Vice President of Sales & Business Development

Position Summary

The Vice President of Sales & Business Development is a senior leadership role responsible for driving revenue growth, expanding market presence, and building long-term strategic relationships within the Substation, Transmission & Distribution industry. This role oversees all sales, business development, customer strategy, and proposal functions, with a primary focus on utilities, cooperatives, EPC firms, renewable developers, and large infrastructure partners.

The VP will lead a high-performing team, develop go-to-market strategies, and collaborate closely with executive leadership to align commercial initiatives with the company's long-term growth objectives.

Key Responsibilities

Commercial Strategy & Leadership

• Develop and execute the overall sales, revenue, and market expansion strategy for T&D services (transmission line construction, distribution construction, substations, maintenance, storm response, and related offerings).
• Set annual revenue targets, pipeline goals, and sales KPIs; monitor performance and adjust strategy as needed.
• Lead, mentor, and develop a high-performing sales/business development team.

Business Development & Market Expansion

• Identify new business opportunities across regulated utilities, munis/co-ops, renewable developers, EPCs, ISOs/RTOs, and large prime contractors.
• Drive expansion into emerging T&D sectors such as grid modernization, HVDC, undergrounding, wildfire hardening, and renewable interconnection.
• Maintain strong understanding of regional and national T&D market trends, utility capital plans, and regulatory changes that influence demand.

Client Relationship Management

• Build and maintain executive-level relationships with utility leadership, procurement staff, engineers, and construction partners.
• Serve as the primary executive sponsor for strategic accounts.
• Ensure exceptional client satisfaction and long-term partnership development.

Proposal, Pricing & Contract Oversight

• Oversee development of competitive proposals, bid strategies, RFP/RFQ responses, and contract negotiations.
• Work closely with estimating, engineering, operations, and finance to ensure accurate pricing and execution alignment.
• Evaluate commercial risk, contract terms, and project profitability.

Cross-Functional Collaboration

• Partner with Operations leadership to ensure capabilities align with market needs and growth strategies.
• Coordinate with Marketing on brand messaging, industry events, and market positioning.
• Collaborate with Finance to forecast revenue, margin, and pipeline performance.

Industry Engagement

• Represent the company at industry organizations such as EEI, IEEE, NRECA, APPA, EPRI, and regional utility associations.
• Attend conferences, trade shows, and utility events to promote the brand and expand relationships.

Qualifications

Education

• Bachelor's degree required (Engineering, Business, Construction Management, or related field preferred).
• MBA or advanced degree a plus.

Experience

• 10–15+ years of progressively senior sales, business development, or commercial leadership experience in Substation, Transmission & Distribution, power delivery, utility construction, or related sector.
• Strong understanding of T&D construction, engineering, procurement, and utility procurement processes.
• Demonstrated success in capturing large-scale utility contracts, master service agreements (MSAs), and long-term frameworks.
• Proven track record of leading teams and achieving multimillion-dollar revenue growth.

Skills & Competencies

• Strong executive-level communication and relationship-building.
• Deep knowledge of utility buying processes, RFP/RFQ cycles, MSA structures, and grid infrastructure programs.
• Strategic thinker with strong financial and commercial acumen.
• Excellent negotiation skills, including contract structure and risk mitigation.
• Ability to work cross-functionally with operations, engineering, and finance teams.
• Computer skills: Word , Excel, Power Point, bidding software, Microsoft project scheduling software.

Travel Requirements

• 30–50% travel to customer sites, utility offices, and industry events.