- Commercial HVAC Business Development
- Tier 1 relationships & specification sales
- Melbourne Metro, North West & Geelong
Business Development Manager – Commercial HVAC
Location: Notting Hill, VIC | Melbourne Metro, North West & Geelong
Travel: Regular regional travel to Portland, Warrnambool & Stawell
Build relationships. Win specifications. Grow a territory.
Are you an experienced
commercial HVAC Business Development Manager who knows how to build relationships with Tier 1 clients and turn them into long-term commercial opportunities?
General Australia (formerly Fujitsu General) is looking for a commercially driven
Business Development Manager – Commercial HVAC to take ownership of a high-potential territory across Melbourne Metro, the North West and Geelong, with regular travel throughout regional Victoria.
This isn't simply a sales role. You'll be working
upstream of the sale — building relationships with consultants, architects, developers, Tier 1 commercial builders, contractors and other key decision-makers who influence which HVAC solutions are specified and ultimately installed.
You'll have the opportunity to represent a
globally recognised HVAC brand, manage your own territory and pipeline, and influence projects from the early specification stage right through to quotation, delivery and commissioning.
Why This Role?
This is an opportunity for a proven commercial HVAC professional to make a genuine impact.
You'll have the autonomy to develop your territory, build strategic relationships with key accounts and identify opportunities before they reach the traditional sales stage.
You'll be joining a business entering an exciting period of growth, backed by
significant new investment following its recent acquisition.
If you enjoy being out in the market, opening doors, influencing specifications and building relationships that lead to major commercial projects, this role is for you.
What You'll Be Doing
- Own and grow a portfolio of commercial HVAC accounts across your territory.
- Build strong, strategic relationships with Tier 1 commercial builders, consultants, architects, developers, contractors and key influencers.
- Identify opportunities early and work upstream to secure product specifications and recommendations.
- Develop new business while strengthening relationships with existing strategic accounts.
- Understand customer and project requirements and recommend the right HVAC and air-conditioning solutions.
- Manage opportunities from initial engagement and specification through to quotation, delivery and commissioning.
- Conduct regular customer visits, account reviews and strategic business meetings.
- Develop and maintain an accurate commercial pipeline and sales forecast using CRM.
- Use platforms such as Cordell and EstimateOne to identify and track upcoming commercial projects.
- Deliver compelling product presentations, technical briefings and training sessions to consultants, contractors and trade audiences.
- Represent General Australia at industry events, trade functions and customer activities, including AIRAH and HIA events.
- Keep ahead of market trends, competitor activity and emerging HVAC technologies.
- Take ownership of your territory performance, sales targets and customer strategy.
What We're Looking For
We're looking for a
proven commercial HVAC sales professional, ideally with
3–4+ years of experience in business development, account management or territory sales within commercial air conditioning, refrigeration or a closely related industry.
You'll ideally bring:
- 3–4+ years' commercial HVAC experience with a strong track record in B2B sales or business development.
- Existing relationships with Tier 1 builders, consultants, developers, contractors or other major commercial clients.
- A strong understanding of the commercial HVAC project lifecycle and specification process.
- The ability to identify opportunities early and influence key stakeholders before the project reaches the tender stage.
- A proven ability to develop new business while growing strategic existing accounts.
- Strong commercial acumen and the ability to understand customer needs and translate them into HVAC solutions.
- Excellent negotiation, presentation and relationship-building skills.
- Confidence engaging with senior stakeholders and presenting to groups of consultants, builders and contractors.
- Strong CRM, pipeline management and forecasting discipline.
- Excellent organisation and time-management skills, with the ability to manage multiple projects and competing priorities.
- A self-motivated, results-focused approach and the ability to work autonomously.
- Professional presentation and the confidence to represent a globally recognised brand.
- A current driver's licence.
Desirable:
- Refrigeration & Air Conditioning trade qualification.
- Mechanical engineering or related tertiary qualification.
- Existing knowledge of commercial HVAC products and applications.
- Experience using Cordell, EstimateOne or similar construction/project intelligence platforms.
What You'll Get
- Competitive salary + super
- Company vehicle
- Laptop and mobile phone
- The opportunity to represent a globally recognised HVAC brand
- A high level of autonomy across your territory
- The opportunity to build relationships with major commercial and Tier 1 customers
- Exposure to significant commercial HVAC projects
- Career development within a business backed by renewed investment and growth
The Territory
Your primary territory will cover
Melbourne Metro, Melbourne's North West and Geelong, with regular regional travel to
Portland, Warrnambool and Stawell.
Regional and occasional interstate travel will be required, with approximately
one week in six away from home, along with occasional out-of-hours attendance at trade events, customer functions and training sessions.
Is This You?
You're already established in commercial HVAC sales and understand that the biggest opportunities aren't always sitting in the tender inbox.
You know how to
get in early, build the relationship, influence the specification and stay close to the project until the opportunity becomes a sale.
You're comfortable walking into a meeting with a Tier 1 builder, presenting a solution to a consultant, talking technical details with a contractor and then managing the commercial process through to delivery.
Most importantly, you're a
hunter and a relationship builder — someone who enjoys creating opportunities rather than waiting for them to arrive.
If you're ready to take ownership of a territory, build strategic relationships with major commercial customers and grow your career with a recognised HVAC brand,
we'd like to hear from you.
Apply Now
If you have the commercial HVAC experience, customer relationships and drive to make this territory your own, apply now.
Successful employment is subject to a satisfactory police check and pre-employment medical.