Business Development Manager – Automation & Intelligence Division

Inframark • Johnson City, TN

8d • Remote

About The Position

Inframark is a leader in water and wastewater infrastructure management solutions across the United States. Our Automation & Intelligence Division focuses on systems integration, industrial automation, cybersecurity, and AI-driven data analytics. We collaborate with municipalities, engineering firms, and utility contractors to deliver scalable automation solutions that improve operational efficiency, sustainability, and resilience. We are looking for an experienced and technically skilled Business Development Manager to expand our market reach by engaging with key stakeholders like consulting engineers, large municipalities, and industry decision-makers.

Requirements

• Bachelor's degree in Engineering, Business Administration, or a related technical field.
• A minimum of 7 years of experience in business development, sales, or consulting within the industrial automation, water/wastewater, or infrastructure sectors.
• Experience working with large municipalities and consulting engineering firms is strongly preferred.
• In-depth technical knowledge of automation systems, process instrumentation, SCADA architecture, PLCs, control systems, and data analytics in the context of water/wastewater management.
• Proven ability to design and propose customized, technically complex solutions to meet the operational needs of large municipalities and engineering consultants.
• Strong network within the water/wastewater sector, including relationships with municipal leaders, utility managers, engineering firms, and key industry vendors.
• Excellent communication and presentation skills, with the ability to engage technical and non-technical stakeholders at all levels.
• Demonstrated success in managing long sales cycles, large project portfolios, and complex stakeholder negotiations.
• Expertise in managing CRM tools (e.g., Oracle NetSuite) and other sales enablement software.

Nice To Haves

• Master’s degree or MBA.
• Extensive understanding of water and wastewater treatment processes, including instrumentation, control systems, and cybersecurity.
• Familiarity with regulatory standards in water management and environmental compliance, as well as trends toward digitalization and smart infrastructure.
• Proficiency in AI, machine learning, and data analytics applications for predictive maintenance, performance optimization, and operational efficiency in the water sector.

Responsibilities

• Lead the creation and execution of business development strategies targeting large municipalities and consulting engineers in water and wastewater infrastructure.
• Identify emerging opportunities in regulatory compliance, sustainability, and digital transformation in water management.
• Provide strategic technical consultation to clients, identifying operational challenges and proposing tailored automation and intelligence solutions.
• Leverage knowledge of process instrumentation, SCADA systems, WaterMinds, and AI data analytics to design scalable systems for water and wastewater operations.
• Cultivate relationships with key decision-makers at engineering firms, municipal utilities, and government entities.
• Understand customer pain points, goals, and project timelines to position Inframark as a trusted partner.
• Maintain long-term, value-driven relationships to secure ongoing business and referrals.
• Collaborate with consulting engineers, project managers, and technical teams to align sales strategies with project requirements.
• Guide clients through the project lifecycle, ensuring successful deployment of automation solutions and AI integration.
• Monitor market trends, technological advancements, and industry standards in automation, water management, and AI analytics.
• Analyze competitor activities and identify market gaps for business growth.
• Generate detailed, technical proposals in collaboration with internal teams.
• Negotiate contractual terms and conditions.
• Develop and manage strategic partnerships with consulting engineers and industry organizations.
• Cultivate and maintain strong relationships with third-party vendors.
• Drive revenue goals by identifying and closing large-scale, multi-phase projects.
• Track and report on KPIs, including sales pipeline progress, revenue generation, opportunity close rates, and customer satisfaction.
• Partner with Automation, Cybersecurity, and WaterMinds teams to align customer needs with operational intelligence and digital transformation initiatives.
• Provide feedback to internal teams regarding customer needs, product requirements, and market dynamics.
• Represent Inframark at industry conferences, webinars, and technical forums.
• Position the company as a thought leader in automation, operational intelligence, and AI within the water and wastewater sectors.
• Educate customers on emerging technologies and industry best practices.

Benefits

• Requires travel to customer sites, industry events, and project meetings as needed.
• Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior