Business Development Representative – Utility & Industrial Services

This is a fully remote position, open to applicants in California.

📋 Description

• Establish and nurture strategic partnerships with both existing and potential customers within the designated sales territory.

• Seek and engage new business opportunities through customer visits, cold calling, networking, referrals, industry events, utility contacts, contractor relationships, and focused prospecting efforts.

• Investigate utility, industrial, environmental, and infrastructure projects, emerging markets, competitive activities, and recurring revenue opportunities.

• Construct and oversee the sales pipeline by generating leads, scheduling meetings, conducting follow-ups, and advancing opportunities.

• Collaborate with utilities, industrial facilities, environmental service organizations, contractors, engineering firms, and decommissioning clients to identify challenges and devise solutions.

• Foster relationships with operational leaders, maintenance managers, environmental specialists, engineering teams, and purchasing stakeholders.

• Create and execute territory plans aimed at acquiring customers, increasing market share, enhancing relationships, and driving revenue growth.

• Conduct field visits with customers and prospects to evaluate needs, discuss capabilities, address concerns, and uncover opportunities.

• Prepare and present customized sales presentations, service overviews, and engage in customer discussions.

• Generate quotes, prepare bids, monitor sales activities, maintain customer records, and assist in account management utilizing company systems.

• Keep precise records of interactions, opportunity statuses, service issues, feedback, equipment, satisfaction levels, and next steps.

• Collaborate with operations, service, transportation, environmental, and leadership teams to support customers and secure business.

• Address inquiries, resolve issues, handle objections, and follow through on commitments.

• Track customer satisfaction, sales performance, market feedback, and customer needs; suggest enhancements as needed.

• Represent Emerald Transformer during customer interactions, industry events, meetings, and field activities.

• Plan and facilitate customer engagement initiatives, including follow-ups, training opportunities, meetings, and special events.

• Maintain communication via phone, email, written correspondence, and in-person meetings.

• Travel frequently by automobile, airplane, or other means within the assigned territory.

⛳️ Requirements

• An associate degree or equivalent is required.

• A bachelor's degree or higher is preferred.

• A minimum of 3 years of outside sales experience is required.

• Proven experience in developing new business through prospecting, cold calling, networking, field visits, and territory-based sales activities is required.

• Experience in managing customer relationships, sales pipelines, quotes, bids, and follow-up activities is necessary.

• A background in selling services, projects, and solutions is strongly preferred over those focused solely on highly transactional product sales.

• Experience in utility services, power distribution, electrical equipment, transformer services, environmental services, waste management, recycling, industrial services, technical field services, industrial maintenance, energy services, remediation, decommissioning, industrial project sales, or chemical product sales is strongly preferred.

• Familiarity with Salesforce is preferred.

• Knowledge of EPA environmental regulations is preferred.

• Strong business development and consultative sales skills with a demonstrated hunter mentality are essential.

• Proficient in prospecting, cold calling, networking, lead generation, territory planning, and customer relationship management.

• Ability to establish relationships with utilities, industrial clients, environmental professionals, contractors, engineers, operations leaders, maintenance managers, and internal business partners.

• Capability to comprehend customer needs, identify business opportunities, communicate service capabilities, and progress opportunities toward closure.

• Knowledge of industrial service environments, utility operations, technical field services, project-based sales, infrastructure projects, environmental services, or related industries is preferred.

• Understanding of environmental, safety, and compliance expectations is preferred.

• Proficient in preparing, reviewing, and effectively communicating quotes, bids, customer information, opportunity details, and follow-up actions accurately.

• Strong verbal and written communication abilities.

• Excellent presentation skills.

• Capability for independent decision-making, problem-solving, and professional objection handling.

• Strong organizational skills and the ability to manage multiple accounts, opportunities, priorities, deadlines, and details.

• Self-motivated, proactive, persistent, and comfortable spending significant time in the field.

• Proficient in Microsoft Office Suite, including Word, Excel, and Outlook.

• Ability to learn and utilize company systems, CRM tools, quoting platforms, and other sales technologies.

• Willingness to travel regularly within the assigned territory.

• A professional, ethical, and customer-focused approach is essential.

🏝️ Benefits

• Three medical insurance options.

• Life insurance coverage.

• Vision insurance benefits.

• Dental insurance plans.

• Tuition reimbursement program available.

• Competitive 401K matching and vesting timeline.

• Telemedicine options.

• Long-term disability coverage provided.

• Short-term disability coverage available.

• Legal services offered.

• Paid vacation time.

• Paid sick leave.

• Opportunities for career advancement and promotions from within.

• Second chance hiring for qualified applicants with criminal histories.