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Regional Business Development Director – Gas and Utilities

Position Summary

The Regional Business Development Director is responsible for driving growth by acquiring new customers within the gas and utility markets in an assigned geographic region. This quota-bearing role will identify, develop, and convert high-potential prospects into new customer relationships for Congruex.

This is a market-facing, new-business development role for a proactive sales leader with an established professional network among gas and utility companies and demonstrated experience selling engineering, construction, and infrastructure services within these sectors. The Director will use existing relationships to open doors, identify projects early, and quickly convert qualified opportunities into profitable sales.

Key Responsibilities

New Customer Acquisition

• Develop and execute a regional business development plan focused on acquiring new logos within the assigned market.
• Identify and prioritize target customers that align with Congruex’s capabilities, geographic footprint, and growth strategy.
• Build relationships with prospective customers and key decision-makers through direct outreach, referrals, industry events, and local market engagement.
• Create awareness of Congruex's engineering, construction, program management, and related infrastructure capabilities among gas and utility customers.
• Qualify opportunities based on strategic fit, scope, timing, funding, competitive position, execution feasibility, and profitability.

Market Development

• Develop a strong understanding of the regional gas and utility market, including customer capital plans, infrastructure expansion and modernization programs, procurement cycles, regulatory and permitting requirements, and competitive dynamics.
• Build and maintain relationships with gas and utility companies, municipal utilities, utility cooperatives, engineering firms, general contractors, and other market participants that may generate direct or referral opportunities.
• Identify upcoming capital and construction projects before formal bid or procurement processes begin.
• Maintain a defined list of target accounts and regularly update account-specific pursuit strategies.
• Represent Congruex at regional gas and utility conferences, trade association meetings, customer events, and networking activities.

Opportunity Development and Conversion

• Lead early-stage customer conversations to understand business needs, project requirements, buying processes, and decision criteria.
• Coordinate with operations, estimating, engineering, commercial solutions, legal, and executive leadership to develop competitive and executable customer solutions.
• Facilitate customer introductions, discovery meetings, capability presentations, site visits, and proposal discussions.
• Support proposal development, pricing strategy, contract negotiations, and commercial approvals.
• Maintain ownership of each opportunity through qualification, proposal, negotiation, and award.
• Ensure an effective transition of newly acquired customers and awarded projects to the appropriate operational and account-management teams.

Pipeline and Performance Management

• Maintain accurate and timely prospect, contact, activity, opportunity, and forecast information in the CRM.
• Build and manage a healthy pipeline sufficient to achieve assigned new-logo and sales quotas within the gas and utility market.
• Track performance against defined business development objectives and adjust regional pursuit strategies as needed.
• Follow established sales governance, approval, and reporting processes.

Performance Measures

Success in this role will be measured primarily by:

• Number of qualified new logos acquired
• New sales bookings from new customers
• Qualified pipeline created
• Pipeline-to-award conversion rate
• Revenue and gross margin generated from newly acquired accounts
• Progression of target accounts through the sales funnel
• Accuracy and quality of CRM and forecast information
• Effectiveness of new-customer handoffs to operations and account management

Qualifications

• Five or more years of business development or sales experience serving gas and utility companies.
• Demonstrated success selling engineering, construction, and infrastructure services to gas and utility customers and converting prospects into revenue-generating accounts.
• Established professional network within the gas and utility market, including relationships with key decision-makers, influencers, and procurement stakeholders.
• Demonstrated ability to leverage existing relationships to secure customer access and quickly develop qualified opportunities.
• Ability to understand customer requirements and coordinate technical, operational, and commercial resources.
• Strong communication, relationship-building, presentation, and negotiation skills.
• Disciplined approach to account planning, pipeline management, and CRM utilization.
• Ability to operate independently while working effectively across multiple internal functions.
• Willingness to travel regularly throughout the assigned region.

Core Competencies

• New-business development
• Prospecting and relationship building
• Regional market knowledge
• Customer and opportunity qualification
• Consultative selling
• Commercial judgment
• Pipeline management
• Cross-functional coordination
• Negotiation and influence
• Accountability for results

Congruex Culture & Benefits:

Congruex’s culture of safety and performance is built on the 4X Factor core values of Be Safe, Be Accountable, Be Respectful, and Earn Trust. These values guide how we work with one another and how we interact with our customers.

We are committed to building a workplace where employees feel supported and recognized. We invest in employees through a comprehensive approach, including the benefits below with eligibility on Day 1 of employment:

• Medical, Dental & Vision benefits with 70% paid by the company
• 401(k) with company match up to 4% and immediate vesting
• Flexible PTO for exempt roles & competitive PTO accrual for non-exempt roles
• 10 company paid holidays (9 standard and 1 floating)
• Company Paid Short-Term and Long-Term Disability coverage
• Company Paid Maternity & Parental Leave options
• Company Paid Basic Life Insurance (with employee paid voluntary options)
• Annual Safety Boot Program of up to $150 per eligible field employee per year
• Safety Points Program for eligible field employees redeemable in the company store
• Free wellness benefits like counseling, financial planning, and more

Additional Employment Information:

We will determine salary based on skills and experience in relation to the function of the role, as well as equity to employees in similar roles. Some benefits have eligibility criteria. All requirements are subject to possible modification to reasonably accommodate individuals with disabilities.

This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. This document does not create an employment contract, implied or otherwise, other than an “at-will” employment relationship. Conditions to hiring may include but are not necessarily limited to background checks and drug testing.