Territory Development Manager-Utility Market NE

Vertical Supply Group; Boston (MA); Hybrid; USD 95,000 - 140,000; Full time

Job summary

Vertical Supply Group is seeking an experienced Territory Development Manager to accelerate growth in the North East utility market. The role targets IOUs, Public Power, cooperatives, and contractors, building relationships across engineering, operations, safety, procurement, and field leadership to drive demand through distributors.

Ideal candidates will have a track record selling into electric utilities, navigating long sales cycles, securing product approvals, and leading field evaluations.

Qualifications

• 5+ years of successful business development or technical sales experience within the electric utility industry.
• Experience selling fall protection, safety equipment, climbing gear, rigging, tools, or related utility products.
• Proven ability to navigate complex customer organizations and long sales cycles.
• Strong presentation, communication, and relationship-building skills.
• Experience working collaboratively with distributor networks and manufacturer representatives.
• Self-motivated with the ability to work independently while managing multiple priorities.
• Bachelor’s degree preferred or equivalent combination of education and industry experience.
• Willingness to travel approximately 50% throughout North America.

Responsibilities

• Build relationships with key stakeholders across Investor-Owned Utilities, Public Power, Cooperatives, and utility contractors.
• Drive product approvals, standards adoption, and field evaluations for long-term success.
• Create demand with distributors and channel partners to close business.
• Conduct customer presentations, product demonstrations, and technical training sessions.
• Collaborate with distributor sales teams through joint calls and strategic account planning.
• Identify new opportunities and expand existing relationships.
• Capture VOC feedback to inform future product development.
• Maintain a healthy pipeline through disciplined CRM and account management.
• Provide competitive intelligence and market insights to leadership.
• Support trade shows, events, and industry conferences to strengthen the VSG brand.
• Collaborate with Utility Sales Director on growth initiatives.

Skills

Utility sales

Relationship building

Presentation skills

Strategic account planning

CRM pipeline management

Travel 50% NA

Education

Bachelor’s degree preferred

Job description

We’re looking for an experienced Territory Development Manager to help accelerate our growth within the North East utility market.This isn’t a traditional territory sales role.We’re looking for someone who understands how large Investor-Owned Utilities (IOUs), Public Power organizations, electric cooperatives, and utility contractors make purchasing decisions. Someone who knows how to navigate complex organizations, build relationships across engineering, operations, safety, procurement, and field leadership, and create demand that ultimately drives business through our distributor partners.

The ideal candidate is:

• Experienced selling into the electric utility market
• Comfortable working long sales cycles and managing complex opportunities
• Skilled at gaining product approvals, leading field trials, and influencing specifications
• A self-starter who doesn’t wait to be told where to go next
• Motivated, competitive, and driven by results
• Passionate about solving customer problems while representing premium brands

At Vertical Supply Group, you’ll represent industry-leading brands across fall protection, rope, rigging, lifting, and work-at-height solutions while helping utilities improve worker safety through innovative products and exceptional customer support.This is an opportunity to build something meaningful inside one of our fastest-growing strategic markets.

What You’ll Do

Success in this role is measured by your ability to create demand, influence specifications, develop strategic relationships, and convert opportunities into profitable growth.

You’ll be responsible for:

• Building relationships with key stakeholders throughout Investor-Owned Utilities, Public Power organizations, Cooperatives, and utility contractors.
• Driving product approvals, standards adoption, and field evaluations that position VSG products for long-term success.
• Creating demand at the end-user level while partnering closely with distributors and channel partners to close business.
• Conducting customer presentations, product demonstrations, and technical training sessions.
• Working alongside distributor sales teams through joint customer calls and strategic account planning.
• Identifying new business opportunities while expanding existing customer relationships.
• Capturing Voice of Customer (VOC) feedback to influence future product development and portfolio expansion.
• Developing and maintaining a healthy pipeline of opportunities through disciplined CRM and account management.
• Providing competitive intelligence, market insights, and customer feedback to leadership.
• Supporting trade shows, customer events, and industry conferences to strengthen the VSG brand.
• Collaborating with the Utility Sales Director to execute strategic growth initiatives and exceed territory objectives.

What Success Looks Like

Successful candidates will:

• Build trusted relationships inside major utility organizations.
• Generate new product approvals and specification wins.
• Increase field trials that convert into recurring business.
• Grow revenue across existing and new utility accounts.
• Expand VSG’s influence with distributor partners.
• Develop a strong pipeline of qualified opportunities.
• Become a trusted resource for customers seeking innovative safety solutions.

Qualifications

We’re looking for someone who brings both technical credibility and commercial experience.

Preferred qualifications include:

• 5+ years of successful business development or technical sales experience within the electric utility industry.
• Experience selling fall protection, safety equipment, climbing gear, rigging, tools, or related utility products.
• Proven ability to navigate complex customer organizations and long sales cycles.
• Strong presentation, communication, and relationship-building skills.
• Experience working collaboratively with distributor networks and manufacturer representatives.
• Self-motivated with the ability to work independently while managing multiple priorities.
• Bachelor’s degree preferred or equivalent combination of education and industry experience.
• Willingness to travel approximately 50% throughout North America.