Job Summary:The
Senior Business Development Manager (BDM) is responsible for driving strategic revenue growth across the electrical utility and heavy industrial markets, including investor-owned utilities (IOUs), municipal utilities, renewable developers, EPC firms, mining, oil & gas, data centers, and large industrial facilities.
This role focuses on identifying new opportunities, developing key account relationships, influencing project specifications, and expanding market share for utility-class electrical equipment and engineered power solutions.
The ideal candidate has deep experience in transmission & distribution (T&D), reactive power compensation, electrical substations, MV/HV equipment, or heavy industrial power systems.
Key Responsibilities:Strategic Business Development
- Develop and execute a regional growth strategy targeting utility and heavy industrial markets.
- Identify upcoming capital projects (substations, transmission upgrades, grid modernization, industrial expansions).
- Position company solutions early in the project lifecycle (pre-specification stage).
- Track and manage project pipelines (12-36 month horizon).
Account Management & Relationship Development
- Build and maintain executive-level relationships with:
- Utility engineering & procurement teams
- EPC firms and engineering consultants
- Industrial plant managers and electrical engineers
- Act as trusted advisor on system reliability, power quality, and grid compliance solutions.
- "Best in Class" customer experience ownership.
Technical & Commercial Leadership
- Lead technical solution positioning for:
- STATCOM/SVC and reactive power solutions
- HV & MV substation class capacitor bank solutions
- Sub-Cycle Transfer & Disconnect Switches
- Grid modernization products
- Collaborate with engineering teams to develop proposals and bid strategies.
- Support RFP/RFQ responses and commercial negotiations.
Market Intelligence & Strategy
- Monitor interconnection queues, capital budgets, regulatory filings, and infrastructure investments.
- Identify competitive threats and market gaps.
- Provide quarterly revenue forecasts and territory reporting
Required Qualifications:- Bachelor's degree in Engineering, Business, or related field (Electrical Engineering preferred) or equivalent experience.
- 5-10+ years of experience in:
- Electrical utility sales
- Oil & Gas/Petro-Chem
- Heavy industrial power systems
- T&D equipment sales
- Proven track record of closing multi-million dollar capital equipment deals.
- Strong understanding of:
- Static & Dynamic Reactive Power Compensation
- Transmission & distribution systems
- Substation design and equipment
- Utility procurement processes
- Ability to manage long sales cycles (6-24 months).
Preferred Qualifications:- Experience selling:
- FACTS devices (STATCOM/SVC)
- HV/MV capacitor banks
- Substation automation
- Knowledge of:
- NERC, FERC, IEEE, and utility standards
- EPC bidding structures
- Interconnection processes (ERCOT, CAISO, PJM, etc.)
- CRM experience (Salesforce).
Key Competencies:- Strategic thinker with long-range planning capability
- Strong professional & technical acumen
- Executive-level communication skills
- Negotiation & contract management expertise
- Self-driven with high accountability
Performance Metrics:- Annual revenue growth targets
- New project pipeline development
- Win rate on strategic bids
- Gross margin performance
- Key account penetration
