Manager, Energy Services Business Development

Job Purpose

Role scope:

The Business Development & Energy Solutions Lead drives the development, validation, and execution of strategic business initiatives from concept through implementation. This role is responsible for identifying opportunities, evaluating customer and business value, developing business cases, and driving cross-functional execution to achieve organizational objectives.

Projects may include customer solutions, new business models, and commercialization efforts. Examples include initiatives involving solar, battery energy storage systems (BESS), electric vehicle supply equipment (EVSE), building loads, and other distributed energy resources.

Business model validation:

This position leads validation of business concepts, customer value propositions, and implementation approaches through pilot programs, proofs of concept, and customer co-creation initiatives.

Working with internal teams and external stakeholders, the role evaluates customer value, feasibility, economics, operational impacts, and scalability. Validation efforts are translated into business recommendations, standardized offerings, and execution plans that support management investment and commercialization decisions.

Examples may include evaluating demand reduction opportunities, energy cost savings, optimized facility operations, decarbonization benefits, and improved resilience.

Customer development and commercialization:

The Bus Dev Lead engages customers, partners, and internal stakeholders to advance opportunities from concept through implementation, including:

• Customer problem discovery
• Solution and proposal development
• Proof-of-concept execution
• Commercial agreement development
• Multi-site deployment

This role incorporates customer requirements, market conditions, utility programs, incentives, tax policies, regulatory factors, and business objectives into project planning and execution.

Leadership expectations:

As a senior project leader operating across business, sales, technology, customer, and organizational functions, the position independently develops strategies, aligns stakeholders, and drives execution to deliver measurable business outcomes.

This role is expected to operate effectively in ambiguous environments, establish direction where precedents may not exist, and translate ideas into executable plans that support organizational goals.

People management:

The Business Devevelopment Lead is responsible for managing direct reports and/or leading cross-functional project teams by setting clear expectations, aligning responsibilities with business priorities, and providing coaching and development support.

This role promotes accountability, removes execution barriers, fosters collaboration, and enables teams to deliver high-quality results that support business, commercialization, and operational objectives.

Key Accountabilities

Strategy Planning

• Develop vision, strategy, roadmap and business models for B2B / BEMS business through thorough business model development guidelines and principles.

Business Validation

• Lead multi-layered and multi-site PoCs with defined hypothesis, success criteria and delivering clear validation points for decision gates.
• Evaluate customer value, economics and business viability through defining rigorous analytical guidelines and procedures, including and not limited to incorporating government policies, regulatory and incentive requirements.

Sales Management

• Accountable for B2B solution sales and account management for the entire sales activity from customer discovery, contracting and project delivery.
• Lead designing of service and solution plans by creating customer requirements, scope of end-to-end solution product.
  Program Management

Program Management:

• External program management: Advance co-creation project with customer and external partner companies.
• Internal program management: Achieve alignment with all internal stakeholders (domestic and international) from facilities, professional / technical services, R&D and management.

Business Execution

• Lead commercialization proposal to management with vetted business plans, budgets and workforce plans.

People Management

• Set clear expectations, aligning individual responsibilities with business priorities
• Provide ongoing coaching, feedback, and development support
• Monitor performance, remove execution barriers, promote accountability, and foster a collaborative team environment that enables employees to deliver high-quality results.

Qualifications, Experience, and Skills

• Bachelor’s degree in business, finance or other relevant degree.
• MBA, preferred
• 10+ years of professional experience in relevant business development discipline. Specific experience in behind-the-meter energy management, distributed energy resources, commercial and industrial energy solutions, or related industries, including substantial experience across multiple technologies such as solar, battery energy storage systems (BESS), and EMS/BEMS preferred.
• Proven experience structuring, developing, and commercializing customer energy solution business models, with direct experience in one or more of the following: third-party ownership (TPO), power purchase agreements (PPA), Energy-as-a-Service, or energy service company (ESCO) models. Experience should include project economics, asset ownership, pricing, contractual structures, risk allocation, and long-term service delivery.
• Experience in leading multiple cross-functional team and members, sales and technical specialists, external vendors and project teams.
• Budget planning and management budgets
• Direct report people management

Working Conditions

• In-office working conditions at AHM Torrance office
• Travel: 25% - travel to internal facilities, customer sites, partner locations and industry events. Overseas travel may be required.
• Work may be performed at equipment sites, warehouses, manufacturing facilities, parking facilities, mechanical rooms, and outdoor equipment areas
• Work outside normal business hours may occasionally be required based on customer operations, project milestones, management reporting or equipment operation.