Equans Services Canada & US · 2 days ago
Business Development Director Energy & Industrial - USA
Boston, MA
Full-time
Onsite
Director/Executive
10+ years expEquans Services Canada & US is a leading company in the energy and services industry, seeking a Business Development Director Energy & Industrial. This role involves market development, client acquisition, and project pipeline creation to expand Equans’ presence in the U.S. energy market, focusing on sustainable solutions.
Facilities Support ServicesProfessional Services
Responsibilities
Focuses on demonstrating value at the executive level, including initiating contacts, generating, and following up on leads, conducting sales interviews & presentations, building/maintaining relationships, attending key events while translating evolving Market Needs into Business Strategies
Demonstrates autonomy to prepare commercial offers in a compelling, persistent and confident manner, particularly owners and owner representatives at the C-level while generating required business results
Works with teams of internal specialists (energy, sustainability and technology and operations) to enhance presentations and commercial offers
Actively listens, probes, and identifies Pressures, Plans and Problems through effective communication skills. Understands the customer's business and buying process. Demonstrates financial and business acumen to develop credibility, loyalty, trust, and commitment
Assists in the development of key account Strategic plans and Pursuit Strategies. Aides in the implementation of these strategies and action plans. Targets new customers based on vertical market strategies and current Market Needs
Actively supports and participates to the bidding process. Leading and negotiating pricing, long-term contract terms and conditions within existing business parameters. Work collaboratively with all internal stakeholders to ensure success in bidding
Directs and negotiates prices, contractual terms and conditions within existing business parameters
Utilizes sales tools (CRM) to plan and document progress as well as building and managing a Sales Pipeline aligned with their yearly Business Plan and objectives
Accountable to shepherd client relationships from the early stages of the sales process through to post-sales and transition to the Operations teams
Accountable for being well-informed about current industry trends and being able to speak with conviction about the industry. Keeping abreast of competition, competitive issues, and products/services
Virtual Communication skills are a necessity for effective Selling in today’s global environment. Must attend, participates, and present at trade shows and conferences (Virtual or in person). Participates in professional organizations
Lead growth strategy for DHC, CHP, EaaS, microgrids, and thermal network projects across the U.S
Identify and qualify large-scale energy infrastructure opportunities in campuses, cities, industrial facilities, hospitals, pharmaceuticals, and life‑science clusters
Develop commercial pipelines aligned with U.S. market trajectories, including rising demand for district heating solutions (growing from $31.82B in 2025 to $48.9B by 2034) and expanding CHP adoption (>7% projected CAGR)
Position Equans as a leader in sustainable district energy systems, leveraging the increasing adoption of centralized heating/cooling networks and the integration of renewable sources
Drive multi‑year EaaS contract structuring, including off‑balance‑sheet financing, O&M contracting, lifecycle services, and energy performance guarantees
Build executive‑level relationships with utilities, municipalities, campuses, pharma/biotech clients, industrial operators, and real estate developers
Engage with engineering firms, OEMs, ESCOs, technology providers, and financiers to support project development and delivery
Represent Equans in industry forums focused on district energy, CHP, microgrids, resilience, and decarbonization
Lead development of conceptual and preliminary technical solutions, coordinating with engineering, operations, and finance experts
Evaluate customer energy systems and propose optimized solutions such as thermal networks, cogeneration, waste heat recovery, renewable integration, and microgrid architectures
Develop financial models, cost estimates, IRR/NPV analysis, and EaaS contract structures in collaboration with the finance team
Prepare proposals, scopes of work, investment cases, and risk assessments for executive approval
Guide cross-functional teams including engineering, legal, procurement, energy operations, and commercial management
Develop standard processes, sales tools, and best practices for evaluating and delivering energy projects nationwide
Mentor junior team members and support broader talent development within the Energy Solutions group
Qualification
Required
Authorized to work in the US
Ability to pass all background checks and security screenings
Bachelor's degree in Engineering, business administration or a related field
Minimum ten (10) years' experience in facility management and/or building science (Understanding facility services/IFM commercial models)
Demonstrated relevant experience in strategic business development role
Innovative individual who employs entrepreneurial characteristics, a problem solver with strong business acumen
Must be result driven and autonomous
Excellent communication and presentation skills
Strong negotiation skills and the ability to work effectively as part of a team
Ability to apply strategic thinking to business issues and achieve results
Proficient with Microsoft Windows/ MS Office Applications
Knowledge of energy conservation, sustainability, district energy and digital solutions are an asset
Strong knowledge of DHC systems, CHP/cogeneration technologies, thermal network design, and centralized energy systems
Familiarity with renewable integration (biomass, geothermal, heat pumps), industrial energy efficiency, and waste heat recovery systems
Understanding of U.S. energy market trends demonstrating strong growth opportunities in district heating and CHP adoption
Experience with financial modeling, capital structuring, investment-grade proposals, TCO analyses, and risk modeling
Executive presence, strategic thinking, and strong negotiation skills
Excellent communication skills with the ability to translate complex technical concepts into commercial value
Ability to collaborate across multiple internal and external stakeholders
Benefits
Group insurance from your first day of work
A group pension plan
Paid Statutory Holidays
Balance between work and personal life
Professional and personal development in a company experiencing strong growth
A positive working environment characterized by competence, responsibility and innovation
Competitive terms of employment and excellent benefit schemes
A diverse workplace regarding gender, age and cultural background. We believe in the importance of diversity and inclusion.
Company
Equans Services Canada & US
Active in Canada and the United States for more than 30 years, Equans Services is the partner of businesses, industries and institutions that want to move towards more connected buildings, manage their facilities efficiently and decarbonize transportation infrastructure and mobility.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
James Sowerby
Deputy Chief Financial Officer
Company data provided by crunchbase