Business Development Account Manager

Description:

Working alongside the Director of Business Development, identify, target, and pursue multi-site commercial accounts across the Greater Toronto Area property management firms, REITs and institutional landlords, healthcare and long-term care, retail portfolios, hospitality, and light industrial.

Technically-led prospecting. RackAir's market entry point is a site assessment rather than a sales pitch. Doors open on the strength of a substantive technical evaluation, an honest set of findings, delivered without obligation.

Pipeline management. All activity is managed in HubSpot with accurate stages and close dates. RackAir runs a disciplined sales process, and forecast accuracy forms part of the role's performance expectations.

Contract sales. Develop and present RackAir Complete™, the company's three-tier preventive maintenance product. This involves site walkthroughs, asset register development, condition assessment, and translating technical findings into capital plans suitable for board or ownership approval.

Account Management & Growth

Relationship ownership. Serve as the primary point of contact for assigned accounts, maintaining detailed knowledge of client equipment, service history, and budget cycles.

Quoting and scoping. Interpret drawings, develop scopes of work, source equipment, price accurately, and stand behind the figures presented. This work is carried out in coordination with service coordinators, field technicians, and vendor partners.

Site audits and condition assessments. Rooftop units, make-up air, chillers, boilers, VRF systems, refrigeration racks, and building controls — conducted with a licensed technician where scope requires. Deliverables include asset registers, life-cycle forecasts, and prioritized deficiency reports with associated costs.

Retention and expansion. Renewals, account growth, and retention sit with this role. Performance is assessed on long-term portfolio health rather than one-time wins.

Candidate Profile

Required:

Five or more years in commercial HVAC/R, mechanical services, or a closely adjacent building services field from any background, including field service, service management, operations, estimating, technical sales, or account management
Working knowledge of commercial building systems, including rooftop units, air handling, boilers, chillers, refrigeration, and controls. The ability to service this equipment is not required; an understanding of what it is, what it costs, and how it fails is
Confidence in technical discussion, and a demonstrated interest in continuing to develop that knowledge
Willingness to develop new business. This is not an inbound role; approximately half of each week is spent creating opportunities that do not yet exist
Strong written communication. The role produces proposals, assessments, and reports reviewed closely by sophisticated clients
Valid Ontario driver's licence and a clean abstract
Legal authorization to work in Canada

Preferred (any combination, all are not expected):

Trade credentials such as 313A Refrigeration & Air Conditioning Mechanic, G1/G2 Gas Technician, or ODP / refrigerant handling certification
Ability to read and take off from mechanical drawings and specifications
Working understanding of TSSA requirements and Ontario codes as applied to commercial mechanical systems
Experience selling or managing preventive maintenance agreements
A record of developing a territory or account base from a standing start
Familiarity with HubSpot, BuildOps, or comparable CRM and field service platforms
Experience working alongside unionized field labour
Existing relationships within GTA commercial property management

Support and Resources

An established brand. Three decades of reference-able commercial work rather than a new entrant building initial credibility.
Technical capability. Licensed field technicians capable of delivering what is sold, supported by the depth of RackAir's established operation.
Administrative infrastructure. Dispatch, invoicing, and collections are handled by dedicated back-office staff.
An existing sales system. HubSpot pipeline, proposal templates, a documented sales playbook, market intelligence tooling, and a productized preventive maintenance offering are already in place.
Direct decision-making. A flat structure with short reporting lines and rapid approval of pricing and scope decisions.

Why RackAir

Second-generation, owner-operated. Decisions are made quickly by leadership with direct field experience.
A genuine growth mandate. The GTA operation is an active build. Early hires will influence how the team is structured.
Established market credibility. Verifiable references and demonstrated capability support every commitment made to a client.
Unionized field workforce (UA Local 787). Work is delivered by properly trained and properly compensated technicians.
TSSA Licence #0076409176. Fully licensed, insured, and bonded.