Tom Barrow Company is a premier manufacturer’s representative in the HVAC industry, offering a wide range of commercial and industrial HVAC products across the Southeast. Known for our strong client relationships and technical expertise, we serve engineers, contractors, and building owners with reliable, high-performance solutions.
The Outside Sales / Vertical Market Business Development Representative is responsible for driving growth within assigned vertical markets by developing relationships, identifying opportunities, and expanding Tom Barrow Company’s presence with key customers and partners. This role focuses on consultative, relationship-based selling with mechanical contractors, engineers, owners, and other stakeholders across targeted market segments. The ideal candidate is highly motivated, market-savvy, and comfortable working independently while collaborating closely with internal sales, engineering, and support teams. This position plays a key role in strengthening long‑term partnerships and increasing market share across strategic verticals.
Key Responsibilities
Develop and execute a business development strategy for assigned vertical markets (e.g., healthcare, education, industrial, mission critical, commercial) Build and maintain strong relationships with mechanical contractors, consulting engineers, owners, and end users Identify new project opportunities and influence specifications early in the project lifecycle Promote and sell Tom Barrow’s represented HVAC equipment and solutions within assigned markets Work closely with internal sales engineers, estimators, and support teams to ensure seamless handoff of opportunities Track and manage opportunities through the sales pipeline, providing regular updates and forecasts Attend industry events, trade shows, and networking functions to expand market presence Stay current on market trends, competitor activity, and customer needs within assigned verticals Support long‑term account growth through consistent follow‑up, problem solving, and value‑added service Qualifications
Bachelor’s degree preferred, or equivalent combination of education and relevant experience 3–7+ years of outside sales, business development, or account management experience, preferably in HVAC, construction, or building systems Experience selling into or working within specific vertical markets strongly preferred Strong relationship‑building and communication skills with the ability to influence multiple stakeholders Self‑motivated, organized, and comfortable managing a large territory and sales pipeline Ability to work independently while collaborating effectively with internal teams Proficiency with CRM tools, Microsoft Office, and basic sales reporting Willingness to travel within the assigned territory as required
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Develop and execute a business development strategy for assigned vertical markets (e.g., healthcare, education, industrial, mission critical, commercial) Build and maintain strong relationships with mechanical contractors, consulting engineers, owners, and end users Identify new project opportunities and influence specifications early in the project lifecycle Promote and sell Tom Barrow’s represented HVAC equipment and solutions within assigned markets Work closely with internal sales engineers, estimators, and support teams to ensure seamless handoff of opportunities Track and manage opportunities through the sales pipeline, providing regular updates and forecasts Attend industry events, trade shows, and networking functions to expand market presence Stay current on market trends, competitor activity, and customer needs within assigned verticals Support long‑term account growth through consistent follow‑up, problem solving, and value‑added service Qualifications
Bachelor’s degree preferred, or equivalent combination of education and relevant experience 3–7+ years of outside sales, business development, or account management experience, preferably in HVAC, construction, or building systems Experience selling into or working within specific vertical markets strongly preferred Strong relationship‑building and communication skills with the ability to influence multiple stakeholders Self‑motivated, organized, and comfortable managing a large territory and sales pipeline Ability to work independently while collaborating effectively with internal teams Proficiency with CRM tools, Microsoft Office, and basic sales reporting Willingness to travel within the assigned territory as required
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