Business Development Manager/Director, C&I

Position Overview

The Business Development Manager / Director, C&I Mission: Serves as a technical, customer-facing sales professional responsible for developing and executing Baseline’s C&I growth strategy, building a qualified commercial pipeline, originating and closing complex power solutions, and establishing strategic customer and channel relationships that drive profitable, recurring revenue.

The Business Development Manager / Director (BDM), Commercial & Industrial, is a customer-facing role that combines business development, technical solutioning, and disciplined deal execution. Depending on level, the position may directly manage business development resources and will be expected to establish repeatable processes, performance expectations, and market coverage strategies for Baseline's C&I business. The BDM works directly with end users, EPCs, electrical contractors, engineering firms, and strategic partners across Baseline's priority C&I verticals to drive profitable growth for Baseline Energy Services.

The BDM sells medium- to long-term behind-the-meter (BTM) critical power solutions: multi-year, infrastructure-like deployments that integrate power generation, fuel strategy, uptime requirements, and lifecycle economics. This role requires comfort with multi-year commercial agreements and complex customer decision processes involving multiple stakeholders.

Success requires the ability to translate customer power requirements into commercially viable solutions while balancing customer value, operational feasibility, capital requirements, risk, and target margins.

Key Responsibilities

Business Development & Market Coverage

• Develop and execute a sales plan aligned with Baseline's commercial strategy and capital deployment priorities specifically targeted at multi-year power solutions.
• Prospect and originate qualified opportunities with end users, EPCs, electrical contractors, and engineering firms across C&I verticals.
• Secure MSAs and preferred-provider relationships with new customers.

Consultative & Technical Sales

• Serve as a technical advisor to customers, defining power requirements, system sizing, fuel options, redundancy, and deployment configurations.
• Support site walks and solution validation in coordination with Engineering, Solutions, and Operations.
• Maintain working knowledge of Baseline's offerings, including natural gas generation, power distribution, hybrid solutions, and related services.

Opportunity Management & Execution:

• Own opportunities from qualification through contract execution, maintaining pricing discipline, margin targets, and risk parameters.
• Maintain accurate Salesforce (CRM) data, including stage, probability, forecast timing, and deal economics.
• Participate in structured deal reviews to confirm deal quality, execution readiness and operational alignment.

Account Development & Relationship Management:

• Serve as the primary customer contact through the sales cycle and early execution, ensuring a smooth handoff to Operations and Account Management.
• Build long-term relationships with key stakeholders and grow accounts through follow-on and cross-sell opportunities.

Cross-Functional Collaboration:

• Partner with Solutions, Operations, Marketing, and leadership, sharing market and customer insights to inform product development, service offerings, and go-to-market strategy.
• For Director-level candidates, responsibility will include leadership and development of the C&I business development team.

Qualifications – Manager

• Bachelor's degree in business, engineering, energy, or related field preferred; equivalent experience considered.
• 5+ years of progressive experience in technical B2B sales, business development, energy, power generation, electrical systems, industrial equipment, or related C&I markets.
• Demonstrated success originating and closing complex B2B opportunities.
• Experience with multi-year commercial agreements and complex buying committees.
• Strong understanding of power generation, distributed energy, electrical infrastructure, or related technical solutions.
• Demonstrated ability to manage a pipeline from prospecting through contract execution.
• Strong commercial, analytical, presentation, and negotiation skills.
• Experience with Salesforce or comparable CRM.
• Willingness to travel 30-50%.

Qualifications – Director

• 8–12+ years of progressive business development, sales, commercial, or energy industry experience.
• Demonstrated success building and executing growth strategies within C&I, energy, power generation, infrastructure, or related markets.
• Demonstrated track record of originating and closing complex, multi-year commercial agreements.
• Experience managing strategic accounts and executive-level customer relationships.
• Experience developing partnerships with EPCs, engineering firms, contractors, developers, or other strategic channels.
• Demonstrated understanding of project economics, pricing, margin, capital deployment, and commercial risk.
• Experience leading, mentoring, or building a high-performing commercial team preferred.
• Willingness to travel 30-50%.

Team Baseline Core Values:

• Whatever it Takes: Our team members are relentless, accountable and take extreme ownership on behalf of customers.

• Makes it Happen: We value reliability, dependability, responsibility and trustworthiness at all levels of operation.

• Make Things Better: We foster a culture of continuous improvement; our team members are never satisfied with the status quo.

• Take No Shortcuts: We value excellence, stewardship and passion. We are thorough in our efforts for customers.

• Owns the Outcome: We encourage transparency and humility in every aspect of our business.