Business Development Manager, Power Generation & Data Infrastructure Fabrication

Crenlo Engineered Cabs•Bentonville, AR

About The Position

As Business Development Manager for Engineered Enclosures and Power Infrastructure, you will build Crenlo's position in power generation, utility and grid infrastructure, and data center power infrastructure. This is a new-account sales role focused on opening doors with OEMs, packagers, EPCs, developers, and integrators; qualifying work that fits Crenlo's fabrication, welding, and finishing capabilities; and closing programs that bring new volume into its plants, starting with Greeneville, Tennessee. The product family includes engineered steel enclosures, control and relay houses, e-house and switchgear structures, genset and turbine packaging enclosures, and related heavy weldments. The role will present Crenlo's experience building sealed, welded, painted, and wired steel structures to prospective customers and develop opportunities in markets where Crenlo does not yet have a meaningful presence. The position requires an established network in the target markets, ownership of prospecting and pipeline development, and the ability to work through long sourcing and supplier-qualification cycles. The Business Development Manager reports directly to the Vice President of Sales and works with plant leadership, engineering, estimating, and operations. Crenlo expects employees in this role to use AI and analytics tools in prospecting, research, market analysis, and pursuit preparation, while verifying outputs before use or sharing. Success is measured by new-account activity, qualified pipeline, awarded programs, vendor approvals, margin and revenue-per-production-square-foot criteria, quote win rate, clean award-to-launch handoffs, and accurate Salesforce records. The first-year 2027 awarded-value target is $30 million: $12 million in power generation, $15 million in utility and infrastructure, and $3 million in data center infrastructure. The position is based in or near Bentonville, Arkansas, or requires willingness to relocate there, and involves 60–80% travel.

Requirements

Bachelor's degree in Business, Engineering, or a related field, or equivalent experience.
At least 7 years of B2B sales or business development in power generation, utility and grid infrastructure, or data center markets, with a record of opening new accounts.
Background with an enclosure, e-house, control house, or modular power building manufacturer; a contract fabricator or manufacturer serving power and electrical equipment OEMs; or an EPC, developer, or manufacturers' representative firm in these markets.
An active network of decision makers and influencers at OEMs, packagers, EPCs, utilities, or data center developers that can be used immediately.
Record of meeting or exceeding new-business quotas, with awarded programs that can be identified and sized.
Experience selling engineered-to-order or custom-fabricated steel products and ability to read drawings, specifications, and cost breakdowns.
Experience navigating approved vendor lists, supplier qualification, and long sourcing cycles.
Experience using Salesforce CRM for pipeline management, forecasting, and reporting.
Excellent written and verbal communication, presentation, and negotiation skills, including at the executive level.
Demonstrated use of AI tools in a commercial or business setting, or clear evidence of rapid, self-directed learning of new technology.
Based in, or willing to relocate to, the Bentonville, Arkansas area.
Ability to travel 60–80% of the time.
Demonstrated hunter mentality, self-motivation, commercial judgment, ability to influence without authority, and executive communication skills.
Ability to use AI critically for research, analysis, and preparation, and to learn new tools quickly.
Ability to exemplify and embrace Crenlo's values and principles.

Nice To Haves

Working knowledge of UL 508A, NEMA enclosure ratings, IEEE standards, and utility or data center specification practices.
Familiarity with a value-based selling methodology, such as Force Management Command of the Message.

Responsibilities

Build and work a prioritized target list of OEMs, packagers, EPCs, developers, and integrators across power generation, utility and grid infrastructure, and data center power.
Develop new accounts through an existing network and weekly outbound prospecting; lead discovery meetings and secure Crenlo's qualification and approved-vendor status.
Build and maintain a pipeline sufficient to achieve the annual awarded-value target despite long sourcing and qualification cycles.
Map account decision makers, influencers, and sourcing authorities, and build relationships across engineering, sourcing, project, and executive levels.
Track market demand, capacity, sourcing trends, and competitor capabilities, and identify where Crenlo can compete on capability, lead time, and cost.
Communicate customer requirements, expected certifications and standards, and competitive needs to leadership, engineering, and operations.
Plan and lead Crenlo's participation in industry events, including POWERGEN International, DistribuTECH, and Data Center World, and convert event activity into qualified meetings and RFQs.
Lead RFQs with estimating, engineering, and plant teams from drawing review through quote submission.
Set pursuit pricing strategy and screen opportunities against revenue-per-square-foot benchmarks and the margin floor before quoting.
Make and defend early go/no-go decisions, including declining opportunities that do not fit Crenlo's capabilities or commercial criteria.
Negotiate commercial terms within approved authority and escalate specified pricing, margin, policy, tooling, no-quote, volume, or terms decisions to the Vice President of Sales.
Develop relationships with EPCs, manufacturers' representatives, integrators, and developers who can specify Crenlo or introduce it to projects; establish partner arrangements within approved terms and set pipeline and activity expectations.
Secure plant and engineering buy-in before quoting, including agreement on capacity, finishing, and lead times.
Coordinate award-to-launch handoffs, documenting program requirements, customer contacts, and commitments for the receiving plant and account team.
Report pipeline, forecast, and pursuit status to the Vice President of Sales weekly and raise risks early.
Maintain target lists, contact maps, opportunities, quotes, and forecasts in Salesforce.
Use Crenlo's AI and analytics tools for account research, market analysis, and customer-facing preparation, verifying outputs before use or distribution.