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
- Tier-1 contractors
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
- Robust 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.
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
[email protected] 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.
📌 Business Development Manager- Utilities & Infrastructure (Campbellfield)
🏢 Horner Recruitment
📍 Campbellfield