Business Development Manager HVAC Specification
Reporting to: Director, UK Sales - Specification
Hours: Full Time 37.5 Hours per week 9-5 Mon-Fri
Location: Home based with regular travel
Reward: £60,000 - £76,000 OTE (basic + bonus)
Overview of role:
The Business Development Manager will be responsible for growing Mixergy revenue, strategic partnerships, and market presence across target sectors including new build housing, social housing, commercial estates, developers, consultants, distributors, utilities, and energy partners. The role is focused on creating and converting a high-quality pipeline for smart hot water cylinders and connected hot water systems that help customers reduce energy use, improve compliance, support decarbonisation goals, and deliver better resident or end-user outcomes.
You will work closely with product, technical, marketing, operations, and leadership teams to shape customer solutions, build channel momentum, and turn market insight into repeatable commercial wins.
You will contribute towards realisation of our vision of ‘a world where our technology is at the forefront of sustainable living for everyone’. You will be a key member of the team achieving our strategic objectives and ambitious growth plans.
Key responsibility areas
· Meet or exceed agreed revenue, margin, and partnership targets.
· Build and manage a 30/60/90 day pipeline of qualified opportunities across Mixergy target markets.
· Identify and prospect high-potential accounts, including housing associations, housebuilders, developers, M&E consultants, contractors, merchants, facilities teams, energy companies, and commercial property owners.
· Lead consultative sales conversations with decision-makers such as Asset Directors, Sustainability Leads, Development Directors, Technical Managers, Procurement Leads, Commercial Directors, and C-suite stakeholders.
· Translate customer priorities into clear proposals that position Mixergy around energy savings, carbon reduction, SAP/EPC benefits, tenant outcomes, grid flexibility, and whole-life value.
· Develop channel and partner relationships that increase specification, distribution, installer adoption, and project conversion.
· Coordinate with technical and product colleagues to design commercially viable solutions for retrofit, new build, and commercial applications.
· Use the CRM consistently to document prospecting, stakeholder maps, meetings, proposals, next steps, close dates, and forecast accuracy.
· Represent Mixergy at industry events, partner meetings, webinars, trade shows, and customer workshops.
· Feed market intelligence back into the business to support pricing, product development, marketing, and go-to-market strategy.
· Model Mixergy values (*_innovation, collaboration, care, ownership, agility, customer focus*_) and contribute to a positive, creative and professional company culture
· Nurture and develop a positive customer experience
· Act as a brand ambassador and promote Mixergy within the sector
· Any other reasonable request
Time utilisation expectations
· 40% prospecting and outbound business development.
· 30% customer, partner, and stakeholder meetings.
· 10% proposal development, forecasting, CRM management, and deal progression.
· 10% territory and market analysis, including target account mapping.
· 10% internal collaboration, events, training, and other activities required by the role.
Success abilities and competencies
· Strong commercial drive, resilience, accountability, and motivation to win new business in a growth-stage cleantech environment.
· Proven ability to open doors, create urgency, and build trust with senior stakeholders in complex B2B sales cycles.
· Consultative selling skills with the ability to link technical features to customer outcomes, financial value, compliance needs, and sustainability targets.
· Confidence selling into property, construction, housing, energy, HVAC, renewables, or building services markets.
· Strong negotiation, presentation, territory planning, and account planning skills.
· Ability to work independently while bringing in technical, product, and operational support at the right points in the sales process.
· Comfort with CRM discipline, pipeline reviews, forecasting, and performance metrics.
· Clear written and verbal communication, with the ability to simplify technical concepts for commercial audiences.
· Interest in low-carbon technology, smart energy systems, and the UK transition to efficient, flexible electrified buildings.
Minimum qualifications
· 5+ years of B2B business development, strategic sales, channel sales, specification sales, or account management experience, or a proven track record in a similar role.
· Experience selling into at least one relevant market such as housing, construction, property, energy, HVAC, renewables, building services, utilities, or connected home technology.
· Track record of building pipeline, managing long-cycle opportunities, and closing commercial agreements.
· Working knowledge of Microsoft Office and CRM systems.
· Clean driving licence
Desirable experience
· Understanding of SAP, RdSAP, EPC, Future Homes Standard, net zero, ESG, retrofit decarbonisation, or fuel poverty priorities.
· Experience working with housing associations, local authorities, developers, M&E consultants, contractors, installers, or distributors.
· Knowledge of hot water systems, heat pumps, solar PV, demand-side response, BMS integration, smart controls, or distributed energy assets.
· Experience building partnerships or frameworks that create repeatable revenue rather than one-off sales.
Compensation & benefits
· Car allowance
· Holiday 33 days incl. public holidays plus up to 5 days unpaid leave
· Pension contributions 5% on basic salary via salary exchange
· Share options – subject to scheme rules
· Health Cash Plan*
· Benenden Healthcare plan*
· Income Protection
· Career Development – opportunities that come with a scale up in a phase of rapid growth
· Cycle to Work Benefit*
· Flexible Working Policy
· Free on-site parking
· Enhanced Maternity / Paternity
· One paid volunteering day per annum*
· Discount scheme on everyday purchases including shopping, holidays, and gym membership
· Comprehensive EAP scheme with access to free counselling and advice
· Training and development
*Available on successful completion of probationary period, see staff handbook for more details
Company culture and core value alignment
· Customer-centric: Build lasting relationships by understanding customer priorities and delivering measurable value for residents, homeowners, building operators, and partners.
· Mission-led: Help accelerate efficient, flexible, low-carbon hot water solutions across homes and buildings.
· Commercially accountable: Own targets, pipeline quality, forecast accuracy, and deal progression.
· Collaborative: Work closely with technical, product, marketing, operations, and leadership teams to deliver solutions that can scale.
· Curious and improvement-focused: Use customer feedback, market insight, and data to improve the go-to-market approach.
Career growth and development opportunity
· Opportunity to help shape Mixergy's go-to-market strategy across high-growth sectors such as new build, social housing, commercial property, and energy partnerships.
· Access to product and technical learning around smart hot water, low-carbon heating pathways, connected assets, and demand-side flexibility.
· Potential progression into Senior Business Development Manager, Strategic Partnerships, Key Account Management, or Commercial Leadership based on performance.
· Regular coaching, pipeline reviews, and development planning with the sales or commercial lead.
Ramp-up time
Ramp-up time is expected to be three months. The manager will provide a ramp-up plan during the first week, including product training, target account mapping, CRM setup, messaging, stakeholder introductions, and agreed activity levels.
Performance management
Performance will be reviewed against agreed targets, pipeline quality, CRM discipline, sales activity, customer feedback, and contribution to strategic growth. Persistent underperformance after the ramp-up period will be managed through the company's standard performance process.
KPIs
01. Revenue and margin: Achieve agreed new business revenue and margin targets within the first 12 months.
02. Pipeline development: Build and maintain a qualified 30/60/90 day pipeline with clear next steps, decision-makers, close dates, and forecast probability.
03. Target account creation: Identify and prioritise new opportunities each month across housing associations, developers, consultants, contractors, installers, distributors, utilities, and commercial property owners.
04. Meeting activity: Hold a consistent number of qualified discovery, technical, commercial, and partner meetings each week.
05. Proposal conversion: Convert qualified meetings into proposals, pilots, specifications, framework opportunities, partner agreements, or project tenders.
06. Close rate: Convert a defined percentage of qualified proposals into signed agreements, orders, pilots, or preferred supplier positions.
07. Strategic partnerships: Create or deepen relationships that lead to repeatable demand, specification influence, channel growth, or project scale.
08. Customer retention and expansion: Support account handover, project success, and expansion opportunities through proactive engagement.
09. Sales cycle optimisation: Reduce time from first meeting to qualified proposal and from proposal to close by engaging all decision-makers early.
10. CRM quality: Maintain 100% CRM utilisation for active opportunities, contact records, meeting notes, next steps, and forecasts.
Example 30/60/90 day activity plan after ramp-up
Period
Expected progress
30 days
Complete target account map, build active pipeline, hold introductory meetings, and identify early partner and specification opportunities.
60 days
Progress qualified opportunities to proposals, technical reviews, pilots, tenders, or commercial terms. Establish repeatable partner follow-up cadence.
90 days
Close initial opportunities, improve forecast accuracy, deepen high-value accounts, and present market insight that supports go-to-market strategy.
Pay: £60,000.00-£76,800.00 per year
Benefits:
- Company pension
- Cycle to work scheme
- Free parking
- Health & wellbeing programme
- On-site parking
- Sick pay
- Work from home
Application question(s):
- Location: Are you located in the Leeds or Manchester Area?
Experience:
- B2B Specification sales: 5 years (required)
Work authorisation:
- United Kingdom (required)
Willingness to travel:
Work Location: On the road
