Business Development Manager – Data Center Contractor Segment

Key Responsibilities:

Market Development & Prospecting

• Develop and execute a comprehensive market plan focused on contractor-driven opportunities within the data center market.
• Drive top-down specification and positioning of AFL’s product solutions at the contractor level.
• Identify and engage contractors active in data center projects across the U.S.
• Align AFL’s product solutions with data center new builds, retrofits, and expansions.
• Conduct joint sales calls with Sales Managers, Product Line Managers, and Field Engineers to support business objectives.
• Maintain deep product knowledge to deliver consultative sales support.
• Monitor competitive activity and market trends.
• Represent AFL at national, regional, and local industry events.
  
  

Customer Relationship Management

• Build and maintain strong relationships with contractor decision-makers at all levels.
• Serve as the primary point of contact, providing support and fostering long-term partnerships.
• Set up and deliver in-person presentations, demonstrations, and site visits to showcase AFL’s value.
• Act as a trusted advisor by understanding contractor needs and ensuring AFL’s offerings align.
• Facilitate effective communication between customers and internal teams.
  
  

Sales Execution & Support

• Support active data center projects with product delivery, training, and issue resolution.
• Own sales activities including outreach, presentations, and opportunity management within the key contractors.
• Maintain pipeline accuracy through regular CRM updates and data management.
• Ensure contractor projects align with AFL pricing, delivery, and quality standards.
  
  

Sales Reporting & Planning

• Report weekly/monthly on sales activities, pipeline progress, and market feedback.
• Align strategic plans with organizational goals and collaborate with leadership on strategic initiatives.
• Manage travel and expenses efficiently.
• Escalate customer issues through appropriate channels to ensure resolution.
  
  

Market & Competitive Insights

• Monitor competitor activity, pricing trends, and customer needs.
• Provide actionable feedback to internal teams for product and service improvements.
• Continuously enhance product knowledge and sales skills through training and hands-on experience.
• Share regular insights on contractor engagement and emerging project opportunities.

Qualifications:

• Bachelor’s Degree in Business, Engineering, or related field preferred or commensurate experience
• 5 years of outside sales experience, preferably in contractor engagement or data center markets.
• Proven ability to build relationships at executive and field levels.
• Strong communication, negotiation, and presentation skills.
• Self-driven and effective in managing multiple accounts and priorities.
• Familiarity with structured cabling, low-voltage contracting, or data center construction.
• Working knowledge of optical products, fusion splicing, and testing fundamentals.
• Industry certifications (e.g., BICSI, FOA) preferred.
• Proficiency in Microsoft Office and Salesforce CRM.

Personal Attributes:

• High technical and business acumen with a consultative sales approach.
• Self-motivated, organized, and effective in remote work environments.
• Excellent listener and communicator with a customer focused mindset.
• Resilient, adaptable, and solutions-oriented under pressure.
• Team-oriented, collaborative, and emotionally intelligent.
• Ability to influence cross-functional teams without direct authority.
• Comfortable navigating ambiguity in a fast-paced environment.

Working Conditions:

• Environment: Office-based work environment. Hybrid or Remote.

• Travel: ~50% required