Business Development Manager - PSSD

Southern States LLC; Hampton (GA); On-site; USD 120,000 - 170,000; Full time

Job summary

Southern States LLC is seeking a Senior Business Development Manager to drive strategic revenue growth in the electric utility and heavy industrial sectors across a diverse client base. You will identify capital projects, cultivate executive relationships, and influence project specifications early in the lifecycle.

The role requires 10+ years in T&D or heavy industrial power systems, with a proven record of multi-million-dollar deals and strong understanding of utility procurement processes.

Qualifications

• Bachelor’s degree in Engineering, Business, or related field; Electrical Engineering preferred.
• 10+ years of progressive experience in electrical utility sales, oil & gas/petro-chemical, or heavy industrial power systems.
• Proven track record of closing multi-million-dollar capital equipment deals.
• Strong understanding of transmission & distribution systems, substation design, and utility procurement processes.
• Ability to manage long sales cycles (6–36 months).

Responsibilities

• Develop and execute a comprehensive regional growth strategy for utility and heavy industrial markets.
• Proactively identify upcoming capital projects, including substations, transmission upgrades, grid modernization initiatives, and industrial expansions.
• Position company solutions at the pre-specification stage, early in the project lifecycle.
• Build and sustain executive-level relationships with key stakeholders across utility engineering & procurement teams, EPC firms, engineering consultants, and industrial plant managers.
• Lead technical solution positioning for offerings, including STATCOM/SVC and other reactive power compensation solutions.
• Collaborate with engineering teams to develop compelling proposals and bid strategies; support RFP/RFQ responses and lead commercial negotiations.
• Monitor industry trends to identify unmet needs and inform product/solution development; track interconnection queues and infrastructure investments.

Skills

Electrical sales

Key account management

CRM software (Salesforce)

Strategic planning

Market intelligence

Pipeline management

Education

Bachelor's degree in Engineering or Business

Tools

Salesforce

Job description

Job Summary: The Senior Business Development Manager will be a key driver of strategic revenue growth within the electric utility and heavy industrial sectors. This includes a diverse client base such as investor-owned utilities, municipal utilities, renewable developers, EPC firms, mining, oil & gas, data centers, and large industrial facilities. This role is responsible for identifying new market opportunities, cultivating deep key account relationships, influencing project specifications at early stages, and ultimately expanding market share for our utility-class electrical equipment and engineered power solutions. The ideal candidate will possess extensive experience in Transmission & Distribution (T&D) or heavy industrial power systems, reactive power compensation, electrical substations, and MV/HV equipment.

Key Responsibilities:

• Strategic Business Development:
  • Develop and execute a comprehensive regional growth strategy tailored for utility and heavy industrial markets
  • Proactively identify upcoming capital projects, including substations, transmission upgrades, grid modernization initiatives, and industrial expansions
  • Strategically position company solutions at the pre-specification stage, early in the project lifecycle
  • Manage and track a robust project pipeline with a 12-36-month horizon
• Account Management & Relationship Development:
  • Build and sustain executive-level relationships with key stakeholders across utility engineering & procurement teams, EPC firms, engineering consultants, industrial plant managers, and electrical engineers
  • Act as a trusted advisor, offering expertise on system reliability, power quality, and grid compliance solutions
  • Champion a "Best in Class" customer experience throughout the entire client journey
• Technical & Commercial Leadership:
  • Lead the technical solution positioning for critical offerings, including:
    • STATCOM/SVC and other reactive power compensation solutions
    • HV & MV substation-class capacitor bank solutions
    • Sub-Cycle Transfer & Disconnect Switches
    • Advanced Grid Modernization products
• Collaboration & Proposal Development:
  • Collaborate closely with engineering teams to develop compelling proposals and effective bid strategies
  • Provide support for RFP/RFQ responses and lead commercial negotiations
• Market Intelligence & Strategy:
  • Continuously monitor industry trends to identify unmet needs, informing the development of new products and solutions
  • Track interconnection queues, capital budgets, regulatory filings, and infrastructure investments
  • Identify competitive threats and market gaps to refine strategic approaches
  • Provide accurate quarterly revenue forecasts and comprehensive territory reporting

Minimum Qualifications:

• Bachelor’s degree in Engineering, Business, or a related field; Electrical Engineering preferred, or equivalent practical experience
• 10+ years of progressive experience in one or more of the following:
  • Electrical utility sales
  • Oil & Gas/Petro-Chemical industry
  • Heavy industrial power systems
  • T&D equipment sales
• Proven track record of successfully closing multi-million-dollar capital equipment deals
• Strong understanding of:
  • Transmission & distribution systems
  • Substation design and equipment
  • Utility procurement processes
• Ability to effectively manage long sales cycles (typically 6-36 months)

Preferred Qualifications:

• Direct experience selling:
  • MV/HV switchgear & substation-class switches
  • FACTS devices (STATCOM/SVC)
  • HV/MV capacitor banks
  • Substation automation solutions
• Knowledge of industry standards and regulations, including NERC, FERC, IEEE, and other relevant utility standards
• Familiarity with EPC bidding structures and interconnection processes (e.g., ERCOT, CAISO, PJM)
• Proficiency in CRM software (e.g., Salesforce)

Performance Metrics:

• Sales pipeline development (Value, Health, and Growth)
• Qualified lead generation and conversion rate
• New customer acquisition
• Key account penetration
• Overall revenue and revenue growth
• Gross margin contribution

Thank you for your interest in Southern States LLC. At this time, we are only considering candidates who are authorized to work in the United States and who will not require sponsorship now or in the future. We appreciate your understanding and wish you success in your job search.