Business Development Manager, ESCO

By National Association of Energy Service Companies | NAESCO

Aeroseal is seeking a Business Development Manager, ESCO. to support our growth goals by driving adoption, awareness, and revenue in the ESCO and performance contracting markets. This role builds executive-level relationships and earns trusted advisor status with ESCO project developers and delivery teams to ensure Aeroseal is specified and included in awarded projects. Primary focus is on commercial duct sealing, with responsibility for driving awareness and pulling Aeroseal’s other commercial lines of business.

This position is remote with anticipated travel of at least 50%. We are seeking applicants for either East or West Coast.

• 5+ years of experience selling into the ESCO and performance contracting marketplace, with a track record of getting solutions included in awarded projects
• Existing relationships across ESCOs, including project developers, project managers, sales leaders, and operations leaders
• Strong HVAC technical fundamentals, with the ability to scope duct sealing opportunities and communicate credibly with engineering and field stakeholders
• Financial acumen in performance contracting, including payback drivers, incentive structures, and familiarity with measurement and verification concepts
• Ability to drive engagement at both ESCO corporate and regional levels to increase awareness, specification, and inclusion in projects
• Ability to influence proposal strategy by positioning Aeroseal as a value-added solution that strengthens the overall project case, not a commodity line item
• Strong presenter and influencer, comfortable leading executive briefings, technical workshops, and account planning sessions
• Externally focused, proactive, and community-oriented, with willingness and ability to travel at least 50 percent
• Salesforce proficiency required, including disciplined forecasting, accurate stage movement, and complete activity documentation
• Detail-oriented and accountable, able to manage proposal workflow, approvals, and follow through to close
• Familiarity with building energy codes and standards that impact project requirements and funding, including ASHRAE, IECC, LL97, BERDO, and applicable building performance standards, is preferred
• Strong ability to qualify opportunities and ask discovery questions
• Participation in NAESCO regional and national events
• Tradeshow participation, speaking opportunities, thought leadership, and driving market visibility outcomes
• Bachelor’s degree in engineering, business, or a related field, or equivalent experience demonstrating strong HVAC technical fundamentals

• Penetrate assigned ESCO accounts and build new ESCO relationships to secure Aeroseal inclusion in active and planned performance contracting projects, with primary focus on commercial duct sealing
• Develop trusted advisor credibility by educating ESCO teams on Aeroseal duct sealing benefits, building performance standards, and current and emerging energy codes relevant to project development
• Lead high-level opportunity scoping, including site walk-throughs, limited auditing, and field work as appropriate, and translation of findings into executable project scopes in collaboration with estimating and project development
• Own proposal outcomes for ESCO accounts, including executive summary creation, value narrative, and coordination of inputs, ensuring all submissions meet Aeroseal professional, brand, and quality standards
• Drive internal deal reviews for pricing strategy alignment, margin targets, scope clarity, delivery feasibility, and accurate value representation, and enforce the proposal review and approval policy
• Provide weekly updates to the Director of Sales for NA Commercial Sales on ESCO pipeline movement, proposal status, deal risk, and enablement needs, aligning on quarterly targets, resourcing gaps, and high-priority opportunities
• Collaborate with the ESCO National Sales Lead on weekly activity planning, account plan reviews, and deal strategy
• Partner with Project Developers and Field Operations and support teams to ensure post-sale execution quality, risk tracking, project success, and…