[Hiring] Business Development Manager @HexArmor

Role Description

The Business Development Manager – Utilities is responsible for building HexArmor’s presence in the utilities vertical – a new and largely greenfield market for the company. This is a hunting role: the primary charge is generating new business directly with utility end users, including:

• Investor-owned utilities
• Municipal and public power providers
• Rural electric cooperatives
• Gas and water/wastewater utilities
• Contractors who serve them

The successful candidate will operate with a high degree of autonomy, including:

• Identifying and prioritizing target accounts
• Developing the vertical’s commercial strategy
• Establishing relationships, specifications, and programs

Success requires comfort with long, multi-stakeholder sales cycles, credibility with both safety leadership and field crews, and the persistence to open doors where HexArmor has no existing footprint.

Qualifications

• 5–10 years of B2B sales or business development experience
• Proven success selling into mid-to-high complexity accounts
• Experience selling to utilities, energy, electrical contracting, or another highly regulated industrial end market strongly preferred
• Demonstrated ability to open new markets or territories
• Experience working through a distributor or channel model
• Strong technical aptitude with the ability to learn product performance standards
• Excellent verbal and written communication and presentation skills
• Strong negotiation skills
• Proven experience using metrics to manage personal performance and pipeline
• Ability to prioritize and manage multiple accounts and initiatives simultaneously
• Proficient in Microsoft Word, Excel, and PowerPoint; proficient in CRM (Salesforce.com)
• Valid driver’s license and ability to meet customer site access and safety training requirements

Requirements

• Location: Grand Rapids, MI (corporate office) or remote
• Travel: Up to 50% throughout the year
• Minimum of 4 trips per year to Grand Rapids, MI

Benefits

• Base plus quarterly bonus/commission, commensurate with experience

Key Performance Expectations

• Revenue & Quota Performance (40%) – achievement of assigned new business revenue and margin targets
• KPI Achievement (40%) – delivery against agreed leading indicators
• Pipeline Generation & Activity (10%) – consistent creation of qualified new business opportunity value
• Collaboration, Intangibles & Development (10%) – partnership with channel, sales, marketing, and product teams