Director of TD Utility Sales

Director of Utility Sales – USA Utilities (T&D)

American Wire Group (AWG) is a leading provider of wire and cable, hardware, equipment and accessories for the solar, wind, battery energy storage, power utility, industrial, and data center markets. With decades of experience, we deliver high-performance products backed by engineering expertise, exceptional service, and dependable, on-time solutions. Our value-added offerings include custom cut-to-lengths, paralleling, reel recycling, and cable management services designed to streamline installation and reduce waste. Our team specializes in supply chain optimization, emergency response services, and project-specific support to meet the demands of complex infrastructure. We are proud to be Empowering A Better World as a trusted partner to the industries powering our future.

We are seeking a strategic, entrepreneurial Director of TD Utility Sales to lead AWG’s market entry and growth in the U.S. Utility Transmission & Distribution (T&D) sector, with a focus on driving direct sales, building key utility and EPC relationships, and developing a robust project pipeline across investor-owned, municipal, and cooperative utilities.

Key Responsibilities:

1. Market Development & Strategy

Develop and execute a U.S. Utility market entry and sales strategy for AWG’s T&D product portfolio.

Identify key utilities, EPCs, and infrastructure developers to target for direct engagement.

Map decision makers, engineering firms, and project influencers for specification and bid participation.

Build relationships with Utility engineering consultants, OEMs.

2. Business Development

Pursue direct sales opportunities for T&D solutions across investor-owned, municipal, and cooperative utilities.

Identify upcoming through platforms similar to IIR in collaboration with Marketing Team

Drive AWG’s value proposition around bundled solutions (poles + hardware + transformers + accessories).

3. Channel & Relationship Management

Evaluate and selectively onboard non-conflicting manufacturer reps where strategic.

Cultivate relationships with key Utility EPC firms

Collaborate with AWG’s utility wire & cable teams to cross-sell and align account strategy.

Represent AWG at trade shows, conferences, and customer visits to increase market presence.

4. Cross-Functional Collaboration

Work closely engineering to align customer requirements with manufacturing capabilities.

Provide market intelligence and competitive analysis to leadership.

90-Day Objectives

30 Days

Develop U.S. T&D market mapping — top  target utilities, EPCs, and engineering firms; assess current coverage and channel conflicts.

60 Days

Build and present a detailed go-to-market plan including regional strategy, target accounts, and engagement calendar.

90 Days

Generate first qualified project pipeline ($5M+) with active pursuits, RFPs, and specification inclusion opportunities.

Key Metrics of Success

Pipeline growth and new project pursuits initiated.

Number of direct utility/EPC relationships established.

Specifications or bid invitations secured for AWG T&D products.

Revenue growth and gross margin contribution from new accounts.

Reduction of dependency on distributor-driven sales channels.

Ideal Profile

10+ years of experience in utility infrastructure, transmission & distribution, or power equipment sales.

Proven track record in developing new markets or business units.

Established relationships with U.S. utilities, EPCs, and engineering firms.

Deep understanding of project-based sales cycles, RFQs, and specification processes.

Entrepreneurial mindset: self-starter, strategic thinker, and builder.

Excellent communication and executive presence with ability to represent AWG at high levels.

Benefits

AWG provides competitive salaries and hourly compensation. AWG offers eligible employees a full menu of benefits, including 401(k) (matched), health, dental, vision, life insurance, pre- and post-tax savings options, and paid time off. AWG rewards performance with quarterly bonuses and supports productivity with reimbursements for Wi-Fi, cell phone usage, and other approved business expenses. While working, the AWG team enjoys a safe, secure workspace that focuses on achieving maximum productivity. The company rewards those who show diligence and initiative about completing their tasks and welcomes innovative solutions and suggestions from the team.