Sr Business Development Manager

Position Summary 

The Water Works Market Development Manager is responsible for increasing JM Eagle's market share in the west region through distribution channels as well as securing product specifications with engineering companies across the U.S. This role focuses on strategic business development rather than direct account management, working closely with JM Eagle's sales team to ensure competitive pricing, accurate quoting, and smooth demand forecasting with production. 

This is a salary-based position with quarterly bonus opportunities tied to revenue growth targets. 

Key Responsibilities 

1. Waterworks Market Development & Specification Work 

• Engage directly with utility companies across the U.S. to drive specification approvals for JM Eagle’s broad product portfolio.  

• Develop strong relationships with key decision-makers, engineers, and procurement teams at major utilities. 

• Build relationships with contractors, engineers, designers, etc. to see what jobs are coming down the pipeline and to make sure JM Eagle is specified for those jobs or even specified as the preferred vendor 

• Provide technical presentations, product demonstrations, and industry insights to support specification efforts. 

• Work closely with regulatory bodies and industry associations to align JM Eagle’s offerings with market standards. 

• Work closely with distributors and installers to ensure JM is the preferred supplier.  

2. Sales Support & Bid Strategy 

• Collaborate with Account Managers to ensure competitive bid pricing and market positioning. 

• Provide pricing guidance to JM Eagle’s sales team, ensuring alignment with industry trends and competitive market intelligence. 

• Assist with RFPs, bid package preparation, and utility-specific pricing strategies. 

• Work with internal teams to track and analyze bid success rates, making recommendations for continuous improvement. 

• Review Dodge, Construct Connect, Blue Book Network, and other like software and reports to find jobs that JM Eagle can bid on that we aren't seeing from our distributors 

3. Demand Forecasting & Production Alignment 

• Work closely with production and supply chain teams to align demand forecasts with manufacturing capabilities. 

• Provide sales projections based on expected utility project approvals and industry trends. 

• Ensure seamless coordination between the sales and production teams to meet customer demand without overproduction. 

4. Competitive & Market Intelligence 

• Monitor industry trends, competitor activities, and regulatory changes affecting the utility sector. 

• Gather market intelligence on competing products, pricing strategies, and industry shifts to inform JM Eagle’s go-to-market approach. 

• Regularly report on market opportunities, threats, and recommendations to leadership. 

Qualifications & Experience 

• Minimum of 10 years of experience in the utility, Gas, Energy, electrical, piping or distribution industry, with a strong focus on business development, sales strategy, or specification work. 

• Proven track record of successfully getting products specified by engineering companies. 

• Strong knowledge of water works portfolio of products including but not limited to PVC and PE product lines.  

• Experience working with sales teams, pricing models, and bid management in a B2B environment. 

• Ability to analyze market data, forecast trends, and drive strategy development. 

• Excellent relationship-building skills with the ability to engage high-level decision-makers at utilities. 

• Strong presentation, negotiation, and communication skills. 

• Willingness to travel extensively across the U.S. to engage with utilities and industry stakeholders. 

Compensation & Benefits 

• Competitive base salary $150,000 to $170,000  

• Quarterly performance-based bonuses tied to revenue targets. 

• Comprehensive benefits package, including health, dental, vision, and 401(k). 

• Professional development opportunities within JM Eagle’s leadership team.