Business Development Manager-Utility Market

The Business Development Manager (BDM) is responsible for developing and realizing new business with existing and new utility accounts in a coordinated strategy with the Utility Sales Director. The BDM will be assigned a designated territory within North America with a primary focus on major Investor-owned Utilities (IOU’s) and US Public Power within the US. It is expected the BDM will use good judgement to optimize their travel schedule to penetrate key accounts while developing a broad network of customer relationships within those key accounts.
The BDM will proactively coordinate sales calls with key end-user stakeholders to drive product approvals of both existing and new products. Ideal candidate will be a high-energy self-starter that is able to quickly identify the path to win while meeting or exceeding sales targets. BDM will also be a key player in facilitating the capture of Voice of Customer (VOC) for customer insights for the purpose of development of new products and product expansion in the market.
This position is location non-specific. Base salary for the position is $80-90K with an uncapped variable compensation plan.
Responsibilities:

Develop and execute customer presentations and demonstrations at end-users and channel partners to drive revenue for VSG’s brand portfolio, including making joint calls with key channel partner accounts.
Drive standards approvals, field trials and pricing quotes from the end-user through sales channel to secure orders.
Develop and cultivate sales channel relationships while driving conversion opportunities and sales growth.
Assist with quotation analysis and secure pricing feedback from channel partners to acquire new and maintain existing business.
Maintain close contact with top customer targets to ensure alignment in strategy for new product approvals.
Actively contribute monthly information to sales director regarding new business opportunities, threats, competitive intelligence, and general customer feedback.
Maintain direct knowledge and contacts within their territory at the IOU’s, Public Power, Coops & and the outside electrical contractors.
Support vertical market expansion in identifying what VSG products meet and exceed industry specific specifications and standards and where there are gaps.
Support and attend trade shows, seminars, and other events to promote the sale of products and VSG brand awareness.
Work with the Sales Director to develop and implement an effective strategy to increase sales in their territory and meet or exceed sales targets.
Plan, track and report sales results on a regular cadence including maintaining an opportunity pipeline.
Requirements:

Proven responsibility for producing sales/revenue in a fast paced, autonomous environment.
Strong written and verbal communications skills.
Must have strong Microsoft Office, e-mail, and other PC application skills.
Experience selling fall protection, safety, tools and rigging equipment products to the Utility Market preferred.
Bachelor’s degree (B. S.) with five to eight years related experience and/or training; or equivalent combination of education and experience preferred.
Ability to manage travel and expense budget with travel expected up to 50% of the time.
Management reserves the right to change the above description at any time as required and does not in any way constitute an employment contract.

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