Business Development Representative - Utility & Industrial Services

Department: Sales

Employment Type: Full Time

Location: Los Angeles, California

Compensation: $85,000 - $95,000 / year

Description

• 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.

Job Summary

• 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

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

• 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.

• 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