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Business Development Manager - Small/Medium Businesses

Job Title: Business Development Manager - Small/Medium Businesses
Name of Company: OpTerra Energy Services
Location of Job: Norwell, MA

Job Description

We are looking for a highly motivated, results driven Business Development Manager (BDM) for the Small Medium Business (SMB) Team. The BDM will work on identifying mechanical and lighting efficiency opportunities in the Commercial & Industrial (C&I) market. The BDM is responsible for developing strategies for targeting clients/business owners, building organizational partnerships and strategic alliances with non-profits, regional organizations, and technology accelerators, and working with client executives/business owners from project conceptualization through to construction and implementation. The incumbent in this role will develop energy saving recommendations and cost estimates, then present findings to customers and close deals.

The ideal candidate will have experience in energy efficiency mechanical and lighting energy efficiency and/or Business Development Experience. While a background in energy efficiency is beneficial, we are willing to train the right candidate with a proven sales track record, that has the determination and commitment to succeed. This position works under general supervision, interacting with his or her supervisor several times per week to receive guidance and feedback. Some non-routine activities will require a supervisor’s advance approval.


The Business Development Manager for SMB is responsible for the following:

  • Develop and take ownership in a Regional Strategy specific to an assigned region.
  • Maintain a revenue and margin quota and robust sales funnel.
  • Organize customer meetings, contract negotiations, present at public Board or Council meetings.
  • Explain the audit process to customers and effectively schedule/conduct audits.
  • Conduct site evaluations and complete audits for potential customers.
  • Conduct on-site assessments/audits and propose projects via consultative sales process to close deals.
  • Identify opportunities for improving the efficiency of indoor and outdoor lighting systems in the C&I market.
  • Identify opportunities for improving the mechanical efficiency in the C&I market.
  • Present, promote and sell energy efficiency products using solid arguments to existing and prospective clients.
  • Perform cost-benefit and needs analysis of existing/potential clients to meet their needs.
  • Establish, develop and maintain positive business and client relationships.
  • Obtain utility approval for project incentives.
  • Develop, maintain, and expand relationships with business decision makers ranging from Facilities Managers to Chief Business Officers and Financial Director, to Superintendents , City managers and Board/Council Members.
  • Maintain professionalism, diplomacy, sensitivity, and tact to portray the company in a positive manner.
  • Timely reporting of weekly activities and audit scheduling results.
  • Seek internal technical project guidance to ensure high client satisfaction ratings.
  • Work as part of a cross-functional project development team that includes project finance, operations, legal, marketing and communications to secure new business and ensure delighted customers. 
  • Provide a clear and efficient turn-over to the Project management team for construction. 
  • Prepare reports for sales and marketing and maintaining expense accounts. 
  • Schedule appointments and meetings with customers in order to review and define program  opportunities and desired success parameters, and to qualify the opportunity.
  • Identify and ensure engagement with multiple stakeholders within the customer organization and surrounding community throughout the development process, to determine, define and develop compelling business impact strategies.
  • Attend critical networking and trade show events to obtain leads, present a positive public image of OpTerra Energy Services, and expand knowledge of critical issues facing our customer base.
  • Other tasks as assigned by manager.

Experience Level

  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
  • Ability to define problems, collect data, establish facts, and draw valid conclusions.
  • Proficient in knowledge of Microsoft Office.
  • Interest in sustainability strategies, energy efficiency, and renewable energy and passion to serve others and make a difference.
  • Demonstrated financial and business acumen.
  • Prioritizing, time management and organizational skills.
  • Demonstrated ability effectively manage multiple projects in various stages is required.

Education & Certifications Required


  • 1- 3 years proven work experience in a quota-driven sales environment, exceeding sales production targets.
  • A driven attitude towards success is a must.
  • Must be highly motivated, an effective communicator.
  • Excellent selling, communication and negotiation skills


  • Bachelor's Degree in a technical field is a plus, but not required.

Description of Employer

The world needs energy professionals who see the big picture.  At OpTerra, we offer careers that empower dedicated individuals to work with a dynamic team across many fields – from engineering and sustainable design, to business development, financing, and marketing. If you want to be part of a large, supportive organization where your voice will be heard, join us to power a brighter energy future together.

OpTerra is a pioneer in advancing the sustainable energy economy, energizing opportunity and building positive impact for the communities, institutions, and businesses we serve.

As a subsidiary of ENGIE, the number one energy efficiency services provider in the world, OpTerra Energy Services provides a unique and extensive set of energy and sustainability management services to thousands of customers across the U.S.  We have helped our partners achieve over $2 billion in energy savings to date while delivering positive environmental and community impact in the diverse regions in which we work.

Other Instructions

Apply Online: 

1615 M Street, NW, Suite 800, Washington, DC 20036 | phone: 202/822-0950 | fax: 202/822-0955 | | Site Map