Business Development Manager; Controls & Automation

Location:

Phoenix, AZ (other locations in the western U.S. may be considered)

Travel: ~50% (Western U.S.)

We are seeking a high-impact Business Development Manager (BDM) based in Phoenix, AZ to own and drive pipeline development for Shermco System Integration (SSI) across the Western United States. This role is a true hunter position responsible for identifying, creating, and advancing new opportunities in key growth markets, while leveraging the local Territory Account Managers. The BDM will be accountable for building a sustainable, qualified pipeline and expanding SSI’s presence in regions where we have limited or emerging coverage.

The ideal candidate combines technical credibility in controls and electrical systems with a proven ability to open doors, influence early project development, and position solutions before projects reach public bid. This role requires a highly proactive, self‑directed individual who thrives in ambiguity and is motivated by building something new.

• Own and drive pipeline development across the Western U.S., with clear accountability for opportunity creation, qualification, and progression
• Identify and engage target customers, GCs, and end users in key markets including:
• Semiconductor
• Advanced manufacturing
• Oil & gas / energy infrastructure
• Develop and execute territory and account strategies to establish SSI in underpenetrated regions
• Proactively engage customers before RFP stage, influencing project scope and positioning SSI as a preferred partner
• Build and maintain relationships with engineering, operations, maintenance, and capital project stakeholders
• Translate customer challenges into actionable opportunities across SSI service lines:
• System integration and modernization
• Electrical engineering (480V and below)
• Field services, commissioning, and startup support
• Lead early‑stage solution development, coordinating with engineering to shape scope, approach, and positioning
• Maintain disciplined pipeline management within CRM tools, including forecasting, activity tracking, and reporting
• Represent SSI in the market through industry events, site visits, and strategic customer engagement
• Partner internally with operations, engineering, and leadership to align pursuits with execution capability

• 7+ years of business development or technical sales experience in industrial automation, electrical systems, or system integration
• 5+ years of direct technical / hands‑on experience in the controls & automation space
• Bachelor’s degree in electrical engineering, industrial technology, electronics technology, or a related technical discipline
• Other degrees considered with relevant experience
• Demonstrated success in building pipeline from zero or low baseline in new or underdeveloped regions
• Proven ability to identify opportunities early, influence specifications, and improve hit rate
• Working knowledge of PLCs and automation systems, including:
• System architecture, I/O layout, and control philosophy development
• PLC migration and modernization from legacy platforms (e.g., PLC‑5, SLC 500, Siemens S5/S7)
• Integration of PLCs with HMIs, SCADA, and plant networks
• Basic programming concepts (ladder logic, function block, structured text)
• Hands‑on familiarity with major automation platforms:
• Basic knowledge of:
• SCADA & HMI software:
  Ignition, Wonderware/AVEVA, Factory Talk, etc.
• Instrumentation & Controls: loop diagrams, I/O systems, calibration, and field terminations, sensors, transmitters
• Electrical systems: LV and MV drives, relays, VFD/soft start systems, and protective schemes
• Electrical engineering fundamentals: load lists, cable routing, arc flash, and area classification
• Excellent communication, presentation, and relationship‑building skills
• Highly self‑motivated with strong organizational discipline and follow‑through
• Willingness to travel regionally (~50%)

• Experience selling control system integration, modernization, or automation upgrades projects
• Experience developing relationships with corporate engineering, maintenance, or capital project teams
• Understanding of NFPA, IEEE, ISA, and PJM or NETA standards
• Experience selling into semiconductor,…