Senior Business Development Manager - Food Retail

A-Gas Americas•Rhome, TX

10d•Hybrid

About The Position

A-Gas is seeking a Senior Business Development Manager to build relationships and win new business with leading national and regional retailers in the food retail sector. This role will focus on converting a prioritized market strategy into qualified opportunities, enterprise agreements, and scalable customer programs related to refrigerant supply, buyback, recovery, reclamation, banking, destruction, carbon programs, and reporting. The successful candidate will lead the pursuit from initial insight through commercial close and successful handoff, utilizing a consultative approach, strong executive presence, and disciplined pipeline management to connect customer challenges with A-Gas's vertically integrated refrigerant lifecycle capabilities. The role reports to the Director of Business Development and requires 40-50% travel.

Requirements

5+ years of experience in enterprise business development, complex B2B sales, strategic partnerships, or a related commercial role.
Demonstrated success opening new accounts and closing complex, multi-stakeholder, multi-location opportunities with meaningful contract value.
Strong consultative selling, discovery, executive communication, presentation, proposal development, negotiation, and influencing skills.
Commercial and analytical acumen, including experience with pricing, margin, business cases, forecasts, contracts, and long-cycle opportunity management.
Ability to synthesize operational and technical information into a clear, customer-centered value proposition.
Disciplined CRM and pipeline management habits, with comfort operating against measurable activity, conversion, revenue, and margin goals.
Entrepreneurial, resilient, collaborative, and comfortable creating structure in a developing market channel.
Bachelor's degree or equivalent relevant experience required.

Nice To Haves

Experience in food retail, grocery, facilities, HVAC/R, refrigeration, environmental services, chemicals, energy, logistics, or another regulated industry strongly preferred.

Responsibilities

Build and execute strategic pursuit plans for priority enterprise food retailers.
Create access to target accounts through direct outreach, industry relationships, trade events, partners, and existing customer proof points.
Develop relationships across facilities, refrigeration, procurement, sustainability, finance, operations, and executive leadership.
Lead discovery to understand customer needs regarding refrigerant portfolios, regulatory exposure, conversion plans, supply needs, recovery practices, and sustainability priorities.
Position A-Gas as a single accountable lifecycle partner and tailor the value proposition to each customer's objectives.
Qualify opportunities based on strategic fit, customer need, timing, decision process, competitive position, delivery feasibility, revenue, margin, and recovered-material value.
Develop customer-specific business cases, solution designs, proposals, presentations, pricing strategies, pilots, and enterprise agreements.
Lead RFI, RFP, proposal, negotiation, and contracting activities.
Build consensus across customer stakeholder groups and navigate complex buying processes.
Maintain a strong understanding of food retail trends, refrigerant regulations, competitive dynamics, and emerging lifecycle needs.
Create a feedback loop with A-Gas Network and field teams to identify food retail activity and potential entry points.
Partner with internal teams (operations, sales, finance, legal, etc.) to shape solutions and support decision making.
Maintain accurate opportunities, activities, next steps, forecast stages, risks, and value assumptions in Salesforce.
Complete structured handoffs to the Customer Success Manager and delivery teams.