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
- Solid 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 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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📌 BDM - Utilities & Infrastructure (Technical) (City of Hume)
🏢 Horner Recruitment
📍 City of Hume