Director of Business Development

Director of Business Development – Industrial Refrigeration SystemsLocation: Remote (North America-based, with up to 50% travel)Employment Type: Full-TimeAbout the Role A technology-focused industrial equipment manufacturer is seeking an experienced Director of Business Development to lead expansion efforts within the North American industrial refrigeration market. This role is responsible for developing new business opportunities, building strategic relationships across the refrigeration ecosystem, and positioning industrial compressor technologies with contractors, OEMs, engineering firms, and large industrial end users. In this role, you will drive market entry and growth across cold storage, food processing, distribution, ice rinks, and industrial process cooling applications. You will act as the primary commercial driver for new market penetration, translating technical compressor advantages into customer value and awarded projects. This position is ideal for a senior business development leader who thrives in technical sales environments, enjoys building markets from the ground up, and can influence complex engineering-driven purchasing decisions.What You’ll DoDevelop and execute strategies to establish compressor technologies within the industrial refrigeration marketIdentify and pursue high-value opportunities in cold storage, food processing, logistics, ice rinks, and industrial cooling applicationsBuild and maintain relationships with refrigeration contractors, engineering firms, OEM package builders, and system integratorsEstablish preferred supplier positioning for compressor packages and system upgrades with key industry partnersTarget large multi-site refrigeration operators and industrial end users to expand market penetrationLead development of complex sales opportunities for compressor packages and engineered refrigeration systemsCollaborate with engineering and technical teams on system design, compressor selection, and application developmentSupport proposal development, pricing strategy, and commercial negotiations for large-scale projectsBuild and manage a pipeline of opportunities from early-stage concept through project awardTranslate compressor performance, reliability, and efficiency advantages into customer economic valueProvide market feedback to engineering and product teams on application needs, competitive positioning, and market trendsTrack competitor activity and identify opportunities to displace incumbent compressor suppliersRepresent the organization at industry events, conferences, and associations within the industrial refrigeration communityMaintain strong visibility across the industrial refrigeration ecosystemMust-Have Skills and ExperienceBachelor’s degree in Mechanical Engineering, Chemical Engineering, Business, or related field (or equivalent experience)10+ years of experience in industrial refrigeration, HVAC-R, or process cooling marketsProven success in new business development and complex technical salesExperience selling or supporting industrial refrigeration compressors, compressor packages, or systemsStrong knowledge of ammonia refrigeration systems and industrial cooling applicationsFamiliarity with screw and reciprocating compressor technologiesAbility to translate technical engineering concepts into commercial customer valueDemonstrated ability to build relationships with contractors, OEMs, engineering firms, and industrial end usersStrong pipeline management and strategic sales planning skillsAbility to travel up to 50% domestically and internationallyU.S. Citizenship (ITAR compliance required)Ability to obtain a U.S. Department of Defense security clearance may be requiredNice-to-Have SkillsMBA or advanced business degreeEstablished network within industrial refrigeration or HVAC-R industriesExperience entering or growing new markets for technical or industrial productsPrior involvement in industry associations such as IIAR or similarExperience in high-growth or market expansion environmentsBackground in compressor systems, gas compression, or engineered equipment salesWho You AreA strategic, commercially driven business development leaderSkilled at building new markets and influencing technical buying decisionsComfortable engaging engineers, contractors, OEMs, and executive stakeholdersStrong communicator who can translate technical performance into economic valueHighly networked or capable of quickly building relationships in niche industrial marketsSelf-directed, entrepreneurial, and results-orientedComfortable operating in technical, engineering-driven environments with long sales cyclesAdditional DetailsBase Salary Range: $175,000 – $200,000 + bonusWork Style: Remote (North America)Travel: Up to 50% (domestic and international)PTO and 12 Paid HolidaysRetirement 401(K) with company matchMedical, Dental, and Vision insuranceGroup Term Life InsuranceTuition Reimbursement ProgramReferral Bonuses and more