Business Development Manager - Utility

About this role

Infinite Electronics powers a global portfolio of specialized connectivity companies delivering reliable engineered solutions worldwide. Built as a unified platform for speed, scale, and reliability, the company combines shared infrastructure, best-in-class logistics, and deep engineering expertise to support mission-critical connectivity needs. Through scalable global operations and rapid development capabilities, Infinite helps customers accelerate innovation and bring new ideas to market. Our companies offer strong value-added solutions across several areas, including power distribution, surge protection, EMP, RF, cables, fiber optic solutions, connectors, sensors, and antennas. This broad product portfolio is supported by robust engineering capabilities and vertically integrated global manufacturing operations. Infinite Electronics is the first choice for customers across various markets, including telecommunications, industrial, military, energy, medical, transportation, and data centers.
Founded in 1967, Transtector is one of the most established and trusted companies in the surge protection industry. A pioneer in integrated power systems, Transtector is known for precision engineering and patented innovations that perform in the harshest conditions while protecting against surges, EMI, and EMP events. Through its engineering-focused approach, Transtector coordinates multiple protection components and connectivity technologies to deliver high-performing, integrated solutions that meet even the most stringent industry standards.
Since 1979,PolyPhaser has defined the global standard for RF surge protection and grounding. Trusted in first-responder two-way radio networks, defense mobile systems, telecom radio, GPS systems, utility SCADA, FAA air traffic systems, and rail communication systems, PolyPhaser supports secure delivery of mission-critical signals and data. For decades, PolyPhaser has been the standard for RF surge protection and performance.
Position Description:
The Business Development Manager is responsible for developing new business, expanding market presence, and driving incremental revenue growth through proactive customer engagement, opportunity development, and strategic account penetration. This role identifies and pursues new opportunities across the Utility markets, promotes cross-brand solutions, and builds strong relationships to position Transtector/Polyphaser as the preferred partner. Candidates must stay current on industry trends, products, competitors, and standards to leverage that insight in creating account plans and driving consistent execution from prospecting through to winning new customers. Success requires strong technical sales capability, disciplined opportunity management, and the ability to influence engineers, product line managers, executives, and key customer stakeholders. The ideal candidate brings an established network of contacts, strong technical presentation skills, accurate forecasting, and a track record of profitable quota attainment. (Preferred Location: Remote in Houston TX)
General Duties and Responsibilities:
Revenue Growth

• This is a new logo, market-development sales role requiring a proven hunter who can open doors, create demand, build a pipeline from scratch, and convert technical opportunities into revenue. The ideal candidate has demonstrated success prospecting into utilities, engineering firms, contractors, OEMs, and system integrators.

• Develop new business opportunities across targeted market segments through proactive prospecting, solution positioning, and opportunity qualification. Experience with substation communications, SCADA networks, RTU/PLC protection, AMI/AMR infrastructure, LMR/two-way radio, microwave, LTE/private wireless, GPS timing, tower sites, control houses, cabinets, remote monitoring, renewable interconnects, and grid-edge communication systems.

• Execute strategic account penetration plans to expand Infinite Electronics’ company presence within key industrial OEMs, integrators, contractors, and end-user accounts. Target Investor-owned utilities, municipal utilities, electric cooperatives, transmission operators, substations, generation sites, renewable energy operators, utility telecom teams, SCADA/automation teams, utility contractors, OEM panel builders, communication integrators, and distributor partners.

• Promote cross-selling with all IE products that address customer needs for multiple applications and leverage custom-engineering capabilities with an integrated solution.

• Gather, interpret, and communicate market insights, competitive intelligence, and emerging opportunities to internal stakeholders.

• Work closely with Product Management, Marketing, and Inside Sales to support the product to market with customers.

• Generate leads and set qualified meetings through trade shows, participation in key organizations/groups, and social selling (LinkedIn), converting engagement into pipeline.

• Secure specification positions with customers that convert into measurable revenue and recurring opportunities.

• Build and execute account and territory plans with sales leadership, defining target accounts, pipeline goals, key pursuits, customer QBRs, and the actions required to achieve quota.

• Own RFQs and quoting from intake to close, answering technical/availability questions, delivering timely quotes, negotiating pricing with margin discipline, and following up to secure purchase orders.

• Consistently meet or exceed revenue and profitability quotas for the assigned territory and account base.

Reporting

• Maintain CRM hygiene and provide weekly sales activity reports, forecasts, pre/post-travel summaries, and a pipeline funnel. Use competitive and performance insights to improve conversion rates and adjust strategy.

• Pipeline review weekly with direct manager. Monthly and quarterly review with senior leaders reviewing new customer targets, pipeline, new quotes, YTD performance,…