Contractor Business Development Manager

Reports to: General ManagerPosition Type: Full-TimeTerritory: Northern Virginia or MarylandTravel: Extensive travel throughout assigned territoryPosition OverviewFRM Electrical is seeking a motivated, relationship-driven Contractor Business Development Manager to expand our presence with electrical contractors, general contractors, and end users throughout our territory. This position is focused exclusively on developing contractor and end-user relationships, influencing product specifications, identifying project opportunities, and creating demand for FRM's manufacturer partners. Unlike traditional manufacturer representative sales positions, this role has no distributor account management responsibilities. The primary objective is to engage individuals and organizations that influence, specify, and ultimately determine which electrical products are used on construction projects.The ideal candidate has strong relationships within the electrical construction industry, understands the construction process, and can identify opportunities early to drive product adoption and long-term revenue growth.Key ResponsibilitiesContractor & End-User Development• Build and maintain relationships with electrical contractors, general contractors, project managers, estimators, purchasing teams, and key decision-makers.• Develop relationships with end users, facility owners, and engineering teams who influence product selection.• Identify and target high-potential contractor accounts throughout the territory.• Conduct regular contractor meetings, jobsite visits, product presentations, and training sessions.• Establish FRM and our manufacturer partners as trusted resources throughout the construction process.Specification Influence & Demand Creation• Engage contractors early in the design, estimating, and preconstruction phases to influence product selection.• Position FRM-represented manufacturers as preferred solutions for upcoming projects.• Identify opportunities to convert competitive products to FRM's manufacturer partners.• Drive new product adoption through contractor education, demonstrations, and technical support.• Create demand that generates incremental sales through electrical distribution.Project Development & Opportunity Management• Identify and track major construction projects from initial planning through material procurement.• Develop a strong pipeline of contractor-driven opportunities across commercial, industrial, institutional, and data center markets.• Work with contractors to identify product needs, solve challenges, and influence purchasing decisions.• Collaborate with FRM's internal sales team and manufacturer partners to execute opportunities.• Provide market intelligence on competitor activity, construction trends, and upcoming projects.Manufacturer Engagement• Develop expertise across FRM's electrical product portfolio, including wire and cable, conduit, electrical infrastructure, and power distribution.• Coordinate joint contractor calls, product training, and technical presentations with manufacturer partners.• Identify opportunities to expand manufacturer market share within targeted contractor accounts.• Provide manufacturers with feedback on market opportunities, competitive positioning, and product needs.Position Focus• This is a 100% contractor and end-user-facing position.• No distributor account management or branch coverage responsibilities.• No distributor sales quotas, inventory management, or routine counter days.• Primary focus is contractor relationships, specification influence, project development, and demand creation.• FRM's existing territory sales team will manage distributor relationships and coordinate fulfillment of contractor-driven opportunities.Qualifications• Experience in outside sales, business development, or account management within electrical construction or a related industry.• Strong relationship-building, communication, and presentation skills.• Ability to engage contractor leadership, project managers, estimators, and field personnel.• Self-motivated, entrepreneurial mindset with the ability to work independently.• Strong organizational skills and willingness to travel extensively.• Established relationships with electrical contractors throughout Maryland and Northern Virginia.• Experience working for an electrical contractor, electrical manufacturer, or manufacturer's representative.• Knowledge of electrical construction materials, particularly wire and cable, conduit, and power distribution equipment.• Experience influencing specifications, developing project opportunities, and converting competitive products.• Familiarity with commercial, industrial, and data center construction markets.Performance Expectations• Success will be measured by the ability to create measurable demand and generate incremental business through: • Development of new contractor and end-user relationships. • Number and value of projects identified and influenced. • Successful specification wins and competitive product conversions. • Growth in contractor-driven sales and manufacturer market share. • Quality and progression of the project opportunity pipeline.Our goal is simple: Get involved earlier, influence product decisions, and create demand that drives long-term growth