurring facility services (doors, elevators, HVAC, fire/life safety, building systems, etc.).
- Proven success in hunter‑style business development roles where pipeline generation and new account acquisition are required.
- Comfort engaging facilities teams, maintenance supervisors, property managers, and operations leaders.
- Strong discovery, solution selling, and negotiation skills.
- Organized and data‑driven approach to territory planning, pipeline management, and forecasting.
- Energetic relationship builder who enjoys face‑to‑face selling, customer events, and field prospecting.
- Valid driver’s license and ability to travel throughout Northern California.