Job Description
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.
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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.
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The Opportunity
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Reporting to the National Sales & Business Development Manager, you will own a portfolio of major Utilities and Infrastructure accounts, engaging deeply with:
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Utility asset owners
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Engineers and design consultants
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Project managers
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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.
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This role suits a BDM who enjoys long sales cycles, specification‐led selling, and technically complex conversations.
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Key Responsibilities
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Strategic Account Ownership
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Own and grow major utilities and infrastructure accounts
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Develop long‐term account strategies aligned to capital works programs
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Build senior, multi‐level stakeholder relationships
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Complex Business Development
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Lead complex, multi‐stakeholder sales cycles end to end
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Engage early in design and planning phases
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Secure technical specification and standard acceptance
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Technical & Commercial Leadership
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Interpret drawings, standards, and compliance requirements
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Translate technical needs into compliant FRP solutions
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Partner with Engineering on value‐engineered proposals
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Support tenders, clarifications, and commercial negotiations
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Commercial & Pipeline Discipline
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Maintain strong CRM hygiene and structured deal stages
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Forecast accurately with defined pipeline coverage
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Protect margin and commercial integrity throughout delivery
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About You
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You're a commercially astute BDM with the confidence to sit at the table with engineers, asset owners and Tier‐1 contractors.
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You'll bring
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Proven BDM experience in technical or engineering‐led environments
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Strong commercial acumen and ownership mindset
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Experience managing complex, multi‐stakeholder sales cycles
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Confidence influencing engineers and asset owners
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Sales process discipline (MEDDPICC or Miller Heiman preferred)
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Highly regarded
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Engineering background or robust technical fluency
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Utilities, infrastructure, or industrial sector exposure
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Familiarity with Australian Standards and compliance‐driven sales
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Why Join Terra Firma?
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High‐value, technically differentiated product solutions
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Strategic account ownership with long‐term growth focus
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Strong engineering and delivery capability to support complex wins
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Clear growth mandate with national visibility
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A role designed for senior BDMs who want impact, not volume selling
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Apply Now
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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.
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Desired Skills and Experience
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Proven BDM experience in technical or engineering‐led sales; specification influence; complex deal management; strong commercial acumen; CRM discipline; utilities or infrastructure exposure preferred.
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At Horner we recognise the value of a diverse workforce and the creation of inclusive workforce cultures. We actively encourage applications from any background.
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We provide reasonable adjustments for individuals with disability - please email
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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) (South Australia)
🏢 Horner Recruitment
📍 South Australia