DescriptionThe
Business Development Manager is responsible for generating sales growth within the commercial and industrial market. This is a role requiring consistent prospecting, relationship building, opportunity development, proposal follow-up, negotiation, and closing.
The successful candidate will have established experience selling transformers, switchgear, or related electrical power-distribution equipment to non-utility customers, including electrical contractors, distributors, manufacturers, industrial facilities, EPC firms, and other commercial and industrial accounts.
This is a remote position supporting customers throughout the United States and requires approximately 50% travel.
Key Responsibilities- Develop and execute a territory and account strategy focused on achieving defined bookings, revenue, and new-customer goals.
- Proactively identify, prospect, and secure new commercial and industrial customers through outbound calling, networking, referrals, industry events, site visits, and targeted account development.
- Build and maintain a qualified sales pipeline sufficient to consistently meet or exceed assigned sales targets.
- Manage the complete sales process from initial prospecting and needs discovery through quotation, negotiation, order closure, and post-sale follow-up.
- Sell transformers, switchgear, voltage regulators, reclosers, and other related power-distribution equipment and services.
- Expand business within strategic accounts by identifying upcoming projects, replacement needs, service requirements, and additional product opportunities.
- Develop relationships with key decision-makers while maintaining a clear focus on converting those relationships into sales.
- Understand customer applications, technical requirements, procurement processes, project schedules, and commercial expectations.
- Conduct regular and disciplined follow-up on quotations and open opportunities to advance projects and secure purchase orders.
- Coordinate with estimating, engineering, operations, procurement, and project-management teams to develop competitive solutions and ensure customer commitments are clearly communicated.
- Monitor order execution and remain engaged with internal teams to help ensure projects are delivered in accordance with agreed scope and expectations.
- Maintain accurate opportunity, activity, customer, and forecasting information within the company's CRM system.
- Provide reliable monthly forecasts and activity reports, including pipeline value, quotation status, expected close dates, bookings, revenue, and new-account development.
- Gather and communicate market intelligence concerning competitors, pricing, customer demand, product availability, and emerging opportunities.
- Represent the company at customer meetings, facility visits, conferences, trade shows, and other industry events.
- Collaborate with marketing to develop targeted campaigns and sales initiatives that generate qualified leads and support revenue growth.
Requirements- Minimum of three years of successful sales experience in the electrical power-distribution industry, with five or more years strongly preferred.
- Demonstrated experience selling to non-utility commercial and industrial accounts.
- At least two years of outside sales or business-development experience involving direct customer prospecting and closing responsibility.
- Proven track record of meeting or exceeding sales, bookings, revenue, or gross-margin targets.
- Experience developing new accounts and generating business beyond an existing customer base or assigned inbound leads.
- Working knowledge of transformers, switchgear, or related low-, medium-, and high-voltage power-distribution equipment.
