Manager, Business Development - ADP

Lennox International•Richardson, TX

About The Position

The Manager, Business Development is a people-leader and market-development role responsible for creating incremental demand and establishing scalable growth sources beyond ADP’s existing business. The position leads Business Development Managers as they develop new verticals, customer segments, channels, and routes to market; build business cases; test go-to-market opportunities; and transition qualified demand to the appropriate sales channel. The Manager sets business development priorities, allocates resources, removes barriers, and coaches the team across contractor demand generation, basis-of-design and specification development, digital or e-commerce opportunities, and emerging growth areas. The role also develops external relationships where leadership involvement can accelerate opportunities, partnerships, or scale. It ensures opportunities are evaluated, qualified, documented, and handed off consistently, while remaining engaged in strategic or complex opportunities and turning successful pilots and team learning into repeatable growth motions. ADP (Advanced Distributor Products), a Lennox International company, produces residential evaporator coils and has manufactured products in Grenada, Mississippi, since 1992. Its research and development laboratory supports testing, assembling, and designing future products.

Requirements

Bachelor’s degree or equivalent combination of education and relevant experience.
At least 8 years of business development, market development, channel sales, strategic sales, specification sales, or related B2B experience.
At least 3 years of people-leadership experience, including coaching and developing sales or business development professionals.
Demonstrated success building new customers, markets, channels, or repeatable growth motions.
Experience prioritizing a portfolio of growth opportunities and translating strategy into team execution.
Strong consultative-selling, opportunity-development, market-analysis, financial, and business-case skills.
Ability to lead effectively when customer needs, processes, ownership, or sales motions are not fully established.
Strong relationship-building, executive communication, cross-functional influence, and change-leadership capabilities.
Ability to coach teams through ambiguity while maintaining disciplined qualification, documentation, and accountability.
Proficiency with CRM and Microsoft Office.
Willingness to travel based on team and market-development responsibilities.

Nice To Haves

HVAC, building products, wholesale distribution, technical products, engineering/specification, or e-commerce experience, depending on assigned growth priorities.

Responsibilities

Lead, coach, and develop Business Development Managers across assigned markets, verticals, and strategic growth initiatives.
Set objectives, operating expectations, and accountability for opportunity creation, qualification, experimentation, and handoff.
Build team capability in consultative selling, market analysis, customer discovery, opportunity management, business-case development, executive communication, and cross-functional influence.
Coach the team on complex opportunities, customer strategies, channel dynamics, negotiation, and stakeholder engagement.
Support talent selection, onboarding, performance management, succession planning, and ongoing team development.
Translate ADP growth priorities into a focused business development strategy and portfolio; evaluate and prioritize new markets, segments, channels, routes to market, and partnerships.
Establish criteria to assess market potential, customer needs, competition, channel requirements, investment needs, and business value, and allocate resources to high-potential opportunities.
Maintain a balanced portfolio spanning near-term demand creation, pilots, and longer-term market development.
Guide strategies for contractor demand generation, basis-of-design and specification development, digital or e-commerce growth, and emerging commercial opportunities.
Design programs that encourage incremental purchasing, expand product adoption, strengthen customer engagement, and support long-term growth where applicable.
Review business cases, pilot plans, customer strategies, and recommendations before significant resources are committed.
Engage strategic customers, distributors, engineers, builders, design professionals, digital platforms, and market influencers when leadership involvement can accelerate progress.
Coordinate sales, technical, marketing, product, operations, finance, and other resources to test and advance opportunities.
Ensure pilots have clear hypotheses, success measures, decision points, ownership, and plans for scaling or closure.
Set standards for opportunity qualification, documentation, stakeholder alignment, and commercial handoff; review pipeline quality, value, velocity, risk, resources, and next steps.
Ensure qualified opportunities are handed to the appropriate National Account Manager, Regional Sales Manager, Sales Manager, Manufacturer’s Rep, distributor, or technical resource with clear ownership and expectations.
Resolve role ambiguity and handoff barriers, stay involved in complex or strategic opportunities as needed, and track post-handoff outcomes to improve opportunity quality.
Partner with sales leadership to align business development priorities with regional, account, and channel strategies.
Communicate market insights, customer needs, competitive developments, pilot results, and investment recommendations to senior leaders.
Develop repeatable tools, playbooks, processes, and governance to improve business development effectiveness.
Lead cross-functional teams through internal launch and execution of business and go-to-market strategies before transitioning proven initiatives to long-term owners.
Recommend when successful concepts should transition to established sales, channel, marketing, product, or operational ownership.
Keep the team focused on creating and qualifying new demand while established business owners retain responsibility for territory coverage, pricing, stocking, fulfillment, and ongoing account execution.

Benefits

Target annual bonus of 20%, subject to the applicable company plan.
Tuition reimbursement.
Medical, dental, and vision insurance.
Prescription drug coverage.
401(k) retirement plan.
Short-term disability insurance.
Eight weeks of paid birthing leave.
Two weeks of paid bonding leave.
Life and long-term disability insurance.
Up to 12 days of paid time off per year, depending on hire date and eligibility.
Two paid well-being days per year.
One paid volunteer day per year.
Twelve paid holidays per year.
Three floating holidays per year.