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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