Business Development Manager (Utility)

The Business Development Manager (BDM) is responsible for developing and realizing new business with existing

and new utility accounts in a coordinated strategy with the HUS sales team, and CGT Business Development Director.

Core focus will include all utility-facing opportunities within CGT.

The BDM will be assigned a designated territory within North America with a primary focus on major Investor-owned

Utilities (IOU's) within the US. Secondarily, the BDM will support business development in the US Public Power

space and major Canadian utilities. It is expected the BDM will use good judgement to optimize their travel schedule

to penetrate key accounts while developing a broad network of customer relationships within those key accounts.

The BDM will be expected to proactively coordinate sales calls with key end-user stakeholders to drive adoption

(added to Standards) of both existing and new products. The BDM will continue to drive spec positions in

coordination with HUS sales, channel management, and BDM Director from specification approval to final order. In

terms of NPD, the BDM will also be a key player in facilitating the capture of Voice of Customer (VOC) for customer

insights for the purpose of innovative development of new products.

In addition to business development, the BDM will understand and continually develop a thorough economic and

technological knowledge of the Utility market as well as determine what approaches and methods to be utilized to

profitably create demand & increase sales penetration for all key Utility products

* Develop and execute customer presentations and demonstrations to drive customer awareness of key

product attributes and CGT's overall value proposition.

* Achieve standards/specification approvals and work to develop marketing programs designed to gain market

share.

* Drive standards approvals and competitive bids through sales channel to secure orders.

* Develop and cultivate sales channel relationships while driving conversion opportunities and sales growth.

* Assist with quotation analysis and secure pricing feedback from channel partners to acquire new and

maintain existing business.

* Work with pricing and PM to achieve competitive pricing and quotation of conversion opportunities.

* Maintain close contact with top customers to ensure alignment in strategy and New Product Development.

* Act as the CGT Utility Application and Product SME to our sales team and customer base. Support all levels of sales channel training and development of customer relationships.

* Actively contribute monthly information to the management with a monthly report detailing market trends, new business opportunities/threats, competitive info and other insightful commentary.

* Ownership role in identifying specification opportunities and working with the sales reps to follow through to completion of getting on specification. Input, maintain (own) and analyze an active Opportunity Spreadsheet while providing updates to management on a frequent basis (as determined by Director)

* Participate in all strategic planning and execution initiatives along with participating in any/all sales management goal/quota setting meetings.

* Develop and deliver NPD and/or training presentations at key end users and channel partners to ensure CGT products are specified.

* Serve as the CGT Vertical Market "Expert" and as such make sure CGT products are keeping up with industry specific specifications.

* Work with PLBT Leaders to help provide monthly and yearly Market/Orders forecasts

* Actively participate in monthly Forecasting and NPD meetings by providing customer insights and competitive feedback.

* Develop new product plans with Product Manager within the applicable vertical market to support successful introduction through VOC interviews and data collection.

* Identify, develop and drive internal training programs for HUS sales based on CGT products serving the Utility market.

* Recommend, Identify, drive and support key opportunities and ensure reporting (by salesperson) in database.

• Communication Skills: Strong written and verbal communications skills.
• Computer Skills: Must have strong Microsoft Office, e-mail, and other PC application skills.
• Problem Solving: Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully;
• Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with
• emotional topics.
• Project Management: Develops project plans; Coordinates projects; Communicates changes and progress;
• Completes projects on time and budget; Manages project team activities.
• Experience selling connector type products to the Utility Market
• Bachelor's degree (B. S.) from four-year College or university; and four to eight years related experience and/or training; or equivalent combination of education and experience preferred.
• Must be able to deliver high level technical presentations to engineers/designers in the telecom field.
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.