Bdm - utilities & infrastructure (technical)

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.