Senior Business Developer, DER

Senior Business Development, Der

Build the future, spark innovation and align your career with purpose. McKinstry is innovating the waste and climate harm out of the built environment and creating lasting impact. Together, we're building a thriving planet. Buildings are a leading contributor to the climate crisis, generating nearly 40% of total global energy-related carbon emissions. We're making a lasting impact on our industry and within our communities by addressing the climate, affordability and equity crises through : renewables and energy services engineering and design construction and facility services To get where we're going, we need big thinkers, problem solvers and collaborative mindsets. Does that sound like you? The Opportunity with McKinstry We are adding a Senior Business Developer, DER to our growing Distributed Energy Resources division. The Senior Business Developer - DER (Top Seller) will serve as the top sales leader for our Distributed Energy Resources (DER) business, which includes solar, battery storage, microgrids, and energy efficiency solutions. This role is responsible for sourcing, structuring, and closing high-value DER projects, driving revenue growth, and expanding McKinstry's footprint in commercial, industrial, and municipal markets. The ideal candidate is a high-energy, results-driven sales executive with a proven track record of closing large-scale DER deals, strong industry relationships, and the ability to strategically position McKinstry's solutions in a highly competitive landscape. Additional responsibilities include :

• Sales Strategy & Business Development
• Own and execute the DER sales strategy, ensuring a strong pipeline of high-value projects.
• Identify key markets, customer segments, and emerging opportunities to drive revenue growth.
• Develop customized energy solutions that align with client needs, regulatory incentives, and financial objectives.
• Collaborate with the Director of Business Development to refine market positioning and strategic initiatives.
• Deal Structuring & Revenue Generation
• Lead the origination, negotiation, and closing of complex DER transactions, including PPAs, energy-as-a-service models, and incentive-backed projects.
• Drive end-to-end sales execution, ensuring seamless transition from deal closure to project implementation.
• Work with finance and legal teams to structure commercially viable and scalable energy contracts.
• Meet or exceed annual sales targets, consistently delivering multi-million-dollar revenue growth.
• Client & Stakeholder Relationship Management
• Develop and maintain high-value client relationships, engaging with C-suite executives, facility managers, and sustainability teams.
• Act as a trusted advisor, educating clients on the financial and operational benefits of DER solutions.
• Represent McKinstry at industry conferences, trade shows, and networking events to generate new business.
• Build strategic alliances with utilities, developers, and financing partners to enhance sales opportunities.
• Market Intelligence & Competitive Positioning
• Stay ahead of DER market trends, regulatory changes, and emerging technologies to position McKinstry competitively.
• Monitor policy developments and incentive programs (IRA, ITC, tax credits, grants) to optimize project economics.
• Provide feedback to the Director of Development and Director of Construction on customer needs and project feasibility.
• Cross-Functional Collaboration
• Partner with project development, engineering, and operations teams to ensure successful project execution.
• Work closely with the marketing team to refine messaging, thought leadership, and customer engagement strategies.
• Support the Director of Business Development in setting revenue forecasts and tracking performance against targets.

What You Need to Succeed at McKinstry 10+ years of exp