Utilities Market Development Manager

HexArmor, Limited; Grand Rapids (MI); Hybrid; USD 95,000 - 140,000; Full time

Job summary

HexArmor is seeking a Business Development Manager – Utilities to build and lead the company’s presence in the utilities sector. You will hunt for new end-user utility accounts, work with distributors, and shape the commercial strategy for a greenfield market.

Ideal candidates have 5–10 years of B2B sales experience, strong relationship skills across safety leadership and field crews, and the ability to manage complex multi-stakeholder initiatives.

Qualifications

• 5–10 years of B2B sales or business development experience.
• Proven success selling into mid-to-high complexity accounts and national or multi-site programs.
• Experience selling to utilities, energy, electrical contracting, or other highly regulated industrial end markets; PPE or technical/consultative product sales preferred.
• Demonstrated ability to open new markets or territories – comfortable with cold outreach and long sales cycles.
• Experience working through a distributor or channel model in addition to direct end user selling.
• Strong technical aptitude with the ability to translate hazard assessments into solution recommendations.
• Excellent verbal and written communication and presentation skills, with credibility from the storeroom to the executive suite.
• Proven experience using metrics to manage personal performance and pipeline; disciplined CRM hygiene and forecast accuracy.

Responsibilities

• Aggressively pursue new business revenue to meet monthly, quarterly, and annual sales targets with net-new utility end user accounts.
• Build the utilities vertical from the ground up: research the market, identify target accounts, and develop a written go-to-market strategy.
• Develop and execute detailed account plans including stakeholder maps and program economics.
• Establish relationships across utility organizations and drive HexArmor products into standards and approved lists.
• Conduct hazard assessments and product wear trials with utility crews to build a compelling technical case.
• Negotiate and manage national and regional programs, including pricing structures and rollout plans.
• Work with distributor network to support conversion, stocking, and fulfillment of end user demand.
• Maintain CRM pipeline accuracy and use reporting tools to analyze sales data.

Skills

B2B sales

Channel sales

CRM: Salesforce

Negotiation

Account planning

Presentation

Analytical thinking

Education

Bachelor’s degree in business

Tools

Salesforce

ERP systems

Microsoft Office

Job description

HexArmor is seeking a Business Development Manager – Utilities to build and lead the company’s presence in the utilities sector. You will hunt for new end-user utility accounts, work with distributors, and shape the commercial strategy for a greenfield market.

Ideal candidates have 5–10 years of B2B sales experience, strong relationship skills across safety leadership and field crews, and the ability to manage complex multi-stakeholder initiatives.