Manager, Business Development - ADP

The Manager, Business Development is a people-leader and market-development role responsible for setting direction, building team capability, and ensuring disciplined execution across ADP’s business development portfolio. The role leads Business Development Managers as they identify and develop new verticals, customer segments, channels, and routes to market; build business cases; test new go-to-market opportunities; and transition qualified demand into the appropriate sales channel.

Working closely with ADP sales leadership and cross-functional partners, this role establishes 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 other emerging growth areas. The Manager develops external relationships where leadership involvement can accelerate opportunity creation, partnership, or scale.

The role ensures opportunities are consistently evaluated, qualified, documented, and handed off to the appropriate National Account Manager, Regional Sales Manager, Sales Manager, Manufacturer’s Rep, distributor, or technical resource. The Manager remains engaged in strategic or complex opportunities and converts successful pilots and team learning into repeatable growth motions.

• Lead, coach, and develop Business Development Managers across assigned markets, verticals, and strategic growth initiatives.
• Set clear objectives, operating expectations, and accountability for opportunity creation, qualification, experimentation, and handoff.
• Build team capability in consultative selling, market analysis and customer discovery, opportunity qualification management, business-case development, executive communication, and cross-functional influence..
• Provide coaching on complex opportunities, customer strategies, channel dynamics, negotiation, and stakeholder engagement.
• Foster a collaborative, learning-oriented environment that encourages disciplined experimentation and sharing of market insights.
• Support talent selection, onboarding, performance management, succession planning, and ongoing development for the business development team.

• Translate ADP growth priorities into a focused business development strategy and team portfolio.
• Evaluate and prioritize new verticals, customer segments, channels, routes to market, and partnership opportunities.
• Establish consistent criteria for assessing market potential, customer needs, competitive conditions, channel requirements, investment needs, and business value.
• Allocate team resources toward the opportunities with the strongest strategic fit and potential to scale.
• Maintain a balanced growth portfolio across near-term demand creation, pilots, and longer-term market development.

• Guide team 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 business growth where applicable.
• Review business cases, pilot plans, customer strategies, and recommendations before significant organizational resources are committed.
• Engage directly with 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 needed to test and advance opportunities.
• Ensure pilots have clear hypotheses, success measures, decision points, ownership, and plans for scaling or closure.

• Establish consistent standards for opportunity qualification, documentation, stakeholder alignment, and commercial handoff.
• Review the business development pipeline for quality, value, velocity, risk, resource needs, and next steps.
• Ensure qualified opportunities are transitioned to the appropriate NAM, RSM, Sales Manager, MR, distributor, or technical resource with clear ownership and expectations.
• Resolve role ambiguity and handoff barriers across business development, sales, channel, and technical teams.
• Remain involved in complex or strategic opportunities when leadership alignment or specialized business development expertise is needed.
• Track conversion and post-handoff outcomes to improve opportunity quality and replicate effective approaches.

• 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 that improve business development effectiveness.
• Develop business and go-to-market strategies, leading cross-functional teams through internal launch and execution before transitioning proven initiatives to the long-term owner responsible for scaling growth.
• Recommend when successful concepts are ready to transition into established sales, channel, marketing, product, or operational ownership.
• Ensure the team remains focused on creating and qualifying new demand while established business owners retain responsibility for territory coverage, pricing, stocking, fulfillment, and ongoing account execution.

• Team achievement of qualified opportunity and pipeline goals
• Qualified pipeline value, quality, and progression
• New distributors, customers, verticals, and channels developed
• Opportunity handoff quality, conversion, and commercial impact
• Contractor-generated opportunities and demand creation
• Basis-of-design and specification wins
• Digital-channel growth
• Incremental revenue and margin influenced
• Successful pilots scaled into repeatable sales motions
• Business development team capability, engagement, and retention
• Cross-functional alignment and confidence in business development processes
• Effective prioritization and return on business development resources
• Forecast accuracy

• Bachelor’s degree or equivalent combination of education and relevant experience.
• 8+ years of business development, market development, channel sales, strategic sales, specification sales, or related B2B experience.
• 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 yet 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.
• HVAC, building products, wholesale distribution, technical products, engineering/specification, or e-commerce experience preferred depending upon assigned growth priorities.
• Proficiency with CRM and Microsoft Office.
• Travel based on team and market-development responsibilities.

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Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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ADP (Advanced Distributor Products) is a Lennox International company and the #1 Producer of Residential Evaporator Coils in the USA. We are committed to providing quality solutions and true partnership to help our customers find matches that make their jobs and lives easier. ADP has been manufacturing products at our factory in Grenada, MS since 1992. Our innovative culture is fully supported by a research and development laboratory, which includes areas for testing, assembling, and designing future products.