Terra Firma is a specialist infrastructure solutions provider delivering engineered FRP pit lids and outdoor access structures across Australia's most demanding environments. They are now seeking a senior, technically fluent Business Development Manager - Utilities & Infrastructure to drive long-term growth across water, wastewater, electrical and industrial utility sectors.
This is an elevated BDM role, operating in complex, multi-stakeholder sales environments where technical credibility, early engagement and commercial leadership are critical to success.
The Opportunity
Reporting to the National Sales & Business Development Manager, you will own a portfolio of major Utilities and Infrastructure accounts, engaging deeply with:
- Utility asset owners
- Engineers and design consultants
- Project managers
You’ll lead opportunities from early design influence through to delivery alignment, positioning Terra Firma as a trusted technical‑commercial partner rather than a product supplier.
This role suits a BDM who enjoys long sales cycles, specification‑led selling, and technically complex conversations.
Key Responsibilities
Strategic Account Ownership
- Own and grow major utilities and infrastructure accounts
- Develop long‑term account strategies aligned to capital works programs
- Build senior, multi‑level stakeholder relationships
Complex Business Development
- Lead complex, multi‑stakeholder sales cycles end to end
- Engage early in design and planning phases
- Secure technical specification and standard acceptance
Technical & Commercial Leadership
- Interpret drawings, standards, and compliance requirements
- Translate technical needs into compliant FRP solutions
- Partner with Engineering on value‑engineered proposals
- Support tenders, clarifications, and commercial negotiations
Commercial & Pipeline Discipline
- Maintain strong CRM hygiene and structured deal stages
- Forecast accurately with defined pipeline coverage
- Protect margin and commercial integrity throughout delivery
About You
You’re a commercially astute BDM with the confidence to sit at the table with engineers, asset owners and Tier‑1 contractors.
You'll bring
- Proven BDM experience in technical or engineering‑led environments
- Strong commercial acumen and ownership mindset
- Experience managing complex, multi‑stakeholder sales cycles
- Confidence influencing engineers and asset owners
- Sales process discipline (MEDDPICC or Miller Heiman preferred)
Highly regarded
- Engineering background or strong technical fluency
- Utilities, infrastructure, or industrial sector exposure
- Familiarity with Australian Standards and compliance‑driven sales
Why Join Terra Firma?
- High‑value, technically differentiated product solutions
- Strategic account ownership with long‑term growth focus
- Strong engineering and delivery capability to support complex wins
- Clear growth mandate with national visibility
- A role designed for senior BDMs who want impact, not volume selling
Apply Now
If you’re a technically confident, commercially sharp BDM ready to step into a senior utilities and infrastructure portfolio, we’d love to speak with you.
Desired Skills and Experience
Proven BDM experience in technical or engineering‑led sales; specification influence; complex deal management; strong commercial acumen; CRM discipline; utilities or infrastructure exposure preferred.
At Horner we recognise the value of a diverse workforce and the creation of inclusive workforce cultures. We actively encourage applications from any background.
We provide reasonable adjustments for individuals with disability - please email adjustments@horner.com.au if you require an adjustment to be made during the recruitment process. Please note that applications or resumes sent to this email address will not be accepted or responded to.
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BDM - Utilities & Infrastructure (Technical) employer: HORNER Recruitment
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