Business Development Manager – Utilities & Power Generation

COMPANY OVERVIEW HexArmor® is a leader in developing some of the most advanced PPE solutions for your eyes, hands, arms, 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 design innovative, high performance PPE that helps ensure workers return home in the same condition they arrived. Our mission is to provide the protection that makes this possible, for every worker, everywhere. 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…