Business Development Lead - Growth Management & Strategy, Senior Manager (Remote/Hybrid - US)

Energy Solutions - USA

7d•Hybrid

About The Position

The Business Development Lead works closely with VPs and Directors, across multiple Delivery Business Units (Energy Efficiency, Decarbonization, Distributed Energy Resources, Codes and Standards, and New Pilots and Emerging Technologies) to help grow and manage their business development pipelines. The Business Development Lead facilitates a consistent strategic vision, tactical execution, and rigorous compliance with company goals and standards across all phases of sales and opportunity development. They leverage their considerable business development expertise, program design skills, and industry expertise and relationships to influence and inform successful development of business opportunities across all stages of development. Energy Solutions operates as a predominantly remote workforce with offices in six different locations. Employees who reside within 40 miles of an office (except New York) will be assigned to that location, though in-office attendance requirements may vary by team.

Requirements

Bachelor’s degree required.
Minimum of 7 years of relevant work experience, demonstrating sustained impact across complex business development or consulting environments.
Advanced experience leading solution strategy and/or supporting complex sales efforts in regulated or utility‑focused markets, including pre‑RFP opportunity shaping and pursuit leadership.
Advanced experience working cross‑functionally with Product, Policy, Engineering, Marketing, IT, and Delivery teams to align solution design, pricing strategy, and execution feasibility.
Advanced capability in leading solution strategies or supporting a large volume of sales efforts in regulated or utility‑focused markets, including shaping offerings and influencing pursuit direction.
In‑depth functional knowledge of energy efficiency programs, utility procurement processes, and market dynamics, with the ability to apply this knowledge to complex, high‑impact opportunities.
Demonstrated influence capability to shape pipeline development and pursuit strategy through analysis, recommendations, and cross‑functional alignment (without final decision authority).
Advanced financial and strategic thinking skills, including pricing strategy development, budget tradeoff analysis, and evaluation of risk, value, and delivery considerations.
Demonstrated experience building and maintaining industry and client relationships that contribute to pipeline growth and repeat/expansion work.

Nice To Haves

Master’s degree.
Relevant energy/utility credentials (e.g., CEM, PMP, or similar) preferred
Experience mentoring or coaching junior staff on proposal development, pricing/budget inputs, and business development processes (without formal supervisory responsibility).
Deep understanding of utility/regulated market structures, procurement approaches (e.g., RFP/RFQ), and common program models in energy efficiency and demand-side management.
Skilled cross‑functional influence and stakeholder alignment (Delivery, Product, Policy, Finance, and SMEs), including facilitation of decision points and tradeoff conversations.

Responsibilities

Develop and manage, in collaboration with Delivery Business Units, 3-year business development plans to direct managed and intentional growth. Management includes supporting execution of tactics and quarterly updates to plans.
Lead solution design to support growth priorities across Energy Solutions’ portfolio, including shaping opportunities prior to RFP release.
Build, manage, and support the advancement of a pipeline of new and expansion opportunities through market cultivation and industry relationships.
Identify and summarize market opportunities, emerging client needs, and solution gaps to inform pursuit planning and go-to-market strategies.
Partner with cross functional teams to gather input and align solution components early—before RFP release—where possible.
Maintain and manage pipeline and forecasts for assigned business unit leveraging using Salesforce, ERP, and internal dashboards and reporting.
Support proposal development for a high volume of assigned pursuits, to ensure that bids are competitive, compliant, and differentiated.
Ensure that sales strategy and win themes developed in earlier stages of opportunity development are consistently voiced in the proposal.
Leveraging direction from Business Unit leaders, subject matter experts, and service design standards, shape and coordinate program design, solution narratives, value propositions, tradeoff analyses, and pricing and budget strategies for proposals in collaboration with Business Development, Product, and Delivery teams.
Validate that solution designs align with client objectives, regulatory requirements, delivery capabilities, and company financial targets for each Business Unit.
Advise and coach delivery team staff on proposal budgets and business development processes, including pursuit planning, development timelines, and quality standards.
Support client discussions, presentations, and clarification responses throughout the solicitation process.
Partner with Delivery teams to ensure solutions are executable, scalable, and positioned for successful implementation.
Collaborate with Product and Policy teams to incorporate product evolution, regulatory context, and market rules into solution design.
Lead pursuit timelines and milestones, including coordinating workstreams across proposal, solution design, and pricing activities.
Maintain solution integrity from early strategy through proposal submission and transition to delivery.
Support clean handoffs to Delivery teams to finalize scope, assumptions, risks, pricing rationale, and implementation approach as won pursuits transition from sales into contracting and implementation.