Market Development Manager Electrical & Instrumentation (Industrial)

Management Recruiters InternationalLakeland, FL, United States

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Market Development Manager - Electrical & Instrumentation (Industrial)

Company : Client of Brave New World Services

Location : Lakeland, FL 33801 (field-first across Florida & the Southeast)

Reports to : Sales Leadership

Role Summary

Own growth for industrial E&I services -inside-the-fence work at plants and process facilities (chemicals, food & bev, pulp & paper, pharma, mining, terminals, data centers, manufacturing). You'll set the go-to-market, lead Field Market Development (FMD) reps, and drive profitable revenue with disciplined pipeline and forecasting.

Not a utilities or power generation role. We want industrial E&I experience.

What You'll Do

Build & run the E&I plan : Define verticals, target accounts, routes to market, budgets.
Own the number : Monthly forecasts, pipeline targets, and a rolling 12-24-month plan.
Lead the field : Direct, coach, and ride-along with FMDs; field is the office.
Expand accounts : Inherit strategic logos and win new ones with owners, EPCs, SIs, and OEM channels.
Drive SKIs : Set 3-5 Sales Key Initiatives per quarter (measurable, repeatable, revenue-generating) and hit them.
Deal discipline : Qualify hard, shape scope, run RFP / RFQ / MSA cycles, and close at target margin.
Forecasting & reporting : CRM hygiene, accurate monthly forecasts, look-ahead plans.
Cross-functional pulls : Orchestrate estimating, operations, safety, panel shop, and field crews.
Market intel : Track turnaround calendars, CAPEX cycles, and regulatory drivers to stay ahead.

Must-Have Qualifications

5-10+ years selling industrial Electrical & Instrumentation services / solutions (not utility T&D, not power gen).

Relationships with plant engineering / maintenance / reliability , plus EPCs / System Integrators / OEMs .

Fluency in E&I scope : PLC / DCS , SCADA, instrumentation (loop checks / calibration), VFDs / MCCs , control panels (UL508A), and low / medium-voltage distribution inside the fence .

Proven territory planning , pipeline management , and monthly forecasting .

Experience running RFP / RFQ , MSAs , prequalification portals, and contractor compliance.

Comfortable leading field reps ; hands-on coaching and joint calls.

Proficient with Microsoft Office and CRM ; metric-minded and data-driven.

Willing to travel across FL / SE; clean driving record.

Nice to Have

Bachelor's in Business, Engineering, or related field (or equivalent experience).

Vertical wins in chemicals, F&B, pulp & paper, pharma, terminals, or data centers.

Working knowledge of NFPA 70 / 70E , ISA instrumentation basics, and plant safety programs (TWIC / MSHA a plus).

What Success Looks Like

SKIs achieved quarterly; pipeline coverage and win rates at / above plan.

Forecast accuracy within agreed tolerance.

Net-new revenue, margin growth , and wallet-share gains in assigned accounts.

FMD productivity trending up : quality meetings, quotes, and booked business.

Team & Structure

Manage FMDs who run the full sales cycle (inherit key accounts + develop new business) with minimal office time.

Collaborate with six peer MDMs and a broader sales team of ~20.

Work & Travel

Field-heavy across Florida and nearby markets; frequent plant / site visits.

Occasional evenings / weekends tied to turnarounds or owner windows.

Compensation & Benefits

Competitive base + performance incentives / commission, vehicle / allowance program, and full benefits package.

Apply : Email Adam at athibodeau@HireQuestDirect.com with subject "MDM - E&I (Industrial)" .

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Market Development Manager • Lakeland, FL, United States