Manager, EPC Business Development

Summary: The EPC Business Development Manager/Director is responsible for originating, developing, and securing EPC contracts for utility-scale clean energy projects, including solar, battery energy storage systems (BESS), and emerging technologies such as hybrid and data-center-integrated solutions.

This individual will identify and cultivate new customer relationships, lead proposal and contract development efforts, and strategically position Strata as the EPC partner of choice for utilities, developers, and large corporate clients across North America.

Essential Duties and Responsibilities:

Business Development & Market Expansion

- Perform and manage research to identify and prioritize potential customers, addressable markets, and determination of quality products

- Identify, pursue, and secure new EPC opportunities across solar, BESS, and hybrid clean-energy markets

- Build and maintain strong relationships with project developers, utilities, IPPs, and strategic partners

- Lead early-stage discussions with prospective clients to qualify opportunities and align technical and commercial scope with Strata’s capabilities

- Develop and execute a strategic sales plan to expand Strata’s EPC footprint in priority geographies and markets

- Represent Strata at industry conferences, trade shows, and client events to enhance visibility and market presence

Capture & Proposal Management

- Lead the proposal process from opportunity qualification through contract execution, collaborating closely with Estimating, Engineering, Procurement, and Finance

- Coordinate internal review of RFPs, bid documents, and scope requirements to ensure alignment with Strata’s commercial strategy and risk appetite

- Develop and deliver professional presentations, proposals, and client materials articulating Strata’s technical and financial value proposition

- Maintain a disciplined pipeline tracking process and ensure accurate forecasting of EPC opportunities

- Provide budgeting assistance to customers as required and utilize a fail-fast approach to project screening and indicative bids

Commercial Negotiation & Contracting

- Coordinate with the Contracting leads and Legal to understand key terms in support of customer evaluations and expectation management

- Serve as the primary commercial point of contact during client negotiations

- Partner with Legal, Finance, and Operations teams to structure EPC contracts that balance competitiveness with risk mitigation and profitability

- Negotiate key business terms including scope of work, milestones, payment schedules, performance guarantees, and liquidated damages

- Effectively communicate business development plans and financial forecast with executive committees

Cross-Functional Collaboration

- Work closely with Engineering, Procurement, and Construction teams to ensure technical feasibility and cost competitiveness of proposed solutions

- Collaborate with Development, O&M, and Asset Management groups to identify synergy opportunities across the project lifecycle

- Provide market feedback to inform pricing strategies, risk assessment, and technology trends

- Support continuous improvement of proposal templates, cost models, and customer engagement processes

Strategic Market Intelligence

- Monitor policy, regulatory, and competitive developments in the U.S. energy market affecting EPC demand and pricing

- Maintain awareness of supply-chain trends, key vendor relationships, and technology shifts in PV, BESS, and hybrid systems

- Identify strategic partnerships, joint ventures, or alliances that strengthen Strata’s market positioning

- Understand the critical nature of changes in the EPC market including competitor news, market developments, and policy changes.

- Continue to strengthen and improve customer relationships and track progress monthly. Develop and maintain KPIs related to outreach, market segments, success rates, and feedback from customers to drive strategy.

Supervisory Responsibilities:

- May oversee a team of Business Development Associates, Proposal Managers, or Regional Sales Leads depending on scope and portfolio size

- Provide leadership, mentorship, and performance feedback to ensure individual and team success

- Coordinate workloads and priorities across proposal, estimating, and engineering teams during peak bid cycles

- Foster a culture of accountability, collaboration, and excellence in customer engagement

Education and/or Work Experience Requirements:

Education & Experience

- Bachelor's degree in engineering, business, or related field (MBA or advanced technical degree preferred).

- Manager level: 5–8 years of experience in EPC or large-scale renewable energy business development.

- Director level: 10+ years of experience in clean-energy or infrastructure EPC sales, including 5+ years in a leadership role. - Proven record of closing utility-scale EPC deals (50+ MW) for solar, BESS, or hybrid systems.

- Strong understanding of EPC contracting models, project finance fundamentals, and risk allocation principles.

- Established network within the renewable energy development community, utilities, or corporate offtakers.

Technical & Commercial Skills

- Deep understanding of EPC project lifecycle — from design and permitting to construction and commissioning.

- Proficiency with CRM systems, proposal management tools, and pipeline reporting.

- Strong presentation, negotiation, and interpersonal communication skills.

- Ability to interpret technical specifications, bid drawings, and commercial terms.

- Financial acumen to analyze margins, cost drivers, and ROI scenarios.

Other Requirements

- Willingness to travel up to 40–50% for client meetings, conferences, and site visits.

- Strong organizational, time management, and executive communication skills.

- Ability to thrive in a fast-paced, high-growth environment with multiple priorities.

Equal Opportunity Employer

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