Business Development Manager

About the Role

We are seeking an experienced Commercial AV Sales Executive to develop and close commercial audio/video and technology projects for businesses, organizations, and institutions that value exceptional quality, craftsmanship, and a white-glove customer experience. This is a relationship-driven B2B sales role focused on identifying new opportunities, developing long-term client relationships, and managing complex sales cycles involving multiple decision-makers.

We are not looking for someone who competes primarily on price. The right candidate knows how to sell based on trust, expertise, quality, service, and long-term value. Success in this role requires strong prospecting skills, disciplined pipeline management, technical aptitude, accurate project scoping, professional proposal presentation, and close collaboration with Design/Engineering and Operations. This is a growth-focused position with the opportunity to make a significant impact on our commercial business.

What You'll Do

Develop New Commercial Business

• Prospect and generate new commercial AV opportunities.
• Build relationships with business owners, facility managers, IT leaders, general contractors, architects, developers, and other corporate decision-makers.
• Develop referral, networking, and strategic partner relationships.
• Maintain a healthy, qualified sales pipeline.
• Identify strong-fit opportunities and confidently disqualify projects that are not a match.
• Participate in networking events, industry associations, and business-development activities.

Manage the B2B Sales Process

• Lead discovery meetings to understand client goals, challenges, budgets, timelines, and technical requirements.
• Identify key stakeholders and understand the customer's decision-making process.
• Guide opportunities through a structured sales process from qualification through close.
• Maintain consistent follow-up throughout longer sales cycles.
• Keep CRM records, activities, opportunities, and forecasts accurate and current.
• Participate in weekly sales meetings and pipeline reviews.

Develop & Present Solutions

• Collaborate closely with Design/Engineering to develop the right solution for each client.
• Ensure project scope, equipment, labor, and expectations are accurately defined before proposals are presented.
• Prepare and professionally present proposals to clients.
• Clearly communicate the value of premium AV solutions and a white-glove service experience.
• Manage revisions and client requests while protecting project scope and profitability.
• Document changes clearly throughout the sales process.

Protect Margin & Project Quality

• Meet or exceed assigned commercial sales goals.
• Maintain healthy gross margins on projects.
• Follow established approval processes for discounts and pricing adjustments.
• Avoid under-scoped or incomplete proposals.
• Balance winning the project with ensuring it can be successfully delivered.

Create a Clean Handoff

• Provide complete and accurate project documentation to Operations.
• Confirm scope and expectations before project kickoff.
• Participate in project transition meetings.
• Communicate important client expectations and commitments to the delivery team.
• Help minimize change orders, rework, and project issues caused by incomplete sales information.

What Success Looks Like

You will be successful in this role when you consistently:

• Achieve or exceed commercial sales targets.
• Maintain targeted gross margins.
• Build and maintain approximately 3x qualified pipeline coverage.
• Maintain forecast accuracy within approximately ±10%.
• Generate new opportunities through proactive prospecting and relationship development.
• Close a strong percentage of properly qualified opportunities.
• Deliver accurate scopes and clean project handoffs.
• Build trusted, long-term relationships with clients.
• Create an exceptional customer experience throughout the sales process.

Qualifications

• 3 years of B2B sales experience, preferably in commercial or residential AV
• Demonstrated success developing new business and building relationships from scratch.
• Experience managing longer, multi-stakeholder B2B sales cycles.
• Strong understanding of commercial AV technologies and the ability to confidently discuss technical solutions with clients.
• Strong written, verbal, presentation, and interpersonal communication skills.
• Understanding of pricing, gross margin, project scope, and profitability.
• Experience working with CRM platforms; Pipedrive experience is a plus.
• Strong organizational skills and attention to detail.
• Ability to collaborate effectively with Design/Engineering, Operations, Marketing, and leadership.
• High emotional intelligence and the ability to build credibility with sophisticated commercial clients.

Who We're Looking For

The ideal candidate is:

• A proactive hunter who enjoys developing new relationships and opportunities.
• Structured, organized, and disciplined about pipeline management.
• Comfortable discussing both business objectives and technical solutions.
• Consultative rather than transactional.
• Confident working with executives, technical teams, contractors, architects, and other stakeholders.
• Protective of margin and thoughtful about which opportunities to pursue.
• Persistent without being pushy.
• Comfortable managing long sales cycles without losing momentum.
• Accountable for their numbers and results.
• Professional in every client interaction.
• Motivated by delivering exceptional work rather than simply getting a deal across the finish line.

Our Core Values

Our culture is built around five principles:

WE ALL WIN- We work as one team, share ideas, support each other, and win together.

NO BS- We are straightforward, honest, and accountable. No excuses and no spin.

THE BRIGHT SIDE- We approach challenges with a solutions mindset, a can-do attitude, and positive energy.

BE A PRO- We show up prepared, follow through on our commitments, and represent the organization with pride.

GOOD ENOUGH SUCKS- We pursue exceptional work because "just okay" isn't the standard.

If these values resonate with you and you're excited about building relationships, solving complex technology challenges, and growing a commercial AV business, we'd love to hear from you.