Business Development Manager

Job Description

Job Description

Concord Energy Services, a division of Concord Engineering Group, Inc., is seeking a seasoned and strategic Business Development Manager to expand our commercial energy advisory, commodity procurement, and value-added services business. This is a senior individual-contributor role for an accomplished producer who can independently originate, develop, and close sophisticated commercial energy opportunities. The successful candidate will combine strong relationship-building and closing skills with a practical understanding of electricity and natural gas markets, utility structures, contracting strategies, and client risk-management needs.

The Business Development Manager will own a portfolio of prospects and clients, develop market and account strategies, and collaborate with Concord’s operational team to deliver customized energy advisory and procurement solutions. This position is not responsible for managing a sales team, although the individual is expected to contribute market insight, share best practices, and collaborate effectively with colleagues.

As the Business Development Manager, you will have the opportunity to:

• Join an established energy advisory organization with capabilities spanning electricity and natural gas procurement, energy market strategy, utility and tariff analysis, demand response, utility bill auditing, sustainability advisory, and related consulting services.
• Leverage Concord’s pricing, and operational resources to deliver sophisticated, client-specific energy strategies.
• Build and manage a meaningful recurring-revenue portfolio with autonomy, senior-management access, and uncapped earning potential.
• Work across deregulated energy markets, with a focus of increasing revenue within PJM, MISO, NYISO, ERCOT, and/or CAISO, subject to applicable licensing and business requirements.

RESPONSIBILITIES:

Business Development & Revenue Growth

• Originate, develop, negotiate, and close new commercial energy advisory and procurement engagements with medium and large commercial, industrial, institutional, healthcare, real estate, hospitality, manufacturing, data center, and public-sector clients.
• Leverage an established professional network, industry relationships, referral sources, and disciplined prospecting to build a high-quality pipeline of qualified opportunities.
• Develop new business through existing relationships, referrals, strategic partnerships, targeted outreach, conferences, industry organizations, and other appropriate channels.
• Meet or exceed annual new-business, gross-revenue, and portfolio-growth objectives while maintaining a balanced pipeline across near-, mid-, and long-term opportunities.
• Protect and expand recurring revenue through renewals, cross-selling, upselling, and expansion into additional facilities, commodities, markets, and advisory services.

Strategic Energy Advisory & Market Expertise

• Serve as a credible strategic advisor to C-suite executives, finance leaders, facility and operations professionals, sustainability teams, and procurement stakeholders.
• Translate wholesale and retail market conditions, regulatory developments, utility tariffs, supplier structures, and risk factors into clear, practical client recommendations.
• Conduct consultative discovery regarding load characteristics, budget objectives, risk tolerance, operational requirements, sustainability priorities, resiliency needs and contracting preferences.
• Develop tailored solutions involving fixed and index products, layered or structured purchasing strategies, electricity and natural gas procurement, basis and commodity risk, demand response, utility bill auditing, renewable energy options, and other value-added advisory services.
• Monitor market fundamentals, regulatory changes, supplier capabilities, competitive offerings, and evolving client needs to identify timely business opportunities and differentiated solutions.
• Provide management with useful market intelligence and recommendations regarding target industries, geographic opportunities, products, partnerships, and client needs.

Complex Sales Execution & Client Management

• Manage complex, multi-stakeholder sales cycles from initial qualification through data collection, strategy development, proposal, negotiation, contracting, implementation, and renewal.
• Prepare and deliver compelling executive-level presentations, proposals, account strategies, and business cases that communicate financial, operational, and risk-management value.
• Navigate objections, incumbent relationships, competitive procurements, and complex contracting requirements to advance and close opportunities.
• Coordinate with internal procurement, market analytics, operations, and management teams to ensure proposed solutions are accurate, executable, competitive, and profitable.
• Maintain ownership of strategic client relationships and remain actively involved throughout implementation, ongoing service, issue resolution, and renewal planning.
• Maintain high client satisfaction and retention by providing responsive communication, informed advice, and reliable follow-through.

Pipeline, Forecasting & Commercial Discipline

• Maintain complete and timely CRM records for prospects, opportunities, activities, proposals, expected revenue, contract status, and next actions.
• Develop written account plans and realistic probability-weighted forecasts and participate in regular pipeline and performance reviews.
• Evaluate opportunities for strategic fit, revenue quality, profitability, likelihood of close, implementation complexity, and long-term client value.
• Coordinate effective handoffs to operations and remain accountable for the quality of the overall client experience.
• Work independently, manage priorities effectively, and consistently follow through on commitments without requiring day-to-day sales supervision.

REQUIREMENTS

• Five or more years of successful B2B sales or business development experience in commercial retail energy, energy consulting, electricity or natural gas procurement, energy management, or a closely related field.
• Demonstrated success originating and closing complex commercial energy transactions and consistently meeting or exceeding meaningful revenue goals.
• An established and credible network of commercial energy buyers, referral partners, or industry relationships capable of supporting near- and long-term business development, subject to all legal and contractual obligations.
• Strong working knowledge of deregulated electricity and natural gas markets, supplier structures, pricing products, contracting practices, and market risk.
• Experience in one or more major competitive energy markets such as PJM, NYISO, MISO, ERCOT, or CAISO; multi-market experience is preferred.
• Ability to understand and explain market fundamentals, utility tariffs, load data, energy pricing and billing, risk-management concepts, and regulatory developments.
• Executive presence and excellent consultative selling, presentation, negotiation, relationship-management, and closing skills.
• Strategic, commercially minded, self-directed, resilient, accountable, and comfortable operating with a high degree of autonomy.
• Strong CRM, pipeline management, forecasting, account planning, and written communication skills.
• Ability and willingness to travel for client meetings, industry events, and internal collaboration as needed.

PREFERRED QUALIFICATIONS

• Experience selling a broader suite of strategic energy services such as utility bill auditing, demand response, sustainability or decarbonization advisory, renewable energy options, energy risk management, and utility or tariff consulting.
• Experience serving sophisticated multi-site clients, large energy users, data centers, healthcare systems, manufacturers, real estate portfolios, or institutional accounts.
• Demonstrated success developing a new territory, vertical market, referral channel, or service offering.
• Bachelor’s degree in business, finance, energy, economics, or a related field; equivalent relevant industry experience will be considered.

WORK LOCATION:

Remote or hybrid, depending on candidate location and business needs. Regular travel is required for strategic client meetings, conferences, relationship development, and internal collaboration. The candidate must reside in, or be able to effectively serve, one or more of Concord’s target deregulated energy markets.

BENEFITS

• Competitive base salary and bonus potential
• Medical, dental, life, and short/long-term disability insurance
• Generous 401(k) match
• Generous vacation
• Generous Paid Time Off (PTO)
• Paid company holidays
• Summer hours half day Fridays
• Flexible hours
• Employee development and growth opportunities

COMPENSATION

The salary range for this position is $100,000 to $160,000 with actual salary based on experience. This position will also have an uncapped commission potential, with top performers having the potential to earn well above their base salary.