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
Strong 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; solid 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) (Victoria)
🏢 Horner Recruitment
📍 Victoria