Sales and Business Development Representative

Emerald Transformer is the premier solution for electrical equipment with over fifty years of experience in the transformer services industry. The Sales and Business Development Representative is responsible for proactively developing new business and expanding customer relationships across an assigned sales territory, focusing on field prospecting and building strategic partnerships.

Responsibilities:

• Develop and maintain strong strategic partnerships with current and prospective customers within the assigned sales territory
• Proactively identify, pursue, and develop new business opportunities through outside sales activity, including in-person visits, cold calling, networking, referrals, industry contacts, and targeted prospecting
• Research and identify new customers, emerging markets, competitive activity, transformer-related project opportunities, and potential sources of recurring business within the assigned territory
• Build and manage a healthy sales pipeline by generating leads, scheduling customer meetings, conducting follow-up, and advancing opportunities through the sales process
• Engage directly with Investor-Owned Utilities, large decommissioning customers, industrial accounts, contractors, and other target customers to understand needs and pursue transformer-related business opportunities
• Develop and implement territory plans designed to acquire new customers, expand market share, strengthen customer relationships, and support revenue growth
• Conduct regular field visits with customers and prospects to build trust, assess needs, discuss service capabilities, resolve concerns, and identify future opportunities
• Prepare and deliver professional sales presentations, service overviews, and customer discussions tailored to the needs of each account or opportunity
• Utilize company systems and available tools to generate quotes, prepare bids, track sales activity, maintain customer records, and support account management
• Maintain detailed and accurate records of customer interactions, opportunity status, service concerns, customer feedback, available equipment, satisfaction levels, and next steps
• Partner with internal operations, service, transportation, environmental, and leadership teams to support customer needs, align on project requirements, and secure business
• Respond to customer inquiries, resolve concerns, address objections, and follow through on commitments in a timely and professional manner
• Monitor customer satisfaction, sales performance, market feedback, and customer needs to identify trends and recommend improvements that support business growth
• Represent Emerald Transformer professionally in all customer interactions, industry events, meetings, and field activities
• Plan and support customer engagement initiatives such as satisfaction follow-ups, training opportunities, customer meetings, and special events
• Maintain consistent communication with customers through phone, email, written correspondence, and in-person meetings to ensure ongoing engagement and account development
• Travel regularly within the assigned territory by automobile, plane, or other means as needed to support customer visits, prospecting activity, relationship development, and sales objectives

Requirements:

• Associate degree or equivalent required
• 3+ years of outside sales experience required
• Experience developing new business through prospecting, cold calling, networking, field visits, and territory-based sales activity required
• Experience managing customer relationships, sales pipelines, quotes, bids, and follow-up activity required
• Strong outside sales and business development ability with a demonstrated hunter mentality and the ability to create opportunities rather than rely primarily on inbound leads
• Strong prospecting, cold calling, networking, lead generation, territory planning, and customer relationship management skills
• Ability to build trust and credibility with utilities, decommissioning customers, industrial customers, contractors, vendors, and internal business partners
• Ability to understand customer needs, identify business opportunities, communicate service capabilities, and help move opportunities toward closure
• Ability to prepare, review, and communicate quotes, bids, customer information, opportunity details, and follow-up actions accurately
• Excellent verbal and written communication skills with the ability to communicate professionally across all levels of an organization
• Strong presentation skills with the ability to tailor discussions to customer needs, operational requirements, and business opportunities
• Demonstrated independent decision-making, problem-solving, follow-through, and ability to manage objections professionally
• Strong organizational skills with the ability to manage multiple accounts, opportunities, priorities, deadlines, and details in a fast-paced environment
• Self-motivated, proactive, persistent, and comfortable spending significant time in the field meeting customers and developing business
• Proficient in Microsoft Office Suite, including Word, Excel, Outlook, and related productivity tools
• Ability to learn and use company systems, CRM tools, quoting platforms, and other technology needed to support sales activity and account management
• Ability to travel regularly within the assigned territory to conduct customer visits, prospecting activity, meetings, and other sales-related responsibilities
• Professional, ethical, and customer-focused approach when representing Emerald Transformer in the field and marketplace
• Bachelor's degree or higher preferred
• Experience selling services, industrial solutions, utility-related services, environmental services, recycling, decommissioning, or transformer-related solutions preferred
• Salesforce experience preferred
• Knowledge of EPA environmental regulations preferred
• Basic understanding of transformer-related services, utility customers, decommissioning activity, project-based sales, and industrial service environments preferred
• Knowledge of environmental, safety, and compliance expectations related to customer work, field activity, and company operations preferred