Business Development Manager; Controls & Automation - CA OR, WA

Overview

Business Development Manager (Controls & Automation) – CA, , OR, WA.

Location:

US-WA-Tumwater. CAS Role  .

Shermco is North America's largest and fastest growing NETA-accredited electrical testing organization with a comprehensive Systems Integration division. Shermco System Integration (SSI) provides full turnkey electrical, instrumentation, controls, and automation solutions across North America. SSI delivers comprehensive engineering, programming, integration and field services that ensure our clients’ systems operate safely, efficiently, and reliably.

We are seeking a high-impact Business Development Manager (BDM) in WA, , OR or CA to own and drive pipeline development for SSI across the Western United States. This is a true hunter position, responsible for identifying, creating, and advancing new opportunities in key growth markets while leveraging local Territory Account Managers. The BDM builds a sustainable, qualified pipeline and expands SSI’s presence in regions with limited or emerging coverage.

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

Location:

WA, , OR or CA. Travel: ~50% (Western U.S.).

• 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:
• 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
• 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:
  • Allen-Bradley, Siemens, GE, Schneider Modicon, Emerson Delta V, etc.
• Basic knowledge of:
  • SCADA & HMI software:
    Ignition, Wonderware/AVEVA, Factory Talk, etc.
  • Industrial networking & protocols:
    Ether Net/IP, Modbus TCP, OPC UA, DNP3, Control Net
  • 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…