SALES & BUSINESS DEVELOPMENT MANAGER (49737)

Sales & Business Development Manager – Powerline, Utility, Oil & Gas Pipeline Markets

Location: Northampton, MA

Travel: 50% (Primarily New England, New York, and the Midwest)

Employment Type: Full-Time

About BluRoc

BluRoc is a fast-growing provider of access, ground protection, and temporary roadway solutions. We support critical infrastructure projects across the powerline, utility, oil & gas pipeline, heavy civil construction, and remote-access sectors.

We are seeking a high-energy, ambitious Sales & Business Development Manager to spearhead our expansion in the powerline and oil & gas pipeline markets. This role is designed for an accomplished sales professional who is ready to step into greater responsibility, command a strategic territory, and directly impact our organizational growth.

This is a relationship-driven, consultative sales position - not a transactional one. The ideal candidate possesses the executive presence to present to V & C-suite decision-makers, combined with the authenticity to build rapport with field operations and project managers.

Position Summary

The Sales & Business Development Manager will identify, qualify, and capture new business opportunities while deepening BluRoc’s relationships with existing and prospective clients. Managing a multi-regional territory, you will develop high-impact sales strategies, cultivate strategic industry partnerships, and serve as a leading brand ambassador for BluRoc.

Key Responsibilities

Business Development & Pipeline Management

• Drive Revenue Growth: Identify, qualify, and convert high-value opportunities within the utility, powerline, oil & gas, and infrastructure sectors.
• Map Accounts: Locate key decision-makers and influencers within target organizations, building relationships from the field to the boardroom.
• Manage the Sales Lifecycle: Lead projects from initial prospecting and site visits through competitive proposal development, negotiation, and closing.
• Consultative Selling: Uncover client challenges and project requirements to effectively position BluRoc’s specialized access and roadway solutions.
• Account Expansion: Identify cross-selling and repeat business opportunities to increase market share within existing accounts.

Relationship Management & Representation

• Cultivate Long-Term Partnerships: Establish trust and credibility with contractors, utilities, energy companies, and project owners through proactive follow-through.
• Industry Networking: Represent BluRoc at major trade shows, conferences, and industry events to build a robust referral network.
• Cross-Functional Collaboration: Partner with BluRoc’s executive, operations, and marketing teams to align client needs with operational capabilities.

Sales Operations & Accountability

• Data-Driven Management: Maintain meticulous, up-to-date CRM records, opportunity pipelines, and sales forecasts.
• KPI Tracking: Establish and hit personal performance targets, regularly reporting activity metrics, conversion rates, and revenue updates to leadership.
• Market Intelligence: Monitor competitor movements, regional market trends, and upcoming infrastructure spend to maintain a competitive edge.

Qualifications

Candidate Profile

We are looking for a highly motivated hunter-gatherer who balances commercial sharpness with a grounded, personable approach. You should possess the experience to navigate complex corporate structures confidently, alongside the curiosity and drive to help build a growing business.

Required Attributes:

• Exceptional Communication: Strong verbal, written, and presentation skills before both small and large executive audiences.
• Autonomy & Accountability: Self-motivated and comfortable operating independently to manage a massive multi-state territory.
• Strategic Thinking: Strong negotiation, influencing, and closing skills backed by sound commercial judgment.
• Tech Literacy: Proficiency with CRM systems and a data-driven approach to tracking pipelines and performance KPIs.
• Mobility: Willingness and capability to travel approximately 50% of the time.

Preferred Experience:

• Proven Track Record: 5–12 years of progressive experience in business development, enterprise sales, or heavy-industry account management.
• Sector Expertise: Direct experience selling into powerline, electrical utility, oil & gas, heavy civil infrastructure, environmental services, or construction equipment rentals is strongly preferred.
• B2B Client Base: History of selling technical solutions, products, or service agreements directly to EPC contractors, utilities, and major infrastructure owners.
• Education: Bachelor’s degree in Business, Marketing, Construction Management, Engineering, or a related field is preferred; equivalent hands-on industry experience will be fully considered.