Business Development Manager-EPC Sales

Virginia Transformer Corp. designs and manufactures custom-engineered power transformers for utility, renewable energy, industrial, and critical infrastructure markets. The Business Development Manager – EPC Sales will develop EPC relationships and manage national sales opportunities from early project identification through contract award, while coordinating with engineering, sales, and operations teams to grow profitable business.

Responsibilities:

• Develop and execute a national EPC business development strategy aligned with company bookings, revenue, and profitability objectives
• Identify and pursue new EPC customers while expanding opportunities within established accounts
• Build account plans that map corporate decision-makers, regional offices, procurement teams, engineering groups, and active project portfolios
• Establish relationships that position Virginia Transformer early in project planning, design, and equipment specification
• Pursue approved vendor status, preferred supplier relationships, and long-term supply agreements with targeted EPC firms
• Track EPC project pipelines and identify upcoming transformer requirements, bid schedules, procurement milestones, and anticipated award dates
• Engage EPCs, project owners, developers, and engineering consultants to understand specifications, purchasing responsibilities, and project priorities
• Qualify opportunities based on technical fit, project funding and readiness, delivery requirements, competitive position, and commercial potential
• Manage opportunities from prospecting through proposal development, negotiation, and contract closure
• Coordinate with regional sales teams and Key Account Managers to align pursuits where EPC relationships and end-user accounts overlap
• Partner with Applications Engineering and estimating teams to develop transformer solutions that address customer specifications and project requirements
• Coordinate RFQ/RFP responses, technical presentations, proposal clarifications, and customer follow-up
• Work with internal teams to review specifications, identify exceptions, and communicate scope, pricing, and delivery assumptions
• Present Virginia Transformer’s capabilities to EPC engineering and procurement teams, connecting product value to project execution needs
• Support customer meetings, factory visits, and technical discussions that strengthen confidence in Virginia Transformer’s capabilities
• Lead commercial discussions and negotiate pricing and terms within established company approval guidelines
• Partner with leadership, finance, legal, and operations to evaluate payment terms, warranties, delivery commitments, and contractual risks
• Ensure proposals and customer commitments align with approved technical scope and manufacturing capabilities
• Coordinate a complete handoff to account management and project execution teams following award
• Maintain strategic customer engagement to support repeat orders and future project opportunities
• Maintain accurate CRM records, account plans, opportunity stages, and sales forecasts
• Report on national EPC activity, major pursuits, competitive developments, and progress against sales goals
• Monitor investment trends and project activity across key power and infrastructure markets
• Represent Virginia Transformer at EPC customer meetings, industry conferences, and trade shows

Requirements:

• Bachelor's degree in Electrical Engineering, Business, or a related field
• 5–8 years of experience in power equipment, transformer, or electrical infrastructure sales or business development
• Demonstrated success selling to EPC firms and managing complex, project-based sales opportunities
• Understanding of EPC project lifecycles, including early engineering, supplier qualification, competitive bidding, equipment procurement, and contract award
• Strong technical aptitude, including the ability to interpret transformer specifications and electrical drawings with engineering support
• Experience developing strategic accounts and coordinating opportunities across multiple locations or regions
• Strong relationship-building, presentation, negotiation, and commercial judgment skills
• Proficiency with CRM systems and Microsoft Office
• Ability to work independently in a remote environment while collaborating effectively across internal teams
• MBA preferred
• Established relationships with EPC engineering, procurement, or project leadership teams strongly preferred