DER Market Development Leader

About the Role

Key Responsibilities

• Develop and implement a growth strategy to expand McKinstry's DER footprint.
• Identify emerging markets, new customer segments, and strategic partnerships to accelerate revenue.
• Lead market research and competitive analysis, positioning McKinstry as a leader in DER solutions.
• Collaborate with the Business Unit Manager and executive leadership to align business development efforts with corporate objectives.
• Oversee pipeline development, deal structuring, and contract negotiations for large-scale DER projects.
• Work closely with sales teams to develop customized solutions for commercial, industrial, and municipal clients.
• Close high-value deals and secure long-term agreements.
• Establish KPIs for business development activities, tracking performance and ensuring sales targets are met.
• Develop and maintain high-level relationships with utilities, regulators, investors, and technology providers.
• Represent McKinstry at industry conferences, regulatory discussions, and policy forums to strengthen brand positioning.
• Identify and pursue joint ventures, acquisitions, and investment opportunities to drive business growth.
• Directly responsible for completing project viability assessments and economic/financial analysis for new opportunities.
• Work with internal teams and external consultants to develop projects that meet client financial and climate goals.
• Leverage internal technical scope development for new projects.
• Ensure developed projects meet client goals and act as primary contact until project is under contract.
• Lead the handoff of new projects under contract to development and construction teams.
• Maintain a strong understanding of interconnection, utility metering policy, project development challenges, and strategies for de-risking renewable energy projects.

Requirements

• 10+ years of experience in business development, sales, or strategic partnerships within renewable energy, energy services, or infrastructure sectors.
• Strong track record of securing multi-million-dollar DER contracts in commercial, industrial, or utility markets.
• Deep knowledge of energy markets, incentive structures (IRA, ITC, PPAs), and regulatory frameworks.
• Experience developing go-to-market strategies for distributed energy solutions.
• Prior leadership experience managing sales teams, business development functions, or regional market expansion.
• Bachelor's degree in business, engineering, construction management, or equivalent business experience.
• Advanced knowledge of Microsoft Office Suite - Word, Excel, PowerPoint, Outlook, and Visio.
• Working knowledge of SharePoint.

Nice to Have

• Experience with developing and executing market expansion strategies.
• Experience representing a company at industry conferences and policy forums.
• Knowledge of utility interconnection and metering policies.
• Experience with project de-risking strategies for renewable energy projects.

Qualifications

• Bachelor's degree in business, engineering, construction management, or equivalent business experience.

Benefits & Perks

• Competitive pay
• 401(k) with employer match and profit-sharing plan
• Paid time off and holidays
• Comprehensive medical, prescription, dental, and vision insurance with low or zero deductible options and low out-of-pocket maximums
• Family formation benefits, including adoption and IVF assistance
• Up to 16 weeks paid parental leave
• Transgender inclusive benefits
• Commuter benefits
• Pet insurance
• "Building Good" paid community service time
• Learning and advancement opportunities via McKinstry University
• Onsite gyms or reimbursement for remote workers