Business Development Manager (Controls & Automation)

About ShermcoSince 1974, Shermco has become North America’s largest and fastest growing NETA-accredited electrical testing organization. In addition to testing, our Systems Integration division, Professional Engineering division, and Rotating Machinery division place Shermco in a position to handle all things electrical & controls. All work is performed with an emphasis on safety and client service.Shermco System Integration (SSI), under Shermco Industries, is a leading provider of Electrical, Instrumentation, Controls, and Automation solutions serving industrial markets across North America. SSI delivers comprehensive engineering, programming, integration, control panel manufacturing, and field services that ensure our clients’ systems operate safely, efficiently, and reliably. From PLC/SCADA design and programing to UL508A panel fabrication, commissioning, and field execution, SSI provides full turnkey solutions across a variety of industries & end markets.The OpportunityWe 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.Location: Phoenix, AZ (other locations in the western U.S. may be considered)Travel: ~50% (Western U.S.)Responsibilities:Own and drive pipeline development across the Western U.S., with clear accountability for opportunity creation, qualification, and progressionIdentify and engage target customers, GCs, and end users in key markets including:SemiconductorAdvanced manufacturingOil & gas / energy infrastructureData centersDevelop and execute territory and account strategies to establish SSI in underpenetrated regionsProactively engage customers before RFP stage, influencing project scope and positioning SSI as a preferred partnerBuild and maintain relationships with engineering, operations, maintenance, and capital project stakeholdersTranslate customer challenges into actionable opportunities across SSI service lines:Controls & automation (PLC/SCADA)System integration and modernizationElectrical engineering (480V and below)UL508A panel fabricationField services, commissioning, and startup supportLead early-stage solution development, coordinating with engineering to shape scope, approach, and positioningMaintain disciplined pipeline management within CRM tools, including forecasting, activity tracking, and reportingRepresent SSI in the market through industry events, site visits, and strategic customer engagementPartner internally with operations, engineering, and leadership to align pursuits with execution capabilityQualifications:7+ years of business development or technical sales experience in industrial automation, electrical systems, or system integration5+ years of direct technical / hands-on experience in the controls & automation spaceBachelor’s degree in electrical engineering, industrial technology, electronics technology, or a related technical disciplineOther degrees considered with relevant experienceDemonstrated success in building pipeline from zero or low baseline in new or underdeveloped regionsProven ability to identify opportunities early, influence specifications, and improve hit rateWorking knowledge of PLCs and automation systems, including:System architecture, I/O layout, and control philosophy developmentPLC migration and modernization from legacy platforms (e.g., PLC-5, SLC 500, Siemens S5/S7)Integration of PLCs with HMIs, SCADA, and plant networksBasic 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, FactoryTalk, etc.Industrial networking & protocols: EtherNet/IP, Modbus TCP, OPC UA, DNP3, ControlNetInstrumentation & Controls: loop diagrams, I/O systems, calibration, and field terminations, sensors, transmittersElectrical systems: LV and MV drives, relays, VFD/soft start systems, and protective schemesElectrical engineering fundamentals: load lists, cable routing, arc flash, and area classificationExcellent communication, presentation, and relationship-building skillsHighly self-motivated with strong organizational discipline and follow-throughWillingness to travel regionally (~50%) Preferred QualificationsExperience selling control system integration, modernization, or automation upgrades projectsExperience developing relationships with corporate engineering, maintenance, or capital project teamsUnderstanding of NFPA, IEEE, ISA, and PJM or NETA standardsExperience selling into semiconductor, advanced manufacturing, energy infrastructure marketsExperience working with or selling alongside EPCs, GCs, OEMs, or large industrial clientsExperience engaging with technical stakeholders and translating operational challenges into scoped opportunitiesStrong commercial acumen with the ability to prioritize high-value opportunities and manage long sales cyclesFamiliarity with UL508A panel fabrication, commissioning, and field services executionExisting network or relationships within Western U.S. industrial or infrastructure marketsTrack record of expanding geographic footprint or launching new territoriesProficiency with CRM tools (Salesforce, HubSpot, etc.) and Microsoft Office Additional Requirements:Must be able to pass a pre-employment drug test and periodic, unannounced random drug testsMust be able to pass a pre-employment criminal background checkMust have a valid driver’s license, and currently have and be able to maintain a good driving recordMust be eligible to work in the U.S. without need for employer-sponsored visa (work permit)