Business Development Manager - Data Center

Carter Machinery Company, the authorized Caterpillar dealer serving Virginia, West Virginia, Maryland, Delaware and Washington D.C. is hiring a Business Development Manager – Data Center for their Carter Global Power Division in Richmond, Virginia. The Business Development Manager is responsible for originating, developing, and advancing distributed power generation opportunities across multiple end markets, including data center markets. The Business Development Manager focuses on customer engagement, opportunity qualification, and deal advancement for power generation solutions deployed in both grid-connected and behind-the-meter configurations.

The individual in this role partners closely with Commercial Engineering, Finance, Legal, and Operations to take projects from early lead through contract execution and handover.

• Originating, developing, and advancing distributed power generation opportunities across multiple end markets, including data center markets.
• Focusing on customer engagement, opportunity qualification, and deal advancement for power generation solutions deployed in grid-connected and behind-the-meter configurations.
• Partnering with Commercial Engineering, Finance, Legal, and Operations to take projects from early lead through contract execution and handover.

• Bachelor’s degree in Business, Engineering, Finance, or related field.
• Minimum nine years of experience in business development, sales, or commercial roles within power generation, energy infrastructure, or distributed energy.
• Experience with natural gas power generation, including turbines and/or reciprocating engines.
• Experience in data center markets.
• Experience supporting complex commercial negotiations.
• Financial modeling or project finance exposure.

• Thorough understanding of grid-connected and behind-the-meter power solutions.
• Strong customer-facing and relationship-building skills.
• Ability to manage multiple opportunities simultaneously in a fast-paced environment.
• Familiarity with long-term contracted solutions such as PPAs or Energy-as-a-Service.
• Ability to develop pipelines.
• Commercial and financial acumen.
• Excellent driving record.
• Must be willing to travel at least 50% to various jobsites, globally as needed.
• Ability to work collaboratively with engineering to develop technical solutions.
• Ability to define problems, collect data, establish facts and draw valid conclusions.
• Ability to engage in effective and persuasive discussions on complex topics with company personnel.
• Excellent written and oral communication skills.
• Attention to detail and strong organizational skills with the ability to prioritize, multi-task, and address issues quickly and professionally.
• Demonstrated ability to coordinate multiple competing tasks and demands.
• Software proficiency.
• Ability to interpret complex client needs and engage diverse stakeholders through verbal, written, and presentation skills.
• Demonstrated mediation and negotiation skills to resolve conflicts and align project outcomes with client, partner, and vendor expectations.
• Willingness to embrace a culture of iteration and feedback to drive process refinement and service excellence in collaboration with strategic partners.
• Commitment to promoting a positive client experience and upholding the Core Values of Integrity, Commitment, Excellence, and Teamwork.

Physical requirements include regularly sitting, talking or hearing; frequent standing, walking; use of hands to finger, handle, or feel; reaching with hands and arms. May occasionally lift and/or move up to 20 pounds. Specific vision abilities required include close vision, distance vision, and ability to adjust focus. This job description is not intended to be all-inclusive. Additional duties may be assigned.

• Health, dental and vision insurance.
• Paid time off.
• 401(k), $0.75 to $1.25 match up to 6%.
• Life and disability insurance.
• In-house training instructors/programs.
• Tuition reimbursement.
• Employee referral bonus program.
• Discounts: cellular phone service, computers, tooling, cars and trucks.
• Opportunities for overtime.
• Shift differential (if applicable).

Carter Machinery Co. Inc. is an EEO/AA Employer. All qualified individuals – including minorities, females, veterans, and individuals with disabilities, or any other characteristic protected by law – are encouraged to apply.

Carter Machinery is a drug-free workplace.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.