Business Development Manager - Utility

General Duties and Responsibilities

• Revenue Growth
• Develop new business opportunities across targeted market segments through proactive prospecting, solution positioning, and opportunity qualification.
• Experience with substation communications, SCADA networks, RTU/PLC protection, AMI/AMR infrastructure, LMR/two-way radio, microwave, LTE/private wireless, GPS timing, tower sites, control houses, cabinets, remote monitoring, renewable interconnects, and grid-edge communication systems.
• Execute strategic account penetration plans to expand Infinite Electronics’ company presence within key industrial OEMs, integrators, contractors, and end-user accounts.
• Target Investor-owned utilities, municipal utilities, electric cooperatives, transmission operators, substations, generation sites, renewable energy operators, utility telecom teams, SCADA/automation teams, utility contractors, OEM panel builders, communication integrators, and distributor partners.
• Promote cross-selling with all IE products that address customer needs for multiple applications and leverage custom-engineering capabilities with an integrated solution.
• Gather, interpret, and communicate market insights, competitive intelligence, and emerging opportunities to internal stakeholders.
• Work closely with Product Management, Marketing, and Inside Sales to support the product to market with customers.
• Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (LinkedIn), converting engagement into pipeline.
• Secure specification positions with customers that convert into measurable revenue and recurring opportunities.
• Build and execute account and territory plans with sales leadership, defining target accounts, pipeline goals, key pursuits, customer QBRs, and the actions required to achieve quota.
• Own RFQs and quoting from intake to close, answering technical/availability questions, delivering timely quotes, negotiating pricing with margin discipline, and following up to secure purchase orders.
• Consistently meet or exceed revenue and profitability quotas for the assigned territory and account base.

Qualifications

• Bachelor’s degree or equivalent experience in a technical/vocational field.
• 10+ years of sales experience in the Utility market and established relationships with industry leaders, governing agencies, and organizations such as UTC.
• Established relationships with key industry leaders, governing agencies, and industry organizations in the market (Ex. UTC).
• Strong interpersonal skills, sound business judgment, a customer-focused mindset, and a proven track record of delivering revenue growth.
• Excellent written and verbal communication skills, including the ability to communicate complex ideas clearly and professionally in English.
• Strong proficiency and working knowledge of Microsoft Office (Ex, Excel, Word, & PowerPoint), CRM, and ERP.
• Experience working successfully in a fast-paced environment with evolving priorities.

Performance Goals

• Achieve a revenue goal for new customers with $625K per quarter, with a 12-month revenue goal of $2.5M.
• Grow existing base business by 10% YoY with new products or new projects.

Preferred Leadership and Professional Attributes

• Solution-oriented, collaborative, and accountable for results while exhibiting ownership and urgency.
• Dependable, accountable, and consistent in follow-through.
• Highly organized with strong time management and prioritization skills.
• Demonstrates professionalism, reliability, and sound judgment.
• Detail-oriented and able to manage multiple priorities effectively in a dynamic environment.
• Able to perform effectively under deadlines and changing business needs.
• Strong communication and collaboration skills across technical and commercial teams.
• Maintains a professional presence and represents the organization effectively in internal and external settings.
• Demonstrates ownership, urgency, collaboration, accountability, and a solutions-oriented approach.