Founded in 1994, OBR is a provider of mission-critical cooling technology services, including repair and rebuild, inspection, maintenance, and related field services across the United States. Headquartered in Northwood, Ohio, with more than 400+ employees, OBR serves a number of end markets through 12 offices, including semiconductor, water and wastewater, food and agriculture, power generation, commercial, healthcare, petrochemical, refinery, and data centers, among others. Backed by an experienced engineering team and deep expertise in the cooling technology space, OBR helps customers improve reliability, performance, and long-term system life.
JOB DESCRIPTION
The Market Development Manager is a hunter-focused sales role responsible for identifying, developing, and closing new national and multi-site customer relationships. This role targets a mix of accounts across industries and geographies, selling OBR’s full suite of service offerings with an emphasis on cleaning, disinfection, and preventative maintenance programs.
This individual will be expected to prospect aggressively, engage senior-level decision makers, and close complex, multi-location service agreements while working closely with internal operations and leadership teams.
ROLES/TASKS OF THE POSITION
New Business Development (Primary Focus)
- Identify, pursue, and close new national and regional accounts across a mix of industries.
- Proactively prospect through cold outreach, networking, referrals, and industry events.
- Build and manage a robust sales pipeline focused on long-term, repeatable service revenue.
- Develop customized service solutions utilizing OBR's full range of offerings, including repair/rebuild, inspections, preventative maintenance, cleaning and disinfection services, parts, and related field services.
- Sell multi-year and multi-site service agreements.
- Other duties as assigned.
Sales Strategy & Execution
- Conduct in-person and virtual sales meetings with facility managers, operations leaders, engineers, procurement, and executive stakeholders.
- Understand customer pain points related to safety, compliance, system reliability, and uptime.
- Position OBR as a trusted national cooling technology and infrastructure solutions partner capable of supporting customers through service, repair/rebuild, inspections, parts, and ongoing maintenance needs.
- Prepare and deliver professional proposals, presentations, and pricing strategies.
- Negotiate contracts and close deals in alignment with company goals and margins.
Collaboration & Internal Alignment
- Partner with operations, service managers, and leadership to ensure accurate scope, pricing, and execution.
- Coordinate site visits, assessments, and walk-throughs as part of the sales process.
- Maintain accurate CRM records, forecasts, and activity tracking.
- Provide market feedback on customer needs, competitive activity, and service opportunities.
Target Customers
- Industrial and manufacturing facilities
- Commercial and institutional facilities
- Data centers, healthcare, and critical infrastructure
- Multi-site and national account customers
- Facility owners, operators, and management companies
EDUCATION & EXPERIENCE
- Bachelor's degree in Business, Sales or related field, with a minimum of three (3) years of professional B2B sales experience required.
- Proven success in a hunter-focused B2B sales role, preferably in services or industrial environments.
- Experience selling facility services, preventative maintenance, mechanical services, or similar recurring service offerings.
- Demonstrated ability to close complex, multi-location or national accounts.
- Comfortable with extensive travel (50%+).
- Strong prospecting, negotiation, and closing skills.
- Ability to engage decision makers at multiple organizational levels.
- Excellent communication, presentation, and organizational skills.
- Self-motivated, results-driven, and accountable.
- Experience selling cooling tower services, water treatment, mechanical services, or industrial maintenance preferred.
- Familiarity with regulated environments (safety, compliance, health, or environmental standards) preferred.
- CRM experience (Salesforce or similar) preferred.
WHAT SUCCESS LOOKS LIKE
- Consistent acquisition of new national and multi-site customers
- Strong pipeline development and predictable revenue growth
- Long-term customer partnerships that drive growth across all OBR business lines, including services, repair/rebuild projects, parts sales, inspections, and maintenance agreements.
- Trusted advisor relationships with key decision makers
WHY JOIN OBR
- National brand with strong technical and operational capabilities
- High-impact role with visibility and growth potential
- Opportunity to shape national account strategy and expansion
- Competitive compensation with performance-based incentives
PREREQUISITES & REQUIREMENTS
- Must successfully pass a pre-employment drug screening (up to a 10-panel urinalysis, as permitted by applicable federal, state, and local laws) and a breath alcohol test.
- Valid Driver's License and proof of U.S. Citizenship.
- Satisfactory background check.
As an OBR Cooling Towers team member, you will enjoy:
- Competitive Salary: A salary commensurate with experience and performance, with potential for bonuses and raises.
- Comprehensive Health Coverage: Including medical, dental, and vision insurance for employees and eligible dependents.
- Retirement Plan: A 401(k) plan with employer matching.
- Health Savings Account: OBR providers employer contributions to your HSA.
- Professional Development: Opportunities for training and workshops.
- Tuition Reimbursement: up to $5,000 annually for approved, job-related education and professional development opportunities for full-time salaried employees.
- Life Insurance: OBR provides company-paid coverage, with voluntary options available for employees and their families.
- Short Term Disability, Critical Illness, and Accidental Injury: Voluntary insurances options available.
- Per Diem, Mileage, and Gas: OBR provides fuel reimbursement for business travel under company guidelines.
