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 OpportunityReporting to the National Sales & Business Development Manager, you will own a portfolio of major Utilities and Infrastructure accounts, engaging deeply with:Utility asset ownersEngineers and design consultantsProject managersTier-1 contractorsYou'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 ResponsibilitiesStrategic Account OwnershipOwn and grow major utilities and infrastructure accountsDevelop long-term account strategies aligned to capital works programsBuild senior, multi-level stakeholder relationshipsComplex Business DevelopmentLead complex, multi-stakeholder sales cycles end to endEngage early in design and planning phasesSecure technical specification and standard acceptanceTechnical & Commercial LeadershipInterpret drawings, standards, and compliance requirementsTranslate technical needs into compliant FRP solutionsPartner with Engineering on value-engineered proposalsSupport tenders, clarifications, and commercial negotiationsCommercial & Pipeline DisciplineMaintain strong CRM hygiene and structured deal stagesForecast accurately with defined pipeline coverageProtect margin and commercial integrity throughout deliveryAbout YouYou'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 environmentsStrong commercial acumen and ownership mindsetExperience managing complex, multi-stakeholder sales cyclesConfidence influencing engineers and asset ownersSales process discipline (MEDDPICC or Miller Heiman preferred)Highly regarded:Engineering background or strong technical fluencyUtilities, infrastructure, or industrial sector exposureFamiliarity with Australian Standards and compliance-driven salesWhy Join Terra Firma?High-value, technically differentiated product solutionsStrategic account ownership with long-term growth focusStrong engineering and delivery capability to support complex winsClear growth mandate with national visibilityA role designed for senior BDMs who want impact, not volume sellingApply NowIf 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. Desired Skills and Experience Proven BDM experience in technical or engineering-led sales; specification influence; complex deal management; strong commercial acumen; CRM discipline; utilities or infrastructure exposure preferred. 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.