Business Development Director - Refrigeration

Job Description

Position Purpose Summary:

Heritage Distribution Holdings (HDH) is seeking a results-driven, strategic Business Development professional to lead the growth and expansion of our Refrigeration division. This role is responsible for identifying opportunities in local markets, driving strategic growth initiatives across multiple product lines, and strengthening key vendor relationships. Reporting directly to the COO, the successful candidate will collaborate with internal teams and external partners to expand HDH’s market share in refrigeration products and services.

KEY RESPONSIBILITIES

Refrigeration Market Strategy & Growth

Assess and access local markets to uncover business opportunities across key refrigeration segments, including but not limited to AOR (Add-on Replacement), large projects, ice machines, food service, industrial refrigeration, parts and supplies, and private label.

Develop and execute a comprehensive strategy for refrigeration growth and increased market share across all business segments.

Collaborate with regional and branch teams to tailor strategies at the local level, ensuring alignment with national goals.

Guide the development of market-level stocking strategies that align with customer demand and strategic objectives.

Identify and implement training programs tailored to market needs to elevate internal capabilities and customer knowledge.

Lead product launch initiatives and customer onboarding processes, ensuring a smooth and effective introduction of new refrigeration solutions.

Vendor Relationship Management

Serve as the primary liaison for all major refrigeration vendors and partners.

Lead rebate negotiations and establish competitive pricing strategies at the market level to support HDH’s profitability.

Analyze vendor performance and alignment to recommend spend shifts, optimize vendor portfolios, and support strategic sourcing initiatives.

Collaborate cross-functionally to evaluate vendor capabilities and ensure alignment with HDH’s short- and long-term goals.

Leadership & Collaboration

Partner closely with internal teams, including operations, procurement, training, and sales, to execute refrigeration initiatives effectively.

Act as a subject matter expert and advisor to the field sales teams, providing guidance on products, competitive positioning, and market dynamics.

Support change management efforts, particularly around new product introductions and evolving market needs.

KEY EXPERIENCES & SKILLS

Bachelor’s degree in Business, Marketing, Engineering, or a related field; MBA preferred

7+ years of experience in business development or sales leadership within the HVAC/R or related distribution industry

Demonstrated success in market development, vendor negotiations, and strategic planning.

Strong analytical skills and ability to translate market insights into actionable strategies.

Excellent interpersonal and communication skills, with a track record of cross-functional leadership.

Ability to travel up to 30% of the time to support market and vendor engagement.

Attention to detail, ensuring accuracy and consistency in all deliverables.

At Heritage Distribution Holdings, we’re building a culture of growth, integrity, and innovation. As part of our team, you’ll have the opportunity to shape the future of our refrigeration business, influence strategic decisions, and drive meaningful impact across our distribution network.

Full-time