Sales Executive – Business Development Manager

Overview

Sales Executive – Business Development Manager
Date Issued:
January 2026
Department:
Strategic Sales

Reports to:

VP Strategic Sales

Location:

Van Nuys, CA

Position

Purpose:

The Distributed Generation Sales Executive – Business Development Manager is responsible for identifying, developing, and closing opportunities for distributed generation solutions by leading customers through a value-based sales process anchored in Total Cost of Ownership (TCO). This role focuses on selling technically complex power generation equipment and solutions (e.g., microturbines, CHP, renewable gas utilization, and microgrids) to commercial and industrial customers seeking resilient, efficient, and lower-cost onsite power.

This individual will drive revenue growth by qualifying opportunities, building financial business cases, and positioning DG solutions against competing technologies (reciprocating engines, utility power, diesel backup, and grid upgrades) using clear economic and operational value.

• Sales & Business Development
  • Own a regional or vertical market territory and deliver against quarterly and annual bookings targets.
  • Prospect and develop new customer relationships across targeted industries (industrial, manufacturing, wastewater, food & beverage, oil & gas, data centers, agriculture, etc.).
  • Lead consultative discovery to uncover customer drivers including energy cost, uptime requirements, emissions constraints, fuel availability, and thermal needs.
  • Manage the full sales cycle from lead generation through contract close and handoff to execution teams.

• TCO / Value-Based Selling
  • Build and present TCO models comparing DG solutions vs. alternatives (grid power, diesel gensets, reciprocating engines, utility upgrades).
  • Quantify customer value using key metrics such as:
  • $/kWh and $/MMBtu
  • demand charge reduction
  • avoided downtime cost / resiliency value
  • maintenance cost and lifecycle cost
  • fuel savings and efficiency gains
  • emissions compliance and permitting advantages
  • Translate technical performance into customer economics and executive-level outcomes (payback, IRR, NPV, LCOE).

• Solution Development & Deal Execution
  • Collaborate with engineering, applications, and project delivery teams to develop optimized system configurations.
  • Support proposals, scope definition, pricing strategy, and contract negotiation.
  • Coordinate internal resources to ensure accurate schedules, assumptions, and deliverables.
  • Maintain high forecast accuracy and disciplined CRM management.

• Partner & Channel Growth
  • Build relationships with EPCs, developers, utilities, consultants, and distributors.
  • Develop referral networks and channel opportunities to expand pipeline.
  • Represent the company at trade shows, customer events, and industry conferences.

• Required Qualifications
• 5+ years of B2B sales experience in distributed generation, power generation equipment, energy solutions, CHP, microgrids, or industrial capital equipment.
• Demonstrated success selling complex solutions with long sales cycles and multiple stakeholders.
• Experience selling using financial justification (TCO, ROI, payback, IRR/NPV).
• Ability to communicate effectively with both technical and executive audiences.
• Strong pipeline development, negotiation, and closing skills.
• Proficiency with CRM tools (Salesforce preferred) and MS Office (Excel required).

• Preferred Qualifications
• Knowledge of DG technologies: microturbines, gas engines, CHP, renewable natural gas (RNG), biogas, hydrogen blends, waste heat recovery.
• Familiarity with utility tariffs, demand charges, interconnection, and behind-the-meter economics.
• Experience working with EPCs, developers, and industrial end users.
• Engineering or technical background (preferred but not required).

• Value selling mindset: leads with outcomes, not features
• Strong financial and analytical skills (comfortable in Excel)
• High ownership / accountability / urgency
• Executive presence and credibility
• Strong technical curiosity and ability to learn quickly
• Ability to operate independently and manage multiple deals in parallel

• Bookings / revenue attainment
• Pipeline creation and conversion rate
• Forecast accuracy
• Average…