A Director of Business Development is a highly specialized Business Development Manager. Plans and directs sale of products or services to customers. Coordinates sales distribution. Establishes sales territories, quotas and/or goals for staff, and provides training for sales representatives. Analyzes sales data to monitor customer preferences and develops strategies for increasing sales.
Business Development•Sales Position (Utility Experience Highly Preferred)
Location:
Must be located in the Midwest i.e. Illinois, Michigan, Ohio etc.
Employment Type:
Full-Time (Remote)
Base Salary:
$120,000•$160,000, based on experience, qualifications, and industry relationships. Position Overview This is a remote, hunter-focused role responsible for opening new accounts, building a qualified sales pipeline, and converting opportunities into profitable revenue. Reporting directly to the Vice President of Sales, the Director will lead the full sales process, from prospecting and discovery through proposal, negotiation, and contract award. New customer acquisition is the primary focus. Following an initial award, the Director will remain strategically engaged to strengthen relationships, cross-sell complementary services, and establish Alpine as a trusted, long-term utility and telecommunications partner. The successful candidate will balance aggressive new-business development with the ability to expand customer relationships and position Alpine as a broader, long-term partner. In addition to the ability to travel of approximately 40% to 60% is expected Key Responsibilities Identify, pursue, and close new business with electric cooperatives, municipal utilities, public power organizations, broadband companies, and telecommunications providers. Build a consistent pipeline through outbound prospecting, referrals, industry relationships, conferences, associations, and targeted account outreach. Develop relationships with decision-makers across executive leadership, engineering, operations, joint use, broadband, GIS, asset management, finance, and procurement. Create and execute territory and account plans aligned with Alpine's growth objectives. Lead discovery meetings to understand customer challenges, priorities, budgets, schedules, and procurement requirements. Coordinate with Alpine's operational, technical, GIS, engineering, and executive teams to develop practical and competitive solutions. Prepare and deliver presentations, proposals, scopes of work, and pricing recommendations. Maintain momentum throughout complex sales cycles and establish clear next steps for each opportunity. Remain strategically engaged with customers to identify cross-selling opportunities, program expansions, and additional service needs. Build relationships across customer departments to grow individual projects into broader, long-term partnerships. Represent Alpine at cooperative, municipal utility, public power, broadband, telecommunications, and joint-use industry events. Maintain accurate CRM records, sales forecasts, pipeline reporting, and account-development plans. Provide market intelligence, customer feedback, and competitive insights to Alpine leadership. Primary Services The Director will develop opportunities involving: Joint-use pole audits and asset inventories Pole attachment permit administration Attachment record and billing validation Telecom engineering and pole analysis GIS and utility infrastructure data services Broadband and fiber program support Overhead infrastructure inspections Joint-use program management and consulting Performance Expectations Success will be measured primarily by: New customers acquired New contracted revenue and bookings Qualified sales pipeline Prospect and discovery meetings Opportunity and proposal conversion Cross-selling and account expansion Growth within assigned markets and territories CRM accuracy and forecast reliability Specific annual and quarterly goals will be established based on the assigned territory and Alpine's growth objectives. Required Qualifications Five or more years of successful business development or outside sales experience in utilities, telecommunications, broadband, infrastructure, engineering, or related professional services. Demonstrated success generating new business through proactive prospecting and relationship development. Proven ability to develop a territory with limited existing customer relationships. Experience managing complex, full-cycle business-to-business sales. Strong communication, presentation, proposal-development, and negotiation skills. Ability to understand technical and operational challenges and connect them to practical service solutions. Experience working with executives, engineering and operations teams, procurement personnel, and technical stakeholders. Ability to work independently and remain accountable for measurable sales results. Experience using CRM systems to manage pipeline, activity, and forecasting. Willingness to travel approximately 40% to 60%. Residence in the Midwest, South Central U.S., or Texas. Preferred Qualifications Established relationships within electric cooperative, municipal utility, public power, broadband, or telecommunications markets. Experience selling joint-use, pole attachment, GIS, field services, telecom engineering, or infrastructure-management solutions. Knowledge of pole audits, permit administration, attachment management, utility asset data, or broadband deployment. Familiarity with utility and telecommunications associations, procurement practices, and RFP processes. Experience developing new geographic markets or introducing new services.
Compensation Base salary:
$120,000•$160,000, based on experience, qualifications, and industry relationships.
Variable compensation:
Performance-based incentive tied to new contracted revenue, gross margin, new customer acquisition, and account expansion.
Target compensation mix:
Approximately 60•70% base salary and 30•40% variable compensation. Additional incentives may be available for exceeding annual targets, acquiring strategic accounts, or developing priority markets.
