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

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 Solutionsoperatesas apredominantly remoteworkforce with offices insix different locations. Employees whoresidewithin 40 miles of an office (except New York) will be assigned to that location, though in-office attendance requirements may vary by team.

Responsibilities include but are not limited to:

Business DevelopmentStrategy & Pipeline Development

• Develop and manage, in collaboration with Delivery Business Units, 3-year business development plans to directmanaged and intentional growth.Management includes supporting execution of tactics andquarterly updates to plans.
• Lead solution design to support growth priorities across EnergySolutions'portfolio, including shaping opportunities prior to RFP release.
• Build, manage, andsupport theadvancement ofa pipeline of new and expansion opportunities through market cultivation and industry relationships.
• Identifyand 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 managepipelineand forecasts for assigned business unitleveragingusing Salesforce, ERP, and internal dashboards and reporting.

Proposal Development & Support

• Support proposal development for a high volume of assigned pursuits,to ensure thatbidsare 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, shapeand coordinateprogram design, solutionnarratives, value propositions,tradeoff analyses,and pricing and budget strategiesfor proposalsin collaboration with Business Development, Product, and Delivery teams.
• Validate that solution designs align with clientobjectives, regulatory requirements, delivery capabilities, andcompany financial targets for each Business Unit.
• Adviseand coachdelivery teamstaff on proposal budgets and business development processes, includingpursuitplanning, development timelines, and quality standards.
• Support client discussions, presentations, andclarificationresponses throughout the solicitation process.

Cross-Functional Collaboration

• 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.
• Leadpursuittimelines 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 tofinalizescope, assumptions, risks, pricing rationale, and implementation approachaswonpursuits transition from sales into contracting and implementation.

Minimum Qualifications:

• Bachelor'sdegreerequired.
• Minimum of7years of relevant work experience,demonstratingsustained impact across complex business development or consulting environments.
• Advanced experience leading solution strategy and/or supporting complex sales efforts in regulated or utilityfocused markets, including preRFP opportunity shaping and pursuit leadership.
• Advanced experience working crossfunctionally 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 utilityfocused markets, including shaping offerings and influencing pursuit direction.
• Indepth functional knowledge of energy efficiency programs, utility procurement processes, and market dynamics, with the ability to apply this knowledge to complex, highimpact opportunities.
• Demonstrated influence capability to shape pipeline development and pursuit strategy through analysis, recommendations, and crossfunctional 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 andmaintainingindustry and client relationships that contribute to pipeline growth and repeat/expansion work.

Preferred Qualifications:

• 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 crossfunctional influence and stakeholder alignment (Delivery, Product, Policy, Finance, and SMEs), including facilitation of decision points and tradeoff conversations.

The target compensation for this role is $132,146 - $158,670 based on experience and qualifications.