Sr. Business Development Manager

Key Responsibilities

• Develop and execute a comprehensive regional growth strategy tailored for utility and heavy industrial markets.
• Proactively identify upcoming capital projects, including substations, transmission upgrades, grid modernization initiatives, and industrial expansions.
• Strategically position company solutions at the pre-specification stage, early in the project lifecycle.
• Manage and track a robust project pipeline with a 12–36-month horizon.
• Build and sustain executive-level relationships with key stakeholders across utility engineering & procurement teams, EPC firms, engineering consultants, industrial plant managers, and electrical engineers.
• Act as a trusted advisor, offering expertise on system reliability, power quality, and grid compliance solutions.
• Champion a "Best in Class" customer experience throughout the entire client journey.
• Lead the technical solution positioning for critical offerings, including:
• STATCOM/SVC and other reactive power compensation solutions
• HV & MV substation-class capacitor bank solutions
• Sub-Cycle Transfer & Disconnect Switches
• Advanced Grid Modernization products
• Collaborate closely with engineering teams to develop compelling proposals and effective bid strategies.
• Provide support for RFP/RFQ responses and lead commercial negotiations.
• Continuously monitor industry trends to identify unmet needs, informing the development of new products and solutions.
• Track interconnection queues, capital budgets, regulatory filings, and infrastructure investments.
• Identify competitive threats and market gaps to refine strategic approaches.
• Provide accurate quarterly revenue forecasts and comprehensive territory reporting.

Minimum Qualifications

• Bachelor’s degree in Engineering, Business, or a related field; Electrical Engineering preferred, or equivalent practical experience.
• 10+ years of progressive experience in one or more of the following:
• Electrical utility sales
• Oil & Gas/Petro-Chemical industry
• Heavy industrial power systems
• T&D equipment sales
• Proven track record of successfully closing multi-million-dollar capital equipment deals.
• Strong understanding of:
• Transmission & distribution systems
• Substation design and equipment
• Utility procurement processes
• Able to effectively manage long sales cycles (typically 6–36 months).

Preferred Qualifications

• Direct experience selling:
• MV/HV switchgear & substation-class switches
• FFACTS devices (STATCOM/SVC)
• HV/MV capacitor banks
• Substation automation solutions
• Knowledge of industry standards and regulations, including NERC, FERC, IEEE, and other relevant utility standards.
• Familiarity with EPC bidding structures and interconnection processes (e.g., ERCOT, CAISO, PJM).
• Proficiency in CRM software (e.g., Salesforce).

Performance Metrics

• Sales pipeline development (Value, Health, and Growth)
• Qualified lead generation and conversion rate
• New customer acquisition
• Key account penetration
• Overall revenue and revenue growth
• Gross margin contribution