Business Development – HVAC & Water Heater Programs

Job Posting:

Since 1953, Ferguson has been a source of quality supplies for a variety of industries. Together We Build Better infrastructure, better homes and better businesses. We exist to make our customers’ complex projects simple, successful, and sustainable. We proactively solve problems, adapt and grow to continuously serve our customers, communities and each other. Ferguson, a Fortune 500 company, is proud to provide best-in-class products, service and capabilities across the following industries: Commercial/Mechanical, Facilities Supply, Fire and Fabrication, HVAC, Industrial, Residential Trade, Residential Building and Remodel, Waterworks and Residential Digital Commerce. Ferguson has approximately 36,000 associates across 1,700 locations. Ferguson is a community of proud associates who operate with the shared purpose of building something meaningful. You will build a career that you are proud of, at a company you can believe in.

Business Development Manager – HVAC & Water Heater Programs

Position Overview

We are seeking a motivated and results-oriented Business Development Manager to support the growth and expansion of our HVAC and Water Heater Programs across assigned markets.

This role combines business development, contractor management, project execution, and sales enablement. The Business Development Manager will work closely with internal sales teams, customers, and contractor partners to drive program adoption, grow revenue, and ensure successful execution of HVAC and water heater projects.

The ideal candidate will possess strong relationship-building skills, a working knowledge of HVAC systems and industry practices, and the ability to manage multiple priorities in a fast-paced environment. This individual will serve as a key ambassador for our HVAC and Water Heater Programs, supporting market launches, educating sales teams, promoting Own Brand equipment solutions, and helping grow both product and installation labor sales.

Location: This is a Remote opportunity or will be Hybrid if you live in the Newport News, VA area; per Company Policy.

Key Responsibilities

Business Development & Sales Growth

• Drive growth of HVAC equipment, water heater, installation labor, preventive maintenance, and renovation sales within assigned markets.
• Partner with Territory Managers through customer visits, ride-alongs, presentations, and business reviews.
• Find opportunities to expand program participation and increase market penetration.
• Promote Own Brand equipment solutions, including Durastar & ProSelect, and educate customers on product value propositions.
• Support sales teams with customer-specific strategies, pricing discussions, and program recommendations.

Market Expansion & Contractor Management

• Lead contractor onboarding efforts for new market launches.
• Build and maintain strong relationships with contractor partners.
• Communicate program expectations, operational requirements, and service standards.
• Monitor contractor compliance and performance.
• Serve as a primary point of contact for contractors within assigned markets.

Sales Team Training & Development

• Conduct training sessions for Facilities Supply sales associates and leadership teams.
• Educate associates on HVAC systems, water heaters, preventive maintenance programs, renovations, installation processes, and contractor capabilities.
• Provide ongoing coaching and support to improve program awareness and sales effectiveness.
• Assist in the development of training materials and sales resources.

Project Coordination & Program Execution

• Coordinate HVAC renovation and preventive maintenance projects from initiation through completion.
• Work with contractors, sales teams, and customers to ensure successful project execution.
• Track project landmarks, deliverables, and customer expectations.
• Resolve operational issues that may impact customer satisfaction or project timelines.

Invoicing & Financial Management

• Manage invoicing and billing activities related to HVAC and water heater projects.
• Review contractor invoices for accuracy and compliance.
• Resolve invoice discrepancies and coordinate corrective actions.
• Partner with internal teams to ensure timely and accurate billing.
• Maintain financial accountability across assigned projects and programs.

Cross-Functional Collaboration

• Partner with Sales, Operations, Category Management, Finance, and contractor partners to support program growth.
• Communicate market updates, successes, challenges, and opportunities to leadership.
• Contribute to process improvements that enhance scalability and operational efficiency.

Preferred Skills and Qualifications

• Strong business development, sales support, or project management experience.
• Working knowledge of HVAC systems, equipment, and terminology.
• Excellent communication and presentation skills.
• Strong organizational skills with the ability to manage multiple priorities.
• Proficiency in Trilogie.
• Ability and willingness to learn Oracle, WorkSuite, Dispatch Track, and other business systems.
• Strong relationship-building and customer-facing skills.
• Professional, personable, and team-oriented approach.
• Experience in HVAC distribution, contracting, facilities maintenance, or related industries.
• Experience conducting customer meetings, sales presentations, and associate training.
• Experience managing contractor relationships.
• Knowledge of preventive maintenance programs and renovation projects.
• Experience with invoicing, billing, and financial reconciliation.

At Ferguson, we care for each other. We value our well-being just as much as our hard work. We are committed to a holistic approach towards benefits plans and programs that support the mental, physical and financial well-being of our associates. Our competitive offering not only includes benefits like health, dental, vision, paid time off, life insurance and a 401(k) with a company match, but our associates also enjoy additional meaningful and inclusive enhancements that are adaptable to their diverse situations and needs, including mental health coverage, gender affirming and family building benefits, paid parental leave, associate discounts, community involvement opportunities and more!

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Pay Range:

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Actual pay rate may vary depending upon location. The estimated pay range for this position is below. The specific rate will depend on a candidate’s qualifications and prior experience.

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Estimated Ranges displayed are Monthly for Salaried roles OR Hourly for all other roles.

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This role is Bonus or Incentive Plan eligible.

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Ferguson complies with all wage regulations. The starting wage may be higher in certain locations based on local or state wage requirements.

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The Company is an equal opportunity employer as well as a government contractor that shall abide by the requirements of 41 CFR 60-300.5(a), which prohibits discrimination against qualified protected Veterans and the requirements of 41 CFR 60-741.5(A), which prohibits discrimination against qualified individuals on the basis of disability.

Ferguson Enterprises, LLC. is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity.

Equal Employment Opportunity and Reasonable Accommodation Information