Remote Utility Market Development Manager

HexArmor, Limited; United States; Hybrid; USD 90,000 - 130,000; Full time

Job summary

HexArmor is seeking a Business Development Manager - Utilities to build a new vertical by directly pursuing net-new utility end users and coordinating with distributors. You will craft market entry plans, target key accounts, and drive adoption through multi-level stakeholder engagement, trials, and competitive positioning.

Role requires strong B2B sales, negotiation skills, and CRM discipline, with up to 50% travel and the ability to work from Grand Rapids, MI or remotely near a major airport.

Qualifications

• Minimum 5–10 years of B2B sales or business development experience with a track record of closing net-new business.
• Experience selling into utilities, energy, electrical contracting, or similarly regulated industrial markets preferred.
• Proven ability to open new markets or territories with little brand presence; comfortable with long sales cycles.
• Experience working through distributor or channel models in addition to direct sales.
• Strong technical aptitude to translate hazard assessments into solutions.
• Excellent verbal and written communication with credibility from shop floor to executive level.
• Strong negotiation skills and program pricing experience.
• CRM hygiene and accurate forecasting; data-driven decision making.
• Ability to manage multiple accounts and initiatives with minimal direction.
• Proficiency in Microsoft Word, Excel, and PowerPoint; CRM (Salesforce) familiarity; ERP a plus.

Responsibilities

• Aggressively pursue new business revenue to meet sales volume and margin targets with net-new utility end users.
• Build the utilities vertical from the ground up with market research, target accounts, and GTM strategy.
• Develop and execute account plans including stakeholder maps, trials, competitive positioning, and economics.
• Establish relationships across multiple levels within utility organizations to drive product adoption.
• Conduct hazard assessments, wear trials, and safety trainings to build a technical case.
• Negotiate and manage national and regional programs, pricing, rebates and rollout plans.
• Collaborate with distributor network to support conversion, stocking, and service.
• Coordinate with Channel Account Manager and Regional Sales Managers to qualify opportunities and align coverage.
• Transition mature accounts to Strategic Account Management as new business remains the focus.
• Maintain CRM data accuracy and use reporting tools to analyze pipeline and forecast.
• Gather market feedback and feed into product development and commercial strategy for utilities.
• Represent HexArmor at industry associations, trade shows, conferences, and distributor trainings.
• Work with marketing, product management, customer service, purchasing, and logistics for growth and satisfaction.
• Travel up to 50% annually; minimum of 4 trips to Grand Rapids, MI if remote.

Skills

B2B sales

business development

utility sector sales

channel sales

cold outreach

negotiation

sales forecasting

CRM proficiency

stakeholder management

multi-site programs

Education

Bachelor’s degree in business/marketing or related field

Tools

Salesforce

Excel

PowerPoint

Word

ERP systems

Job description

HexArmor is seeking a Business Development Manager - Utilities to build a new vertical by directly pursuing net-new utility end users and coordinating with distributors. You will craft market entry plans, target key accounts, and drive adoption through multi-level stakeholder engagement, trials, and competitive positioning.

Role requires strong B2B sales, negotiation skills, and CRM discipline, with up to 50% travel and the ability to work from Grand Rapids, MI or remotely near a major airport.