Company Summary

We are a leading provider of aviation obstruction lighting solutions. Our company offers compliant lighting systems, installation and maintenance services, and remote monitoring capabilities. It serves regulated infrastructure sectors including telecommunications, utilities, renewable energy, and other tall structures. Known for its strong position in the market, our company delivers reliable, regulation-compliant solutions and acts as a trusted resource for customers navigating complex safety and compliance requirements.

Job Summary

The Business Development Manager is a consultative, outside sales role responsible for driving revenue growth through sales of obstruction lighting products, field services (installation/maintenance), and recurring remote monitoring services. This position involves managing a territory primarily in the Southeast US, with additional responsibilities in Mexico and South America. The role requires travel (~50% on average, primarily air travel), building and expanding key customer relationships in telecom/wireless/tower infrastructure, acting as a regulatory compliance advisor, and balancing account growth with new business development in a high-transaction, regulated B2B environment.

Responsibilities

• Prospect and qualify potential customers for volume and revenue opportunities; establish account sales strategies.
• Develop and execute short- and long-term sales strategies to meet or exceed revenue and gross margin targets.
• Manage proposal development, timelines, and the full sales cycle from opportunity identification to closing deals.
• Build and maintain strong customer relationships, acting as a trusted advisor on needs, regulatory compliance (FAA/FCC), and solutions (including lighting systems, installation, maintenance, and monitoring).
• Uncover additional revenue in existing accounts while developing new accounts with a hunter mindset.
• Support marketing efforts, including trade shows, exhibitions, campaigns, and industry events.
• Maintain in-depth knowledge of products, engineering capabilities, order processes, and current market/regulatory conditions.
• Handle forecasting, pipeline management, customer databases, sales/expense reporting, and compliance with company policies.
• Negotiate and close business deals; interface from operational to executive levels with strong presentation and negotiation skills.
• Travel as needed across the territory and internationally to support sales and relationships.

Requirements

• Bachelor’s degree (technical degree preferred, e.g., engineering or related; equivalent experience considered).
• Minimum 5 years of relevant experience in outside sales/business development with account management and ownership.
• Proven track record in technical/regulated B2B sales, ideally in telecom/wireless tower industry, aviation-related systems, utilities, or similar regulated environments.
• Comfort with travel (~50%+, including air travel and occasional international trips) as a core part of the role.
• Demonstrated ability to learn and apply complex regulations (FAA, FCC rules) and translate them into customer solutions; technical aptitude for electrical/electronic/communication technologies.
• Strong organizational skills, time management, prioritization in a high-volume/high-request environment, and attention to detail.
• Experience with CRM and ERP systems
• Self-starter, results-oriented, team player with excellent communication, presentation, and negotiation skills.
• Ability to prospect, qualify, strategize, and close in a consultative manner while managing a broad geography.

Preferred Requirements

• Direct experience in the telecom/wireless tower/aviation obstruction lighting ecosystem
• Existing industry relationships and visibility (e.g., attending trade shows).
• Bilingual in Spanish
• Prior success in regulated, complex equipment sales (FAA/FCC proxies from other industries considered strong).
• Hunter mentality with proven new account development alongside existing account growth/expansion.

Compensation/Benefits

• Base Salary Range: $104,000 – $146,000 USD
• Variable Compensation: Target incentive of 20% of base salary (paid quarterly, tied to revenue performance vs. annual quota); accelerators up to 200% of target (i.e., up to ~40% of base in strong overperformance years, though max is rare).
• Total Compensation Example: At $100k base and 100% quota achievement, ~$120k total (base + bonus).
• Company credit card for all travel/expenses (flights, hotels, rentals, meals, entertainment per policy)

Location

• Fully remote within the US
• Southeast US is ideal