Business Development Representative - Utility & Industrial Services

Business Development Representative - Utility & Industrial Services

Department: Sales

Employment Type: Full Time

Location: Los Angeles, California

Compensation: $130,000 - $140,000 / year

Description

Business Development Representative - Utility & Industrial Services

$130,000 - $140,000/Yearly
+Uncapped Commission

Location: Los Angeles, CA
 
Who We Are

With over fifty years of experience in the transformer services industry, Emerald Transformer is the premier solution for electrical equipment. Emerald provides a wide range of transformer services including remanufactured transformer stock, repairs, decommission, field technical services, parts, PCB disposal and recycling. Our national network of factories and service centers are strategically located to serve our broad and diverse customer base.

Emerald is committed to extending the life cycle of our customers’ equipment and protecting their capital investment. We partner with our customers to exceed their expectations by delivering valuable solutions. Emerald strives to have the lowest repair failure rate in the industry. We ensure the proper handling of any type of hazardous material in compliance with all federal and state environmental regulations.

Why work at Emerald?

When Emerald Transformer hires someone, we aren’t just bringing a new employee on board.  We take our time to make sure we’re surrounding ourselves with those who share our core values and our devotion to quality, dependability, and environmental consciousness. We wouldn’t be where we are today without our Emerald team, and we’re thankful for each person who’s chosen to be a part of our journey as a company.

At Emerald Transformer, our employees are our lifeblood. They are the foundation of our business, so we provide employee benefits they can count on.

• Benefits: Your choice of three different medical insurance programs in addition to, life, vision, and dental insurance, a tuition reimbursement program, and a competitive 401K match incentive and vesting timeline. Our a-la-carte structure allows you to pick the best package for your needs.
• A 2nd Chance: Here at Emerald, we believe in second chances. That is why we accept and consider qualified applicants with criminal histories in a manner consistent with federal and local laws.  We are committed to 2nd chance hiring! Only by working together can we create a better future.
• Supplemental Insurance: In addition to our standard plans, we offer tele-medicine, long-term and short-term disability coverage as well as legal services.
• Paid Weekly: All hourly team members are paid weekly!
• Paid Time Off: Emerald Transformer employees receive vacation and sick pay annually.
• Career Pathing: We are growing and promote from within.

We’ve surrounded ourselves with a passionate team, determined to reach that same goal. We’ve been in business for over 50 years, and every day, we’re looking for new and more innovative ways to provide better service to our customers and grow our business. 

Job Summary

The Business Development Representative - Utility & Industrial Services is responsible for proactively developing new business and expanding customer relationships throughout the Southern California market. This position is primarily an outside sales role focused on field prospecting, customer visits, cold outreach, networking, and building strategic partnerships with utilities, industrial customers, environmental service providers, contractors, engineering firms, and transformer-related businesses.

This is a true hunter role designed for a sales professional who enjoys creating opportunities, opening doors, and developing business from the ground up. The successful candidate will be responsible for identifying and pursuing new revenue opportunities, managing a robust sales pipeline, preparing quotes and proposals, and representing Emerald Transformer professionally throughout the territory.

Success in this role requires strong prospecting skills, relationship-focused selling, territory management, consistent follow-through, and the ability to navigate longer sales cycles involving operational, technical, environmental, and purchasing stakeholders.

Key Responsibilities

• Develop and maintain strong strategic partnerships with current and prospective customers within the assigned sales territory.
• Proactively identify, pursue, and develop new business opportunities through customer visits, cold calling, networking, referrals, industry events, utility contacts, contractor relationships, and targeted prospecting efforts.
• Research and identify utility, industrial, environmental, and infrastructure-related projects, emerging markets, competitive activity, and potential sources of recurring revenue within the assigned territory.
• Build and manage a healthy sales pipeline by generating leads, scheduling customer meetings, conducting follow-up, and advancing opportunities through the sales process.
• Engage directly with utilities, industrial facilities, environmental service organizations, contractors, engineering firms, and large decommissioning customers to understand operational challenges and develop solutions that align with Emerald's capabilities.
• Develop relationships with operational leaders, maintenance managers, environmental professionals, engineering teams, and purchasing stakeholders to position Emerald as a preferred service partner.
• Develop and implement territory plans designed to acquire new customers, expand market share, strengthen customer relationships, and support revenue growth.
• Conduct regular field visits with customers and prospects to build trust, assess needs, discuss service capabilities, resolve concerns, and identify future opportunities.
• Prepare and deliver professional sales presentations, service overviews, and customer discussions tailored to the needs of each account or opportunity.
• Utilize company systems and available tools to generate quotes, prepare bids, track sales activity, maintain customer records, and support account management.
• Maintain detailed and accurate records of customer interactions, opportunity status, service concerns, customer feedback, available equipment, satisfaction levels, and next steps.
• Partner with internal operations, service, transportation, environmental, and leadership teams to support customer needs, align on project requirements, and secure business.
• Respond to customer inquiries, resolve concerns, address objections, and follow through on commitments in a timely and professional manner.
• Monitor customer satisfaction, sales performance, market feedback, and customer needs to identify trends and recommend improvements that support business growth.
• Represent Emerald Transformer professionally in all customer interactions, industry events, meetings, and field activities.
• Plan and support customer engagement initiatives such as satisfaction follow-ups, training opportunities, customer meetings, and special events.
• Maintain consistent communication with customers through phone, email, written correspondence, and in-person meetings to ensure ongoing engagement and account development.
• Travel regularly within the assigned territory by automobile, plane, or other means as needed to support customer visits, prospecting activity, relationship development, and sales objectives.

Minimum Requirements

Education/Certifications

• Associate degree or equivalent required.
• Bachelor's degree or higher preferred.
• Additional sales, business, technical, environmental, or industry-related training or certifications preferred.

Ideal Background

Candidates with experience in one or more of the following industries are strongly preferred:

• Utility services and infrastructure
• Power distribution and electrical equipment
• Transformer services and maintenance
• Environmental services
• Waste management and recycling
• Industrial services
• Technical field services
• Industrial maintenance services
• Energy services
• Remediation and decommissioning projects
• Industrial project sales
• Chemical product sales

Experience selling services, projects, and solutions is strongly preferred over highly transactional product sales.

Experience

• 3+ years of outside sales experience required.
• Experience developing new business through prospecting, cold calling, networking, field visits, and territory-based sales activity required.
• Experience managing customer relationships, sales pipelines, quotes, bids, and follow-up activity required.
• Experience selling services, industrial solutions, utility-related services, environmental services, recycling, decommissioning, or transformer-related solutions preferred.
• Salesforce experience preferred.
• Knowledge of EPA environmental regulations preferred.

Knowledge, Skills & Abilities

• Strong business development and consultative sales ability with a demonstrated hunter mentality and proven success creating opportunities rather than relying primarily on inbound leads.
• Strong prospecting, cold calling, networking, lead generation, territory planning, and customer relationship management skills.
• Ability to build credibility and lasting relationships with utilities, industrial customers, environmental professionals, contractors, engineers, operations leaders, maintenance managers, and internal business partners.
• Ability to understand customer needs, identify business opportunities, communicate service capabilities, and help move opportunities toward closure.
• Understanding of industrial service environments, utility operations, technical field services, project-based sales, infrastructure projects, environmental services, or related industries preferred.
• Knowledge of environmental, safety, and compliance expectations related to customer work, field activity, and company operations preferred.
• Ability to prepare, review, and communicate quotes, bids, customer information, opportunity details, and follow-up actions accurately.
• Excellent verbal and written communication skills with the ability to communicate professionally across all levels of an organization.
• Strong presentation skills with the ability to tailor discussions to customer needs, operational requirements, and business opportunities.
• Demonstrated independent decision-making, problem-solving, follow-through, and ability to manage objections professionally.
• Strong organizational skills with the ability to manage multiple accounts, opportunities, priorities, deadlines, and details in a fast-paced environment.
• Self-motivated, proactive, persistent, and comfortable spending significant time in the field meeting customers and developing business.
• Proficient in Microsoft Office Suite, including Word, Excel, Outlook, and related productivity tools.
• Ability to learn and use company systems, CRM tools, quoting platforms, and other technology needed to support sales activity and account management.
• Ability to travel regularly within the assigned territory to conduct customer visits, prospecting activity, meetings, and other sales-related responsibilities.
• Professional, ethical, and customer-focused approach when representing Emerald Transformer in the field and marketplace.

Equal Opportunity Employer

Emerald Transformer is an equal opportunity employer providing equal employment opportunities to applicants and employees without regard to race, color, creed, sex, gender, sexual orientation, gender identity or expression, religion, age, national origin, ancestry, physical or mental disability (including pregnancy), uniform service, veteran status, marital status, medical condition including genetic characteristics, or any other category protected by federal, state, or local law.