Business Development Manager - Infrastructure

**This role is fully remote and can be based anywhere in the U.S., provided there is easy access to a major airport.

WHAT WE ARE HIRING

The Business Segment Manager will be responsible for driving specification and sales growth of Schreder infrastructure lighting solutions in the US market. Our primary market focus includes tunnels, underpasses, transportation infrastructure, airports, rail, ports and other applications. The position is tasked with managing long sales cycle infrastructure projects and developing relationships with DOTs, transportation authorities, consulting engineers, lighting designers, contractors, distributors and sales agencies.

The Business Segment Manager will assume a robust pipeline of existing project business and be responsible for developing new opportunities. The success of this role will depend heavily on strong coordination with both local and global Schreder resources including project management, manufacturing and technical personnel who support the execution of our most complex projects. We are seeking a true entrepreneur who has a proven track record of driving new business/sustainable revenue in infrastructure related projects with long sales cycles. This role demands a highly dynamic and technical individual with strong existing relationships in the market and a bias for action.

KEY RESPONSIBILITIES

• Managing existing pipeline of large lighting infrastructure projects and developing new project opportunities in the areas of tunnel, transportation infrastructure, airports, rail, ports and other applications.
• Proactively identify design-build and infrastructure modernization opportunities.
• Developing relationships with state DOTs, transportation authorities, engineering consultants, lighting designers, contractors and distributors.
• Leverage strong technical knowledge to drive the specification of Schreder lighting solutions and associated lighting control systems; supporting the specification community throughout the specification phase of the process.
• Partner closely with Schreder resources both locally and globally including sales support, technical specialists, Schreder factories, project management, etc to ensure flawless project execution.
• Partner closely with the Global Business Segment Manager – Tunnel to evolve the go to market strategy and product portfolio for the US market
• Ensure world-class support for contractors during the commissioning phase of the process.
• Gain in-depth knowledge of the competitive landscape to enhance company’s competitive positioning in the market.
• Define and communicate product development needs for the North American market with clear specifications which are supported by a robust business plan.
• In close collaboration with the Marketing team, define a comprehensive digital marketing strategy and lead generation initiative for the infrastructure segment.
• Partner closely with Finance to create mechanism for providing reliable revenue forecasts.
• Develop and maintain partnerships in the industry to further strengthen Schreder’s position in the market (industry thought leaders, trade organizations, key conferences, channel partners, etc).
• Maintain a visible role in the industry by securing speaking engagements at key conferences and trade events.
• Maintain thorough understanding of the evolving Buy America and BABA requirements.
• Ensure that the business activities are aligned with the Schreder Group vision on sustainability, diversity, equity and inclusion.

KEY PERSONALITY TRAITS

• Entrepreneurial and motivational leader who can drive results through others
• VERY strong technical acumen and deep knowledge of lighting and related industry standards
• A bias for action
• Proven track record in consultative selling
• Strong results orientation
• Superior communication skills and the ability to motivate across all levels of an organization
• Servant leadership mindset
• High levels of integrity, self-awareness and humility
• Ability to build long-term partnerships
• A passion for serving customers and exceeding their expectations

OTHER REQUIREMENTS

• Frequent travel required (30%-50%) both domestic and international.
• Tangible relationships with engineering community and DOTs are critical.
• Membership in industry committees would be a definite plus.

• Bachelor’s degree in Business or technical discipline (electrical engineering) is strongly preferred
• Prior outdoor lighting industry experience (minimum of 5 years) or similar experience selling technology to DOT’s and transportation authorities.
• 10+ years of relevant leadership experience in technical sales and/or business development in projects with long and complex sales cycles.
• Existing DOT relationships and/or relationships with the engineering consulting community are REQUIRED.
• Exceptional business planning skills that can be demonstrated through the interview process.