Business Development Manager - Commercial

Job Title:

Business Development Manager - Commercial Segment

Office Location:

Remote USA (Houston, Atlanta, Boston, Phoenix, Denver, Seattle, and Virginia)

Reports to:

Business Development Manager - Commercial Segment

Who We Are - Thermon

Thermon is a diversified technology company and a global leader in industrial process heating, temperature maintenance, environmental monitoring, and temporary power distribution solutions. We deliver engineered solutions that enhance operational awareness, safety, reliability, and efficiency while achieving the lowest total cost of ownership.

Thermon offers over 250 products, software, and services across multiple brands, providing a range of offerings from boilers, transportation heaters, and liquid load banks to tubing bundles and heat trace systems. We are the silent guardians of critical infrastructure. From the relentless demands of chemical plants and the intricate networks of rail and transit to the vital pulse of power generation, we innovate solutions that ensure optimal operation, protect critical assets, and maximize efficiency.

We care deeply about the success of our customers, the well-being of our people, and the reliability of every product we design. This drives our unwavering commitment to safety and integrity in everything we do. Through collaboration, we unite a rich legacy of expertise with a trusted global team, partnering side by side with our customers. We transfer the warmth needed to make life work.

Overview

The Business Development Manager - Commercial Segment is responsible for driving sales growth, business development, specification activity, and market expansion for Thermon's Commercial Segment, with a primary focus on the rapidly growing Data Center market across the United States.

This role will identify, develop, and convert opportunities with data center owners, developers, engineering firms, EPC contractors, design-build firms, electrical contractors, and strategic channel partners. The position is focused on expanding Thermon's presence in mission-critical facilities by promoting commercial heating solutions that support freeze protection, snow and ice melting, temperature maintenance, and other critical infrastructure applications.

The Business Development Manager will work closely with Commercial Segment leadership, Regional Sales Managers, representatives, engineering teams, channel partners, and key stakeholders to develop specifications, drive project opportunities, and create sustainable long-term growth within the data center vertical. This role serves as an internal subject matter expert for the Data Center market and is responsible for helping shape Thermon's go-to-market strategy within this critical growth segment.

This position requires regular travel throughout the United States.

Key Responsibilities and Accountabilities

Business Development & Market Growth

• Develop and execute a strategic growth plan focused on the U.S. Data Center market.

• Achieve annual bookings, revenue, and growth objectives for the Data Center segment.

• Identify and pursue new business opportunities with hyperscale, colocation, enterprise, and edge data center operators, as well as other commercial verticals including healthcare, institutional, airports, public works, hospitality, and mixed-use developments.

• Build and maintain a robust pipeline of qualified opportunities through proactive prospecting, market engagement, and strategic relationship development.

• Drive specification acceptance of Thermon solutions during project design and planning phases.

• Develop relationships with key stakeholders involved in data center development, including:

• Data Center Owners and Developers

• Consulting Engineering Firms

• EPC Contractors

• General Contractors

• Design-Build Firms

• Electrical Contractors

• Strategic Distribution Partners

• Track projects from concept through construction and commissioning.

• Support the development and execution of annual business plans and growth forecasts for the Data Center market.

Strategic Account Management & Customer Development

• Establish and maintain strong working relationships with targeted customers, industry influencers, and strategic partners.
• Develop and execute strategic account growth plans for key national and regional accounts.
• Identify opportunities to expand Thermon's footprint within existing customer portfolios.
• Meet regularly with customer decision-makers to identify upcoming opportunities and project requirements.
• Maintain awareness of project schedules, funding approvals, design milestones, and bid activities.
• Deliver technical presentations, lunch-and-learns, and product training sessions to customers, consulting engineers, contractors, and channel partners.
• Support customer qualification, proposal development, and project execution activities.
• Collaborate with internal engineering and estimating teams to ensure customer requirements are met and solutions are delivered effectively.

Specification Development & Technical Sales

• Promote Thermon's commercial heating solutions to engineering and design firms.

• Support specification development for:

• Freeze Protection Systems

• Snow and Ice Melting Systems

• Roof and Gutter De-Icing Systems

• Temperature Maintenance Systems

• Specialty Commercial Heating Applications

• Provide technical expertise and application support throughout the project lifecycle.

• Assist customers in identifying technically sound and cost-effective solutions.

• Participate in project reviews, design discussions, and specification development activities.

• Monitor specification trends, competitive activity, and emerging technologies within the Data Center market.

• Influence engineering standards and project specifications that support Thermon's solutions portfolio.

Market Intelligence & Strategic Initiatives

• Maintain a thorough understanding of Data Center market trends, industry drivers, capital investment activity, and emerging opportunities.
• Develop market maps identifying key owners, developers, EPC contractors, consulting engineers, and construction partners.
• Participate in industry associations, conferences, trade shows, and networking events.
• Represent Thermon as a market leader within the Data Center and Commercial segments.
• Provide regular market intelligence, competitive insights, forecasting updates, and business recommendations to Commercial Segment leadership.
• Maintain accurate opportunity tracking, forecasting, customer activity, and pipeline information within CRM systems.
• Contribute to strategic initiatives designed to increase Thermon's market share within targeted commercial applications.

Cross-Functional Collaboration

• Work closely with:

• Commercial Segment Leadership

• Regional Sales Teams

• Channel Partners

• Estimating

• Marketing

• Product Management

• Engineering

• Operations

• Serve as the internal subject matter expert for Data Center market trends, customer requirements, competitive developments, and growth opportunities.

• Support the development of sales tools, customer presentations, and value propositions tailored to the Data Center market.

• Assist in developing go-to-market strategies for new commercial products and solutions.

• Train and support regional sales teams on Data Center opportunities and market strategies.

• Foster a culture of teamwork, accountability, and customer focus.

Knowledge and Experience

• Bachelor's Degree in Engineering, Business, Construction Management, Architecture, or a related field preferred.
• Minimum 5-10 years of business development, sales, account management, technical sales, or market development experience.
• Experience selling into one or more of the following markets preferred: Data Centers, Mission Critical Facilities, Electrical Infrastructure, Building Systems, Commercial Construction, and Industrial Electrical Products
• Experience working with consulting engineers, EPC firms, contractors, developers, distributors, or end users.
• Demonstrated success developing and growing strategic customer relationships and targeted market segments.
• Knowledge of commercial construction project cycles and specification selling methodologies.
• Experience with electrical heat tracing, power distribution, critical infrastructure, HVAC, building automation, or related technologies is highly desirable.
• Experience working with hyperscale and colocation data center providers is preferred.
• Willingness and ability to travel up to 50% throughout the United States.

Key Characteristics, Competencies and Skills

• Strong business development and relationship-building capabilities.
• Self-motivated, highly driven professional with a proven ability to create opportunities and deliver results.
• Hunter mentality with the ability to penetrate new accounts and develop emerging markets.
• Excellent communication, presentation, and interpersonal skills.
• Strong consultative selling and influencing abilities with both technical and commercial stakeholders.
• Customer-focused approach with a commitment to delivering exceptional customer outcomes.
• Strong organizational, planning, and project management skills.
• Ability to manage multiple projects, priorities, and customer opportunities simultaneously.
• Ability to work independently while collaborating effectively across a matrixed organization.
• Analytical thinker with strong problem-solving and strategic planning abilities.
• Comfortable presenting to executives, engineers, contractors, owners, and end users.
• Proficient in Microsoft Office applications and CRM systems; Microsoft Dynamics experience preferred.
• Knowledge of commercial construction processes, specification development, and project execution is preferred.
• Knowledge of mechanical, electrical, plumbing, and building infrastructure systems is preferred.