<p>Key Responsibilities:</p> <p>Market Development & Prospecting</p> <ul> <li>Develop and execute a comprehensive market plan focused on contractor-driven opportunities within the data center market. </li><li>Drive top-down specification and positioning of AFL's product solutions at the contractor level. </li><li>Identify and engage contractors active in data center projects across the U.S. </li><li>Align AFL's product solutions with data center new builds, retrofits, and expansions. </li><li>Conduct joint sales calls with Sales Managers, Product Line Managers, and Field Engineers to support business objectives. </li><li>Maintain deep product knowledge to deliver consultative sales support. </li><li>Monitor competitive activity and market trends. </li><li>Represent AFL at national, regional, and local industry events. </li></ul> <p>Customer Relationship Management</p> <ul> <li>Build and maintain strong relationships with contractor decision-makers at all levels. </li><li>Serve as the primary point of contact, providing support and fostering long-term partnerships. </li><li>Set up and deliver in-person presentations, demonstrations, and site visits to showcase AFL's value. </li><li>Act as a trusted advisor by understanding contractor needs and ensuring AFL's offerings align. </li><li>Facilitate effective communication between customers and internal teams. </li></ul> <p>Sales Execution & Support</p> <ul> <li>Support active data center projects with product delivery, training, and issue resolution. </li><li>Own sales activities including outreach, presentations, and opportunity management within the key contractors. </li><li>Maintain pipeline accuracy through regular CRM updates and data management. </li><li>Ensure contractor projects align with AFL pricing, delivery, and quality standards. </li></ul> <p>Sales Reporting & Planning</p> <ul> <li>Report weekly/monthly on sales activities, pipeline progress, and market feedback. </li><li>Align strategic plans with organizational goals and collaborate with leadership on strategic initiatives. </li><li>Manage travel and expenses efficiently. </li><li>Escalate customer issues through appropriate channels to ensure resolution. </li></ul> <p>Market & Competitive Insights</p> <ul> <li>Monitor competitor activity, pricing trends, and customer needs. </li><li>Provide actionable feedback to internal teams for product and service improvements. </li><li>Continuously enhance product knowledge and sales skills through training and hands-on experience. </li><li>Share regular insights on contractor engagement and emerging project opportunities. </li></ul> <p>Qualifications:</p> <ul> <li>Bachelor's Degree in Business, Engineering, or related field preferred or commensurate experience </li><li>5+ years of outside sales experience, preferably in contractor engagement or data center markets. </li><li>Proven ability to build relationships at executive and field levels. </li><li>Strong communication, negotiation, and presentation skills. </li><li>Self-driven and effective in managing multiple accounts and priorities. </li><li>Familiarity with structured cabling, low-voltage contracting, or data center construction. </li><li>Working knowledge of optical products, fusion splicing, and testing fundamentals. </li><li>Industry certifications (e.g., BICSI, FOA) preferred. </li><li>Proficiency in Microsoft Office and Salesforce CRM. </li></ul> <p>Personal Attributes:</p> <ul> <li>High technical and business acumen with a consultative sales approach. </li><li>Self-motivated, organized, and effective in remote work environments. </li><li>Excellent listener and communicator with a customer focused mindset. </li><li>Resilient, adaptable, and solutions-oriented under pressure. </li><li>Team-oriented, collaborative, and emotionally intelligent. </li><li>Ability to influence cross-functional teams without direct authority. </li><li>Comfortable navigating ambiguity in a fast-paced environment. </li></ul> <p>Working Conditions:</p> <ul> <li>Environment: Office-based work environment. Hybrid or Remote. </li><li>Travel: ~50%+ required </li></ul>