SUMMARY: The Business Development Manager - Substations / Utility Scale Solar is responsible for driving strategic growth for Baker Electric across three core markets: substation construction, full-scope EPC solar services for developers, and Balance of System solar services for existing and prospective EPC partners. This role will build and manage a qualified opportunity pipeline, strengthen relationships with utilities, developers, owners, and EPC firms / BOS opportunities, and position Baker Electric as a trusted partner from early-stage pursuit through contract award. The Business Development Manager will work closely with estimating, preconstruction, engineering, operations, and leadership to identify opportunities, shape competitive solutions, and secure profitable work aligned with the company's growth objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES:- Develop and execute a business development strategy centered on substation construction, EPC solar services for developers, and BOS solar services for EPC partners.
- Identify, qualify, and pursue substation opportunities with utilities, developers, owners, engineering firms, and other strategic partners.
- Originate full-scope EPC solar opportunities with developers and position Baker Electric's engineering, procurement, construction, commissioning, and project execution capabilities.
- Expand the BOS solar portfolio by growing work with existing EPC clients and identifying additional EPC firms with needs aligned to Baker Electric's construction capabilities.
- Build and maintain relationships with utility representatives, solar developers, owners, engineering partners, and EPC decision-makers to create repeat and negotiated opportunities.
- Maintain a disciplined pipeline of target accounts and projects, including pursuit stage, probability, anticipated award date, revenue potential, next actions, and internal support required.
- Lead opportunity qualification and go/no-go discussions by evaluating strategic fit, client relationship, scope, schedule, risk, competition, and profitability.
- Partner with estimating, preconstruction, engineering, procurement, operations, finance, and legal teams to develop competitive proposals, execution strategies, schedules, and commercial terms.
- Lead client-facing pursuit activities, including discovery meetings, capability presentations, proposal reviews, negotiations, and handoff to project delivery teams.
- Monitor substation and utility-scale solar market activity, including developer pipelines, EPC capacity needs, utility interconnection requirements, procurement constraints, and competitor positioning.
- Provide regular pipeline forecasts and market updates to leadership and meet or exceed OG 10 targets for qualified opportunities, awards, revenue, and profitable backlog across the three focus areas.
EXPERIENCE, EDUCATION:- Bachelor's degree in Business Administration, Engineering, Construction Management, or a related field; equivalent relevant industry experience may be considered.
- 5+ years of business development, sales, preconstruction, estimating, or project development experience in substations, utility-scale solar, EPC, or BOS construction.
- Proven success developing client relationships, building qualified pipelines, and securing profitable construction or EPC work.
- Working knowledge of substation construction, solar project development, EPC delivery models, BOS scopes, procurement strategy, constructability, commissioning, and utility interconnection requirements.
- Established relationships with utilities, solar developers, owners, or EPC firms are strongly preferred.
- Excellent communication, negotiation, and presentation skills.
- Strong project management and organizational skills.
- Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint) and CRM tools (Salesforce, etc.).
At Baker, we are proud to be an employee-owned company. When you join, you will have the opportunity for a great career and the financial benefits of being an owner. Through our ESOP (Employee Stock Ownership Plan), eligible employees can become part owners of the company. Instead of just receiving a paycheck, you will be given shares of the company's stock over time. As the company prospers, the value of these shares can increase, providing you with a potential wealth-building opportunity in addition to a competitive compensation package. The ESOP will enable you to share the company's success and growth. For more information regarding employee ownership at Baker Electric and its significant potential, click here:
Employee Stock Ownership Program | Baker Electric (baker-electric.com)
PAY TRANSPARENCY:
The starting salary for this opportunity range is listed. Other rewards may include annual bonus eligibility based on company and individual performance, short- and long-term incentives, and program-specific awards. Baker provides a variety of benefits to employees, including health insurance coverage, an employee wellness program, life and disability insurance, a retirement savings plan, an Employee-Owned Program (ESOP), paid holidays, and paid time off (PTO). A candidate's salary history will not be used in compensation decisions. Please note that the compensation information is a good-faith estimate for this position. It assumes a rate based on location and experience.
We thank all applicants in advance for their interest in this position; however, only those selected for an interview will be contacted. If you are selected for an interview, a Baker Recruiter will contact you directly from our organization with a [redacted]-electric.com email.
