From HexArmor's posting. “We” and “our” refer to the employer.
COMPANY OVERVIEW
HexArmor® is a leader in developing some of the most advanced PPE solutions for your hands, eyes, and body. At HexArmor®, we believe safety is not a luxury – it’s a necessity. Since day one, we have worked hand-in-hand with our customers to deliver innovative and effective PPE solutions to keep workers safe, and have done so, breaking new ground in cut, puncture, needle, and abrasion resistance, all without sacrificing dexterity.
JOB SUMMARY
The Business Development Manager – Utilities is responsible for building HexArmor’s presence in the utilities vertical – a new and largely greenfield market for the company. This is a hunting role: the primary charge is generating new business directly with utility end users, including investor-owned utilities, municipal and public power providers, rural electric cooperatives, gas and water/wastewater utilities, and the contractors who serve them.
Because this vertical is being built from the ground up, the successful candidate will operate with a high degree of autonomy – identifying and prioritizing target accounts, developing the vertical’s commercial strategy, and establishing the relationships, specifications, and programs that will define HexArmor’s position in the market.
While the majority of effort is spent creating demand with end users, this role also works closely with HexArmor’s distributor partners – including utility-focused and specialty distributors – to convert that demand, stock product, and service accounts. Success requires comfort with long, multi-stakeholder sales cycles, credibility with both safety leadership and field crews, and the persistence to open doors where HexArmor has no existing footprint.
LOCATION
Grand Rapids, MI (corporate office) or remote.
If remote, candidate should be located near a major airport.
JOB RESPONSIBILITIES
Aggressively pursue new business revenue to meet monthly, quarterly, and annual sales volume and margin objectives, with the substantial majority of production coming from net-new utility end user accounts.
Build the utilities vertical from the ground up: research and segment the market, identify and prioritize target accounts, and develop a written go-to-market strategy for HexArmor within utilities.
Develop and execute detailed account plans for assigned and self-sourced target accounts, including stakeholder maps, application and hazard assessments, product trials, competitive positioning, and program economics.
Establish relationships at multiple levels within utility organizations – corporate safety, procurement and supply chain, operations and line leadership, storerooms, and union or crew-level influencers – and drive HexArmor products into standards, specifications, and approved product lists.
Conduct on-site hazard and application assessments, product wear trials, and safety training/demonstration sessions with utility crews to build the technical case for HexArmor solutions.
Negotiate and manage national and regional programs and agreements, including pricing structures, rebate or program terms, and rollout plans, in coordination with HexArmor leadership.
Work cooperatively with HexArmor’s distributor network – including utility, electrical, and safety specialty distributors – to support conversion, stocking, service, and fulfillment of end user demand created through this role.
Partner with the Channel Account Manager and Regional Sales Managers to qualify opportunities, align distributor coverage, and coordinate execution on shared accounts.
Transition mature accounts to the Strategic Account Management team on an agreed cadence so the role remains focused on new business creation.
Own the accuracy and integrity of pipeline and account data in CRM (Salesforce.com), maintaining current opportunity stages, contacts, activity, and forecast; use available reporting tools (i.e. SFDC, Tableau) to analyze sales and customer data.
Gather and analyze market feedback, competitive intelligence, and utility-specific standards (including relevant ASTM, NFPA 70E, and utility arc flash/electrical safety requirements) and feed them into product development and commercial strategy for the vertical.
Represent HexArmor at utility-focused industry associations, regional and national trade shows, safety conferences, and distributor training events.
Collaborate regularly with marketing, product management, customer service, purchasing/sourcing, and logistics to support vertical growth and customer satisfaction.
EDUCATION REQUIREMENTS
Bachelor’s degree in business, marketing, or a related field.
QUALIFICATIONS
5–10 years of B2B sales or business development experience, with a demonstrated record of consistently generating and closing net-new business.
Proven success selling into mid-to-high complexity accounts and owning national or multi-site programs.
Experience selling to utilities, energy, electrical contracting, or another highly regulated industrial end market strongly preferred; PPE or technical/consultative product sales experience preferred.
Demonstrated ability to open new markets or territories with little existing brand presence – 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 learn product performance standards and translate hazard assessments into solution recommendations.
Excellent verbal and written communication and presentation skills, with credibility from the storeroom and job site to the executive suite.
Strong negotiation skills and comfort constructing and defending program pricing and value.
Proven experience using metrics to manage personal performance and pipeline; disciplined about CRM hygiene and forecast accuracy.
Ability to prioritize and manage multiple accounts and initiatives simultaneously with minimal direction.
Proficient in Microsoft Word, Excel, and PowerPoint; proficient in CRM (Salesforce.com); familiarity with ERP systems a plus.
Valid driver’s license and ability to meet customer site access and safety training requirements.
TRAVEL
Up to 50% throughout the year.
Minimum of 4 trips per year to Grand Rapids, MI to connect with the corporate office and staff (if remote).
KEY PERFORMANCE EXPECTATIONS
Performance in this role is evaluated against HexArmor’s Business Development Manager Performance Program, weighted as follows:
Revenue & Quota Performance (40%)
– achievement of assigned new business revenue and margin targets.
KPI Achievement (40%)
– delivery against agreed leading indicators, including new account plan creation and quality, program wins, and account transitions to Strategic Account Management.
Pipeline Generation & Activity (10%)
– consistent creation of qualified new business opportunity value and a sustained cadence of high-value (“A” level) customer meetings each month.
Collaboration, Intangibles & Development (10%)
– partnership with channel, sales, marketing, and product teams; contribution to vertical strategy; and ongoing personal development.
Specific targets are set annually by management and reviewed on a defined cadence.
Compensation
COMPENSATION
Base plus quarterly bonus/commission, commensurate with experience.
At HexArmor, we believe diversity in people and ideas makes us stronger. We are committed to attracting and retaining a diverse employee workforce honoring people’s experiences, perspectives, and cultural backgrounds. As one HexArmor community, we strive to create and maintain a working environment that is welcoming, inclusive, and impartial. If you require a reasonable accommodation during the application or interview process, please let us know.
** Employment offers are contingent upon an E-Verify check and the successful completion of a pre-employment drug screen and background check **
Employer application notice
Equal opportunity and accommodations
HexArmor is proud to be an Equal Opportunity Employer. We are committed to creating a workplace where all individuals are treated with dignity and respect. We do not discriminate on the basis of race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other protected characteristic under applicable law.
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