Business Development Manager - Digital Solutions

This is a fully remote position anywhere in the United States near a major airport. 

 

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world.  Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development.  We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. 

 

As part of Detection and Measurement, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks.  Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives.

How You Will Make An Impact

Are you ready to redefine how the utility industry approaches safety, efficiency and damage prevention? Radiodetection is seeking a high-caliber Business Development Manager for Digital Solutions to drive the adoption of our cutting-edge digital solutions.

This role is centered on the convergence of hardware and data. You will focus on our Locate Performance Management (LPM) software and Training Simulator, moving the needle from "locating utilities" to "optimizing fleet-wide performance." You will be responsible for driving Total Digital Revenue, encompassing both the high-value digitally enabled hardware and the recurring software subscriptions that power the ecosystem.

 

Principle Duties and Responsibilities

• Strategic Specification: Navigate complex utility organizational structures to secure technical specification and "buy-in" from senior executives and management.
• Total Digital Revenue Ownership: Drive and close integrated deals that combine smart, connected hardware with multi-year SaaS subscriptions, ensuring a seamless end-to-end digital solution for the client.
• Value-Based Selling: Demonstrate how the synergy between connected locators and LPM software reduces strikes, increases efficiency, lowers training costs, and provides auditable data for regulatory compliance.
• Internal Collaboration: Act as the digital subject matter expert, partnering with our established Key Account Managers to identify opportunities within existing and new high profile utility accounts and lead the transition from legacy hardware to digital ecosystems.
• Project Leadership: Oversee the end-to-end execution of digital rollouts, ensuring that hardware deployment, software integration, and simulator training programs meet the client’s operational KPIs.
• Market Intelligence: Stay ahead of industry trends in GIS, cloud data management, and utility safety standards to position Radiodetection as the premier digital partner.

• Combined Digital Revenue: Achievement of sales targets across the integrated portfolio of connected hardware and software subscriptions.
• Specification Rate: Successful inclusion of LPM and Simulator requirements in utility tender specification documents.
• Subscription Growth & Retention: Growth of the recurring revenue base and high user-adoption rates of the digital tools.
• Project Execution: Successful post-sale deployment and integration into client workflows.
• Opportunity management and coordination : Lead the management of the opportunity pipeline to achieve targeted success closure rate

 

Knowledge, Skills & Abilities

We each bring something to the table, and we are looking for someone who has:

• Are we adequately aligned and capable of succeeding in this market?
• Customer Insights
• Brand & Value
• Segmentation & Targeting
• How will we convey our product/service and how might that differ by individual customer or segment?
• What is the customer journey, how will we understand and improve it, and how will we support that with conten