Business Development Manager - Utilities

Trystar Inc• US,

2d•$120,000 - $140,000•Remote

About The Position

Trystar is a leader in advancing power solutions, driven by a committed and dynamic team focused on tackling complex challenges and creating innovative solutions. Safety and integrity are core values guiding our pursuit to exceed customer expectations. We develop durable and unique power solutions through strong teamwork across our organization. As a pioneer in power solutions, we are shaping the future of power across diverse sectors including healthcare, data centers, entertainment, education, government, and commercial construction. We are committed to expanding our product lineup and customer solutions, with a focus on sustainable, resilient, and renewable energy. Our headquarters in Faribault, MN is partially powered by our own solar and wind microgrid, and we are pushing boundaries at our other facilities nationwide. Together, we are Trystar, powering the future and nurturing innovation. Trystar seeks a high-energy, execution-oriented Business Development Manager – Utilities to develop the Utility business segment. Reporting to the Director of Key Accounts and Business Development, this role is responsible for creating and executing a strategy to increase Trystar's market share and customer share-of-wallet within the Utilities market. This includes developing a business development playbook that defines market opportunities, competitive landscapes, and go-to-market approaches to maximize wins and market capture. The ideal candidate will possess a deep understanding of the Utilities market to identify and prioritize opportunities for Trystar's products, services, and solutions. Key responsibilities include target account identification, potential partner and channel-to-market identification (OEMs, integrators, developers, financiers, agents, EPCs), and utilizing robust sales processes and CRM tools to manage sales campaigns and the opportunity funnel. This role will collaborate with various Trystar leaders and sales teams with the goal of achieving double-digit growth in the Utilities market segment. The Business Development Manager – Utilities should be experienced in solution-selling and C-Suite (The Challenger Sale) selling approaches, capable of leading Trystar resources and collaborating with independent manufacturers’ representatives. A strong understanding of the Utilities environment, technical product knowledge, market knowledge, bold leadership, and outstanding sales skills are essential.

Requirements

Bachelor’s degree in Engineering, Marketing, Business Administration, or related majors.
10+ years of relevant product and engineered solution sales/business development experience in technical/engineering/Utility-oriented industry
Utilities experience is required
Experience in both direct and independent manufacturers’ representative sales
Willing to travel >60%
Based in the continental US
Experience with Salesforce.com / account management / account targeting / account planning
Proficiency in Excel, PPT, Word and other common business software tools

Nice To Haves

MBA
Experience with corporate / C-suite selling
8-10 years experience in or selling into the Utilities space
Experience with a service-based business
Experience in multiple customer facing functions

Responsibilities

Develop and lead the execution of a coordinated sales strategy focused on fulfilling Trystar’s vision to be a full solution provider to our Utility customers
Continuously improve the Trystar sales process through disruptive and innovative thinking
Engage directly with Utilities customers to identify how Trystar can help meet their unmet needs and constraints with our current offering or through custom solutions
Build awareness and develop preference (specifications) for the Trystar offering
Identify Utilities current and future capital expenditure plans and transition quoting and fulfillment activity to the Trystar sales team, supporting as needed through successful order conversion and ensuring a world-class customer experience
Collaborate with Trystar Solution Owners, Product Owners, Application Engineers and Engineering to identify differentiated solutions that resonate with Utilities customer needs
Implement sales process best practices to target business aligned with the Trystar strategy
Drive revenue growth across the Utilities market by bringing in new customers and maximizing share-of-wallet at existing accounts.
Create plans and campaigns that mobilize the Trystar team to develop opportunities and increase their win rates
Utilize your experience with CRM systems to maximize sales process effectiveness
Leverage business intelligence and analytics to get results
Display your influence and communication skills
Execute sales forecasting at a level that improves the effectiveness of the other functional groups’ performance and helps Trystar exceed customer expectations on delivery and responsiveness
Collaborate with product, engineering, and marketing teams to provide inputs that deliver customer solutions with a best-in-class customer experience
Analyze the Utilities market and market opportunities
Exhibit a growth mindset and display your ability to manage change
Utilize your business acumen in regular decision making
Articulate technology differentiators to both business and technical audiences, external and internal
Establish and execute against an effective commercial marketing program strategy, budget, and annual calendar including but not limited to participation in industry tradeshow speaking opportunities and engagement, webinars, social selling, thought leadership white papers, and digital marketing collateral and campaigns.