Job Description

Business Manager - Commercial | Global HVAC Leader | VIC/TAS

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- Commercial HVAC Business Development
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- Commercial HVAC Business Development
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- Tier 1 relationships & specification sales
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- Melbourne Metro, North West & Geelong
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Business Development Manager – Commercial HVAC

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Location: Notting Hill, VIC | Melbourne Metro, North West & Geelong

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Travel: Regular regional travel to Portland, Warrnambool & Stawell

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Build relationships. Win specifications. Grow a territory.

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Are you an experienced commercial HVAC Business Development Manager who knows how to build relationships with Tier 1 clients and turn them into long-term commercial opportunities?

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General Australia (formerly Fujitsu General) is looking for a commercially driven Business Development Manager – Commercial HVAC to take ownership of a high-potential territory across Melbourne Metro, the North West and Geelong, with regular travel throughout regional Victoria.

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This isn't simply a sales role. You'll be working upstream of the sale — building relationships with consultants, architects, developers, Tier 1 commercial builders, contractors and other key decision-makers who influence which HVAC solutions are specified and ultimately installed.

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You'll have the opportunity to represent a globally recognised HVAC brand, manage your own territory and pipeline, and influence projects from the early specification stage right through to quotation, delivery and commissioning.

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Why This Role?

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This is an opportunity for a proven commercial HVAC professional to make a genuine impact.

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You'll have the autonomy to develop your territory, build strategic relationships with key accounts and identify opportunities before they reach the traditional sales stage.

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You'll be joining a business entering an exciting period of growth, backed by significant new investment following its recent acquisition.

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If you enjoy being out in the market, opening doors, influencing specifications and building relationships that lead to major commercial projects, this role is for you.

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What You'll Be Doing

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- Own and grow a portfolio of commercial HVAC accounts across your territory.
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- Build strong, strategic relationships with Tier 1 commercial builders, consultants, architects, developers, contractors and key influencers.
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- Identify opportunities early and work upstream to secure product specifications and recommendations.
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- Develop new business while strengthening relationships with existing strategic accounts.
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- Understand customer and project requirements and recommend the right HVAC and air-conditioning solutions.
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- Manage opportunities from initial engagement and specification through to quotation, delivery and commissioning.
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- Conduct regular customer visits, account reviews and strategic business meetings.
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- Develop and maintain an accurate commercial pipeline and sales forecast using CRM.
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- Use platforms such as Cordell and EstimateOne to identify and track upcoming commercial projects.
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- Deliver compelling product presentations, technical briefings and training sessions to consultants, contractors and trade audiences.
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- Represent General Australia at industry events, trade functions and customer activities, including AIRAH and HIA events.
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- Keep ahead of market trends, competitor activity and emerging HVAC technologies.
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- Take ownership of your territory performance, sales targets and customer strategy.
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What We're Looking For

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We're looking for a proven commercial HVAC sales professional, ideally with 3–4+ years of experience in business development, account management or territory sales within commercial air conditioning, refrigeration or a closely related industry.

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You'll ideally bring:

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- 3–4+ years' commercial HVAC experience with a robust track record in B2B sales or business development.
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- Existing relationships with Tier 1 builders, consultants, developers, contractors or other major commercial clients.
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- A strong understanding of the commercial HVAC project lifecycle and specification process.
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- The ability to identify opportunities early and influence key stakeholders before the project reaches the tender stage.
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- A proven ability to develop new business while growing strategic existing accounts.
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- Strong commercial acumen and the ability to understand customer needs and translate them into HVAC solutions.
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- Excellent negotiation, presentation and relationship-building skills.
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- Confidence engaging with senior stakeholders and presenting to groups of consultants, builders and contractors.
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- Strong CRM,



pipeline management and forecasting discipline.
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- Excellent organisation and time-management skills, with the ability to manage multiple projects and competing priorities.
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- A self‐motivated, results-focused approach and the ability to work autonomously.
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- Professional presentation and the confidence to represent a globally recognised brand.
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- A current driver's licence.
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Desirable

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- Refrigeration & Air Conditioning trade qualification.
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- Mechanical engineering or related tertiary qualification.
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- Existing knowledge of commercial HVAC products and applications.
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- Experience using Cordell, EstimateOne or similar construction/project intelligence platforms.
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What You'll Get

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- Competitive salary + super
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- Company vehicle
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- Laptop and mobile phone
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- The opportunity to represent a globally recognised HVAC brand
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- A high level of autonomy across your territory
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- The opportunity to build relationships with major commercial and Tier 1 customers
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- Exposure to significant commercial HVAC projects
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- Career development within a business backed by renewed investment and growth
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The Territory

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Your primary territory will cover Melbourne Metro, Melbourne's North West and Geelong, with regular regional travel to Portland, Warrnambool and Stawell.

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Regional and occasional interstate travel will be required, with approximately one week in six away from home, along with occasional out‐hours attendance at trade events, customer functions and training sessions.

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Is This You?

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You're already established in commercial HVAC sales and understand that the biggest opportunities aren't always sitting in the tender inbox.

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You know how to get in early, build the relationship, influence the specification and stay close to the project until the opportunity becomes a sale.

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You're comfortable walking into a meeting with a Tier 1 builder, presenting a solution to a consultant, talking technical details with a contractor and then managing the commercial process through to delivery.

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Most importantly, you're a hunter and a relationship builder — someone who enjoys creating opportunities rather than waiting for them to arrive.

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If you're ready to take ownership of a territory, build strategic relationships with major commercial customers and grow your career with a recognised HVAC brand, we'd like to hear from you.

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Successful employment is subject to a satisfactory police check and pre-employment medical.

📌 Business Manager - Commercial | Global HVAC Leader | VIC/TAS (Victoria)
🏢 Katz Recruitment
📍 Victoria