THE OPPORTUNITY
We’re not looking for someone to manage a board or run a crew. We’re looking for someone who builds a book of business.
Santiam Heating & Sheet Metal has spent 30 years earning its reputation across Oregon and Washington. We have the customers, trucks, technicians, and relationships. What we’re building is the commercial service engine that turns one-time HVAC installs into long-term relationships where we support the full equipment lifecycle.
This role is the tip of the spear for Santiam’s next era.
WHAT THIS ROLE IS
Part hunter. Part relationship builder.
You’ll spend your time in the field developing HVAC maintenance, replacement, and retrofit opportunities via the company’s deep owner-direct and GC relationships. Your job is to grow the commercial preventative maintenance (PM) book, develop key commercial accounts, and scale the service department.
This job involves travel to walk commercial sites, meet with property managers and owners, assess and build equipment inventories, attend industry events, and develop strategic partnerships.
The Commercial Business Development Manager will work collaboratively with estimating, technician, and dispatch teams to ensure project alignment, customer satisfaction, and successful acquisition of new service opportunities.
Excellent storytelling capabilities, relationship building skills, strong data and technology-orientation, market awareness, and a proven track record in developing a book of business are critical success factors.
If you’re passionate about anticipating customers’ needs, solving problems, and strengthening local businesses, this role is for you.
COMPENSATION & BENEFITS
On Target Earnings (OTE)
- $105,000–$195,000+
Base Salary
- $70,000–$85,000 depending on experience
Commission Structure
- 7% on new PM agreement revenue
- 10–12% accelerator on strategic/multi-site accounts
- 2–3% on repair and replacement revenue from new accounts you develop and own
- Commission is uncapped and earned on revenue you source, position, or actively
- manage.
Benefits
- 100% employer-paid medical, dental, and vision
- Company vehicle + gas card
- Annual performance bonus tied to individual, department, and company-wide goals
- 401(k) with 4% company match
- PTO and paid holidays
- Advancement opportunities
WHAT YOU’LL DO
Business Development
- Drive outbound commercial business development with an emphasis on PM agreements through a mix of post-installation PM attachment, warm outreach to existing customers, and self-sourced prospecting
- Conduct site walks and evaluate equipment condition to identify maintenance, replacement, and retrofit opportunities
- Collaborate with install and service teams—estimators, project managers, dispatch, and technicians—to scope opportunities, build PM proposals, and develop customer-focused solutions that win business
- Maintain detailed, organized records in HubSpot (CRM) and ServiceTitan (FieldOps)— contacts, companies, deals, equipment, and service agreements—and manage opportunities, track pipeline, and build forecasts that support growth goals
- Identify cross-sell and account-growth opportunities across the Salem and Beaverton/Hillsboro markets
Account Management
- Build, maintain, and strengthen long-term relationships with owners, developers, property managers, and other key decision-makers
- Serve as the primary point of contact for strategic and multi-site accounts across every phase—sales, onboarding, equipment start-up/commissioning, and the active contract.
- Keep customers informed on equipment condition and relevant industry developments—rebates, incentives, and code or legislative changes—to support their capital planning
Market Presence
- Represent Santiam at conferences, industry events, and trade associations to promote company capabilities and grow presence in target markets
- Prepare and deliver sales materials and marketing collateral that showcase Santiam’s value and technical strengths in HVAC service
WHAT WE’RE LOOKING FOR
Qualifications
- 3–5 years of business development or sales experience in the construction/mechanical/HVAC services industry
- Proven ability to develop relationships and generate new business through outbound prospecting, cold calling, and self-sourced pipeline development
- Working knowledge of commercial HVAC systems and equipment lifecycle sufficient to scope maintenance and install projects confidently
- Experience pursuing and securing medium-sized HVAC install or service projects
- Comfortable presenting, communicating, and negotiating with property managers and owners
- Organized, accountable, and self-directed
- Experience with ServiceTitan and HubSpot or similar software preferred
- Ability to travel regularly for site visits and industry events—valid driver’s license with clean driving record required