Market Development Manager - Power Transmission

Market Development Manager — Power Transmission (T&D)

Lakeland, FL 33801 (field-first role across FL and the Southeast)

Reports to: Sales Leadership

Role Summary

Own growth for the electrical power transmission market—think T&D line work, substation expansions, storm restoration, and infrastructure repair for IOUs, munis, and co-ops. You’ll set the go-to-market, lead Field Market Development (FMD) reps, and drive profitable revenue with disciplined forecasting and execution. Documented experience selling into electrical power transmission (T&D).

What You’ll Do

• Build & run the T&D plan: Define the vertical, target accounts, routes to market, and budgets.
• Own the number: Create monthly forecasts, pipeline targets, and a rolling 12–24 month plan (including 2026 strategy and proposed budgets).
• Lead the field: Direct, coach, and ride-along with FMDs; enforce a field-first cadence (vehicle is the office).
• Expand accounts: Inherit strategic accounts and capture new logos with utilities (e.g., TECO, FPL, Duke), EPCs, and prime contractors.
• Drive SKIs: Set 3–5 Sales Key Initiatives per quarter (measurable, repeatable, revenue-generating) and hit them.
• Deal discipline: Qualify opportunities, shape scope, navigate utility procurement/MSAs, bids, and contracting to close.
• Forecasting & reporting: Maintain clean CRM, deliver accurate monthly forecasts, and publish look-ahead plans.
• Cross-functional pulls: Orchestrate estimating, operations, safety, and project teams to win and deliver profitably.
• Market intel: Track storm events, grid upgrades, CAPEX cycles, and regulatory drivers to stay ahead of demand.

What Success Looks Like

• SKIs achieved quarterly; pipeline coverage and win rates at/above plan.
• Forecast accuracy within agreed tolerance.
• Net-new revenue, margin growth, and wallet-share gains in assigned T&D accounts.
• FMD performance up and to the right: activity, quality meetings, and booked business.

Must-Have Qualifications

• 5–10+ years selling services/solutions into T&D (transmission & distribution) : overhead/underground lines, substations, line hardening, rebuilds, storm response, or related grid work.
• Existing relationships with utilities/EPCs/contractors in the Southeast; proven track record winning utility work.
• Fluency in the utility sales cycle : RFP/RFQ, MSAs, bid strategy, prequal portals, safety and compliance requirements.
• Strong territory planning, pipeline management , and monthly forecasting discipline.
• Comfortable leading field reps; hands-on coaching, joint calls, and accountability.
• Proficient with Microsoft Office and CRM; data-driven, metric-minded.

Nice to Have

• Bachelor’s in Business, Engineering, or related field (or equivalent experience).
• Experience with storm restoration programs, grid hardening initiatives, or federal/state-funded T&D projects.
• Knowledge of utility safety standards (OSHA/NESC) and contractor prequalification processes.

Team & Structure

• You’ll manage FMDs who run the full sales cycle (inherit key accounts + develop new business) and who operate primarily in the field with minimal office time.
• You’ll collaborate closely with six peer MDMs and a broader sales team of ~20.

Work & Travel

• Field-heavy across Florida and nearby markets; expect frequent customer site and job-site visits.
• Occasional evenings/weekends tied to outages, storm events, or utility windows.

Compensation & Benefits

• Competitive base + performance incentives/commission, vehicle/allowance program, and full benefits package. (Details discussed during interview.)

Work Environment & Screening

• Corporate HQ support in Lakeland, FL; drug-free workplace. Post-offer background check and pre-placement screens may apply.

Apply: Send your resume to ....