Technical Business Development - Industrial & Infrastructure Solutions

Technical Business Development – Industrial & Infrastructure Solutions

About Cable Ways

Cable Ways Ltd is a New Zealand-owned designer and manufacturer of equipment cabinets and enclosure solutions based in Avondale, Auckland. For more than 38 years, we have supplied practical, durable solutions for New Zealand conditions across electrical, telecommunications, water, transport, data and other infrastructure applications.

We manufacture both standard and customised solutions. Some customer solutions can be met from our existing range; others require customise solution, developed with our Design and Production teams.

About the role

This is a technical hunter business development role focused on creating new business from the ground up. There is no ready-made pipeline: you will research markets and projects, identify the right organisations and decisionmakers, make the first approach and build your own opportunities.

Most prospecting will be office-based using phone, email, LinkedIn, our website and professional networks. Customer meetings and site visits will be arranged where useful to understand requirements and progress opportunities.

You do not need to design every solution yourself, but you need enough technical understanding to ask sensible questions, recognise a genuine application and communicate confidently with engineers, contractors and other technical customers. Where a standard Cable Ways product fits, you should be able to identify and discuss it. Where a customised solution is needed, you will gather the requirements and work with our Design, Production and Management teams to develop the solution and quotation.

What you'll do

• Develop a practical understanding of Cable Ways products, applications and target industries.

• Research and identify new customers, projects, contractors, consultants, councils, integrators, utilities and other organisations that could use Cable Ways products.

• Identify relevant technical and commercial decision-makers and create relationships through outbound calls, email, LinkedIn and professional networks.

• Understand what the customer needs to install, protect or house, including equipment, dimensions, mounting, access, ventilation, power and environmental requirements.

• Identify suitable standard products where available and recognise when a customised solution or specialist technical input is required.

• Work with Design, Production and Management to develop technically appropriate and commercially usable solutions and quotations.

• Present proposed solutions at an appropriate level, follow up quotations and address customer feedback, objections, timing and commercial considerations.

• Progress qualified opportunities towards orders and maintain accurate CRM records covering contacts, requirements, quotations and follow-up actions.

Applications you may work with

• Electrical & power: switchboard enclosures, single- and three-phase applications, automatic changeover, UPS and battery systems.

• Control & automation: process-control enclosures, VSDs, pumps and associated control equipment.

• Telecommunications & fibre: rack-mounted equipment, ONT active cabinets, fibre distribution nodes, cellular and radio equipment.

• Energy storage: VRLA and LFP battery cabinets and incremental storage solutions.

• Transport & infrastructure: traffic-control cabinets supporting ITS, VMS, lighting and other infrastructure equipment.

• Water & infrastructure**:** Rain-gauge and remote-monitoring cabinets, water monitoring and control applications, and enclosure solutions supporting councils, utilities and infrastructure contractors.

• Data centres: Equipment and infrastructure cabinets supporting network, power, UPS/battery, monitoring and associated data-centre systems.

Part of the role is identifying new applications and markets where Cable Ways' cabinet and enclosure capability could provide a solution.

What we're looking for

• A genuine hunter mentality: proactive, curious and comfortable approaching people you do not know, creating relationships from a cold start and building your own pipeline.

• Relevant experience in electrical or electrical equipment contracting, industrial automation or process control, technical field service, technical or industrial sales, infrastructure, or a related environment.

• An engineering degree is not essential, but you must be technically curious, able to learn how equipment and applications work, and comfortable discussing practical requirements with technical customers.

• Excellent verbal and written English, with the ability to communicate confidently in commercial, technical and relationship-building conversations.

• The ability to ask sensible technical questions and understand drawings, specifications and technical information at a practical level, or demonstrate the ability to learn.

• Persistent and disciplined follow-up without being pushy, together with strong organisation and CRM discipline.

• The ability to work independently while involving Design and Production when deeper technical expertise is required, and to balance technical understanding with commercial awareness.

• Experience with equipment cabinets, electrical enclosures, switchboards, telecommunications, automation, infrastructure or similar engineered products would be valuable.

• A full New Zealand driver licence.

How success looks

We are looking for quality opportunities, not simply a long list of names. Success will be measured by your ability to move new business through the following stages:

• Qualified technical contacts: Relevant people in target organisations, with useful information recorded in the CRM.
• Qualified opportunities: Genuine customer requirements with enough technical and commercial information for Cable Ways to assess the application.
• Quality quotations: Technically appropriate, commercially usable quotations responding to genuine customer requirements.
• Progress towards orders: Disciplined follow-up and collaboration with the wider Cable Ways team to convert suitable opportunities into confirmed business.

Performance against these measures will be assessed based on accurate and up-to-date CRM records.

To apply

Please send your CV and a brief cover letter outlining:

• Your relevant technical and/or business development experience and its duration.

• The types of customers or technical environments you have worked with.

• An example of how you created a new business opportunity from scratch.

• Why this technical new-business development role appeals to you.

• Your availability.