Utility Scale Solar - Business Development Manager

Baker Electric•Corona, CA

About The Position

The Business Development Manager – Substations / Utility Scale Solar is responsible for driving strategic growth for Baker Electric across three core markets: substation construction, full-scope EPC solar services for developers, and Balance of System solar services for existing and prospective EPC partners. This role will build and manage a qualified opportunity pipeline, strengthen relationships with utilities, developers, owners, and EPC firms / BOS opportunities, and position Baker Electric as a trusted partner from early-stage pursuit through contract award. The Business Development Manager will work closely with estimating, preconstruction, engineering, operations, and leadership to identify opportunities, shape competitive solutions, and secure profitable work aligned with the company’s growth objectives.

Requirements

Bachelor’s degree in Business Administration, Engineering, Construction Management, or a related field; equivalent relevant industry experience may be considered.
5+ years of business development, sales, preconstruction, estimating, or project development experience in substations, utility-scale solar, EPC, or BOS construction.
Proven success developing client relationships, building qualified pipelines, and securing profitable construction or EPC work.
Working knowledge of substation construction, solar project development, EPC delivery models, BOS scopes, procurement strategy, constructability, commissioning, and utility interconnection requirements.
Excellent communication, negotiation, and presentation skills.
Strong project management and organizational skills.
Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint) and CRM tools (Salesforce, etc.).

Nice To Haves

Established relationships with utilities, solar developers, owners, or EPC firms are strongly preferred.

Responsibilities

Develop and execute a business development strategy centered on substation construction, EPC solar services for developers, and BOS solar services for EPC partners.
Identify, qualify, and pursue substation opportunities with utilities, developers, owners, engineering firms, and other strategic partners.
Originate full-scope EPC solar opportunities with developers and position Baker Electric’s engineering, procurement, construction, commissioning, and project execution capabilities.
Expand the BOS solar portfolio by growing work with existing EPC clients and identifying additional EPC firms with needs aligned to Baker Electric’s construction capabilities.
Build and maintain relationships with utility representatives, solar developers, owners, engineering partners, and EPC decision-makers to create repeat and negotiated opportunities.
Maintain a disciplined pipeline of target accounts and projects, including pursuit stage, probability, anticipated award date, revenue potential, next actions, and internal support required.
Lead opportunity qualification and go/no-go discussions by evaluating strategic fit, client relationship, scope, schedule, risk, competition, and profitability.
Partner with estimating, preconstruction, engineering, procurement, operations, finance, and legal teams to develop competitive proposals, execution strategies, schedules, and commercial terms.
Lead client-facing pursuit activities, including discovery meetings, capability presentations, proposal reviews, negotiations, and handoff to project delivery teams.
Monitor substation and utility-scale solar market activity, including developer pipelines, EPC capacity needs, utility interconnection requirements, procurement constraints, and competitor positioning.
Provide regular pipeline forecasts and market updates to leadership and meet or exceed OG 10 targets for qualified opportunities, awards, revenue, and profitable backlog across the three focus areas.