Business Development Manager - Utility Sales

Sunbelt Solomon; Riverside (CA); On-site; USD 100,000 - 160,000; Full time

Job summary

Sunbelt Solomon is seeking a Business Development Manager to drive growth across California and Nevada, identifying opportunities and building strategic plans with internal teams. You will develop new business, manage a robust pipeline, travel to customer sites up to 60%, and ensure solutions meet safety and operational needs while collaborating with sales, engineering, and service teams.

The role emphasizes relationship-building with decision-makers in commercial, industrial, and utility

Qualifications

• 3+ years in business development, sales, or account management.
• Proven track record of developing new business and closing complex sales.
• Willingness to travel 60% of the time.
• Strong consultative selling and negotiation skills.
• CRM proficiency and Microsoft Office skills.
• Technical background or knowledge of electrical power systems.
• Post-secondary education in business, engineering, or a technical discipline.
• Experience selling to commercial, industrial, or utility customers.
• Familiarity with service-based, project-driven or rental models.
• Valid driver's license and ability to travel extensively.

Responsibilities

• Identify, develop, and pursue new business opportunities across commercial, industrial, and utility markets.
• Build and execute a strategic business development plan to grow revenue and market share.
• Target new customers, projects, and applications aligned with Sunbelt Solomon's service and rental offerings.
• Develop and manage a robust sales pipeline, from lead generation through contract close.
• Meet or exceed assigned revenue, margin, and growth targets.
• Establish relationships with decision-makers, influencers, and stakeholders at prospective customer organizations.
• Conduct customer meetings, site visits, and technical discovery sessions.
• Understand customer challenges and position Sunbelt Solomon as a trusted solutions partner.
• Monitor market trends, competitive activity, and customers' needs to identify growth opportunities.
• Collaborate with engineering, operations, and service teams to develop tailored solutions.
• Lead or support the development of proposals, presentations, and commercial offers.
• Ensure solutions align with customer requirements, safety standards, and operational capabilities.
• Support contract negotiations and pricing strategy in collaboration with sales leadership.
• Maintain accurate records of customer interactions, opportunities, and forecasts in CRM systems.
• Provide regular updates on pipeline status, market activity, and performance metrics.
• Prepare reports and presentations for leadership as required.
• Promote and adhere to all Sunbelt Solomon safety policies.
• Ensure safety considerations are incorporated into all customer engagements and proposed solutions.
• Represent Sunbelt Solomon professionally and safely during site visits and meetings.

Skills

Sales experience

Travel 60%

CRM proficiency

Negotiation

Relationship-building

Cross-functional collaboration

Education

Business or Engineering degree

Tools

CRM systems

Microsoft Office

Job description

The Business Development Manager is responsible for driving new business growth and expanding Sunbelt Solomon's market presence within a defined territory or vertical. This role focuses on prospecting, strategic account development, and opportunity conversion, working closely with internal sales, operations, and technical teams to deliver value-driven solutions to customers. This team member will focus on supporting and growing business in the following states CA and NV. Our ideal candidate would reside geographical in one of these states.

Business Development & Sales Growth

• Identify, develop, and pursue new business opportunities across commercial, industrial, and utility markets
• Build and execute a strategic business development plan to grow revenue and market share
• Target new customers, projects, and applications aligned with Sunbelt Solomon's service and rental offerings
• Develop and manage a robust sales pipeline, from lead generation through contract close
• Meet or exceed assigned revenue, margin, and growth targets

Customer & Market Engagement

• Establish relationships with decision-makers, influencers, and stakeholders at prospective customer organizations
• Conduct customer meetings, site visits, and technical discovery sessions
• Understand customer challenges and position Sunbelt Solomon as a trusted solutions partner
• Monitor market trends, competitive activity, and customers' needs to identify growth opportunities

Solution Development & Proposal Support

• Collaborate with engineering, operations, and service teams to develop tailored solutions
• Lead or support the development of proposals, presentations, and commercial offers
• Ensure solutions align with customer requirements, safety standards, and operational capabilities
• Support contract negotiations and pricing strategy in collaboration with sales leadership

Reporting & CRM Management

• Maintain accurate records of customer interactions, opportunities, and forecasts in CRM systems
• Provide regular updates on pipeline status, market activity, and performance metrics
• Prepare reports and presentations for leadership as required

Safety & Compliance

• Promote and adhere to all Sunbelt Solomon safety policies
• Ensure safety considerations are incorporated into all customer engagements and proposed solutions
• Represent Sunbelt Solomon professionally and safely during site visits and meetings

• 3+ years of experience in business development, sales, or account management, preferably in industrial services, power solutions, or equipment rental
• Proven track record of developing new business and closing complex sales opportunities
• Ability to travel and meet with customers 60% of the time
• Strong consultative selling, negotiation, and relationship-building skills
• Ability to work independently while collaborating with cross-functional teams
• Proficiency with CRM systems and Microsoft Office applications
• Valid driver's license and willingness to travel extensively within the territory
• Technical background or strong working knowledge of electrical power systems, transformers, switchgear, or power distribution
• Experience selling into commercial, industrial, or utility customers
• Familiarity with service-based, project-driven, or rental business models
• Post-secondary education in business, engineering, or a technical discipline