Business Development Director - Utility Market

Overview

Job Summary The Business Development Director – Utility Market – is responsible for developing and maintaining a robust network of relationships with Utilities and Co-ops across the US. This role focuses on executing strategic sales initiatives to drive growth through Substation, Switchyard & Transmission Line Engineering through full EPC services. This position offers flexibility for remote work within the United States, with travel to client offices, conferences, and AHV offices as needed.

• Develop and execute a targeted business strategy for Utility and Co-op markets, identify and pursue relationships that align with Applied High Voltages strengths and capabilities.
• Serve as the account lead for Utility & CoOp clients, ensuring project delivery meets expectations and identifying opportunities for follow-on work.
• Provide all documents necessary for the Utlity or CoOp to approve AHV as a potential supplier and ensure that AHV is added to their respective Approved Vendor Lists.
• Attend and represent Applied High Voltage at industry conferences, trade shows, and Enterprise meetings.
• Build and manage a growing pipeline of project opportunities, converting leads into contracts.
• Qualify opportunities and collaborate with our Engineering teams to shape proposals and pricing strategies; assist in negotiating terms with clients.
• Maintain deep understanding of the growing and shifting needs of the Utilities in each region and collaborate with the VP of Business Development to build a process map for growth and Utility account strategy aligned with AHV’s business objectives and market sector strategy through annual and multi-year planning.
• Uncover and define target projects ~ projecting out annual and multi-year revenue against OH costs to ensure profitability.
• Monitor competitive activity in the Utility engineering space and share insights with Executive and Engineering teams

• Deliver against personal and company financial targets, including sales and profitability.
• Meet or exceed agreed-upon sales goals specific to Utility markets.
• Support strategic planning and forecasting for Utility business development.

• Bachelor’s degree in Electrical Engineering, Business, or related field;
  Master’s preferred. Direct experience will be considered in lieu of and in addition to education background.
• Minimum of 15 years of experience with direct interface to the utility market, with a strong focus on consulting and High Voltage engineering or High Voltage equipment.
• Proven track record of driving sales growth in the Utility sector, managing client relationships, and working with technical leads to deliver sales targets.
• Experience leading and winning opportunities >$1M in the Utility markets and capable of executing a sales strategy to deliver >$15M in annual commercial sales.
• Proficiency in managing sales pipelines and using CRM tools.
• Excellent interpersonal, communication, and presentation skills.
• Develop/expand a network of relationships across the Utility segment including uncovering potential growth hires of Electrical Power Engineers, Civil Engineers and Transmission Line Engineers.

• Existing network of contacts at Utilities.
• Experience selling complex engineering and EPC solutions specifically related to Substations, Switchyards & Transmission lines 69kV and above.
• Ability to translate technical solutions into client-focused solutions.

• This role is eligible for remote work within the U.S.
• Travel up to 50% may be required for client engagement, conferences, and team collaboration.

• Promoting a positive team culture built on respect, growth and accountability; working with project teams to facilitate team success; and achieving high performance, growth, and personal/professional development.
• Fostering continuity in the account leadership team by ensuring the right talent, expertise, and knowledge are in place to sustain growth and deliver consistent client value.
• Understanding, acceptance & implementation of AHV’s Core Values in all activities (both internal and client-facing) is a…