Business Development Manager – Automation & Intelligence Division

Inframark•Nashville, TN

9d•Remote

About The Position

Inframark's award-winning Automation and Intelligence team delivers cutting-edge solutions in instrumentation and controls, industrial cybersecurity, data analysis, and remote network operations center services for water and wastewater plants. This role is essential in shaping the company's strategic direction, building long-term relationships, and ensuring the successful execution of large-scale automation projects. The Business Development Manager will drive strategic growth by identifying and securing complex, high-value opportunities within large municipalities and the consulting engineering sector. This role requires deep technical expertise in industrial automation and water/wastewater systems, along with a consultative sales approach to engage and influence key stakeholders. Reporting directly to the Vice President of Sales, you will collaborate with internal teams to develop tailored solutions that meet the unique needs of municipal and engineering clients. This position is essential in shaping the company's strategic direction, building long-term relationships, and ensuring the successful execution of large-scale automation projects.

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, from engineers to C-suite executives.
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 is a plus.
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 that target large municipalities and consulting engineers involved in water and wastewater infrastructure projects.
Identify emerging opportunities, including those in regulatory compliance, sustainability initiatives, and digital transformation efforts in water management.
Provide strategic technical consultation to municipalities and consulting engineers by identifying operational challenges and proposing tailored automation and intelligence solutions that address their specific needs.
Leverage deep knowledge of process instrumentation, SCADA systems, WaterMinds digital solutions, and AI-powered data analytics to design innovative, scalable systems that optimize water and wastewater operations.
Cultivate relationships with key decision-makers at engineering firms, municipal utilities, and government entities.
Foster a deep understanding of customer pain points, goals, and project timelines, positioning Inframark as a trusted partner and thought leader in the automation space.
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, from initial needs assessments through design, implementation, and ongoing support.
Help guide clients through the entire project lifecycle, ensuring the successful deployment of automation solutions and the integration of AI-driven intelligence for enhanced operational decision-making.
Monitor market trends, technological advancements, and industry standards related to industrial automation, water management, and AI analytics.
Analyze competitor activities and identify gaps in the market that can be leveraged for business growth.
Generate content of detailed, technical proposals in collaboration with internal teams.
Work closely with engineering, project management, and technical teams to define solution architecture, scope, and costs.
Negotiate contractual terms and conditions, ensuring that both client needs and company objectives are met.
Develop and manage strategic partnerships with consulting engineers and industry organizations to expand market reach and co-develop solutions for municipal water and wastewater systems.
Cultivate and maintain strong relationships with third-party vendors to ensure seamless integration of solutions.
Work with the Regional Sales Manager to drive the achievement of revenue goals by consistently 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 metrics.
Partner with Automation, Cybersecurity, and WaterMinds teams to align customer needs with broader operational intelligence and digital transformation initiatives.
Work cross-functionally with product development, marketing, engineering, and operations teams to ensure that customer solutions align with company capabilities and strategic goals.
Provide feedback to internal teams regarding customer needs, product requirements, and market dynamics.
Represent Inframark at industry conferences, webinars, and technical forums.
Position yourself and the company as a thought leader in automation, operational intelligence, WaterMinds-enabled digital transformation, and artificial intelligence within the water and wastewater sectors.
Educate customers on emerging technologies and industry best practices to drive engagement and loyalty.