Market Development Manager -- Electrical & Instrumentation (Industrial)
Job Description
Job Description
Market Development Manager — Electrical & Instrumentation (Industrial)
Company: Client of Brave New World Services
Location: Lakeland, FL 33801 (field-first across Florida & the Southeast)
Reports to: Sales Leadership
Role Summary
Own growth for industrial E&I services—inside-the-fence work at plants and process facilities (chemicals, food & bev, pulp & paper, pharma, mining, terminals, data centers, manufacturing). You’ll set the go-to-market, lead Field Market Development (FMD) reps, and drive profitable revenue with disciplined pipeline and forecasting.
Not a utilities or power generation role. We want industrial E&I experience.
What You’ll Do
- Build & run the E&I plan: Define verticals, target accounts, routes to market, budgets.
- Own the number: Monthly forecasts, pipeline targets, and a rolling 12–24-month plan.
- Lead the field: Direct, coach, and ride-along with FMDs; field is the office.
- Expand accounts: Inherit strategic logos and win new ones with owners, EPCs, SIs, and OEM channels.
- Drive SKIs: Set 3–5 Sales Key Initiatives per quarter (measurable, repeatable, revenue-generating) and hit them.
- Deal discipline: Qualify hard, shape scope, run RFP/RFQ/MSA cycles, and close at target margin.
- Forecasting & reporting: CRM hygiene, accurate monthly forecasts, look-ahead plans.
- Cross-functional pulls: Orchestrate estimating, operations, safety, panel shop, and field crews.
- Market intel: Track turnaround calendars, CAPEX cycles, and regulatory drivers to stay ahead.
Must-Have Qualifications
- 5–10+ years selling industrial Electrical & Instrumentation services/solutions (not utility T&D, not power gen).
- Relationships with plant engineering/maintenance/reliability, plus EPCs/System Integrators/OEMs.
- Fluency in E&I scope: PLC/DCS, SCADA, instrumentation (loop checks/calibration), VFDs/MCCs, control panels (UL508A), and low/medium-voltage distribution inside the fence.
- Proven territory planning, pipeline management, and monthly forecasting.
- Experience running RFP/RFQ, MSAs, prequalification portals, and contractor compliance.
- Comfortable leading field reps; hands-on coaching and joint calls.
- Proficient with Microsoft Office and CRM; metric-minded and data-driven.
- Willing to travel across FL/SE; clean driving record.
Nice to Have
- Bachelor’s in Business, Engineering, or related field (or equivalent experience).
- Vertical wins in chemicals, F&B, pulp & paper, pharma, terminals, or data centers.
- Working knowledge of NFPA 70/70E, ISA instrumentation basics, and plant safety programs (TWIC/MSHA a plus).
What Success Looks Like
- SKIs achieved quarterly; pipeline coverage and win rates at/above plan.
- Forecast accuracy within agreed tolerance.
- Net-new revenue, margin growth, and wallet-share gains in assigned accounts.
- FMD productivity trending up: quality meetings, quotes, and booked business.
Team & Structure
- Manage FMDs who run the full sales cycle (inherit key accounts + develop new business) with minimal office time.
- Collaborate with six peer MDMs and a broader sales team of ~20.
Work & Travel
- Field-heavy across Florida and nearby markets; frequent plant/site visits.
- Occasional evenings/weekends tied to turnarounds or owner windows.
Compensation & Benefits
Competitive base + performance incentives/commission, vehicle/allowance program, and full benefits package.
Apply: Email Adam at athibodeau@HireQuestDirect.com with subject “MDM — E&I (Industrial)”.