Business Development Manager Energy

Job Description

Veolia North America Energy develops and delivers integrated energy infrastructure solutions including microgrids, behind-the-meter power generation, battery energy storage, and utility optimization services for clients in industrial, institutional, and mission-critical markets. These solutions help clients overcome grid interconnection delays, achieve peak shaving, improve resiliency, and optimize the performance of existing utility infrastructure.

The Director of Business Development is responsible for leading the full development cycle for long‑term operations and maintenance services and integrated project delivery. This includes qualifying opportunities in the post‑origination phase, setting commercial strategies, and directing project disciplines to structure and execute integrated agreements typically 5–20 years in duration and valued between $5M–$20M in annual revenue. The role ensures successful closing of opportunities by structuring reliable energy solutions that meet stringent client performance requirements.

• Serve as the primary focal point and ambassador for Veolia during customer engagement after initial origination, collaborating through a solutions development process to build a deep understanding of client needs, challenges, and value proposition. This includes proactively building and managing relationships with stakeholders across site-based operations, corporate engineering, project management, sourcing, and executive levels.
• Lead the full development lifecycle by defining the commercial development approach and structure, including pricing strategies, contract tenor (typically 5–20 years), risk allocation, and performance guarantees. Structure long‑term performance-based O&M, Design‑Build‑Own‑Operate (DBOO), and Public‑Private Partnerships, both directly and through strategic partners.
• Drive proposal strategy, RFI development, scope definition, pricing models, and customer presentations. Develop technical proposals in close collaboration with operations and manage due diligence, technical feasibility assessments, and audits to support firm, binding offers.
• Facilitate cross‑functional execution by serving as the central liaison for technical, operations, structuring, project management, finance, and legal teams throughout the sales process.
• Manage internal approval processes and coordinate functional groups such as finance, technical teams, and legal resources, driving risk management and developing mitigation strategies.
• Lead negotiation of commercial terms and closing of complex agreements in coordination with operations, legal teams, and senior management.
• Ensure successful progression of opportunities through the full development lifecycle to commercial close.

Education / Experience / Background

• Bachelor’s degree in engineering (or related field with equivalent commercial experience)
• 5 year minimum of business development experience in the Energy & Utilities Services industry
• Proven experience structuring long‑term service agreements, O&M contracts, DBOO project delivery, or Public‑Private Partnerships (PPP)
• 3+ years of direct client‑facing sales experience in industrial, institutional, and mission‑critical markets (e.g., data centers, healthcare)
• Strong experience in consultative and solution development processes, including reviewing, interpreting, and negotiating complex legal contracts with counsel

Knowledge / Skills / Abilities

• Technical knowledge of energy systems, including power generation, distribution, heating, cooling, combined heat and power, and battery systems, as well as Distributed Energy Resources (DER) and microgrid infrastructure
• Strong ability to build and manage relationships across stakeholders from site operations to executive leadership
• Excellent interpersonal, verbal, presentation, persuasive, and written communication skills
• Strong leadership and supervisory skills with a highly driven, team‑player mentality capable of fostering collaboration across internal disciplines and managing multiple deadlines.

• Ability to support 25%+ travel to customer locations…