Business Development Director Energy & Industrial - USA

Equans is looking for a Business Development Director Energy & Industrial!

The Equans Group is a world leader in the energy and services industry. The Group operates in 20 countries and has 90,000 employees on 5 continents.

Equans designs, installs, and delivers customized solutions to improve its customers' equipment, systems and technical processes and optimize their use in the context of their energy, industrial and digital transitions.

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.

We design, install, and maintain custom solutions to improve our customers' facilities, systems, and infrastructures.

Our core offerings are focused in the following areas:

Integrated Asset and Facilities Management

Operation and maintenance of buildings and equipment

Energy efficiency solutions and sustainability plan

Building automation and controls

Solutions for transportation and mobility

To learn more, visit www.equansservices.com/en.

Job summary

Reporting to the Business Development Vice-President; the successful candidate assumes responsibility for market development through prospecting, prepares responses to requests for proposals, and negotiates and signs contracts, primarily in the fields of facility management, technical solutions and energy management. The candidate will also collaboratively work with EQUANS’s sister companies, HT Lyons, Conti and Systecon, Donelley Mechnical, Unity, AdvanceTec to develop cross-selling opportunities.

Equans ESI is expanding its Energy Solutions business across the United States, targeting high‑growth sectors including District Heating & Cooling (DHC), Combined Heat & Power (CHP), Energy-as-a-Service (EaaS), Microgrids, Waste‑to‑Energy, and Renewable‑Integrated Thermal Networks. The Director of Energy Development will lead market development, strategic partnerships, client acquisition, and project pipeline creation to accelerate Equans’ penetration into the U.S. distributed energy and decarbonization market.

This role requires deep expertise in energy infrastructure, commercial contracting, project finance structures, and solution development across industrial, institutional, municipal, and life‑science markets.

Responsabilities

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.

Market & Business Development (Primary Focus)

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.

Client Engagement & Strategic Partnerships

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.

Technical & Commercial Solution Development

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.

Project Development Leadership Internal Leadership & Collaboration

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.

Requirements

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.

Technical Competencies

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.

Soft Skills

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.

Key Performance Indicators (KPIs)

Annual pipeline value creation (MW thermal/electric, $ value);

Number of qualified opportunities generated and converted;

Margin contribution and win rate on major energy bids;

Development of long-term EaaS contracts;

Strategic partnerships formed (utility, municipal, industrial, and campus clients);

Contribution to Equans’ U.S. decarbonization and energy growth strategy.

Why This Role Matters

This position is central to Equans’ strategic ambition to significantly its presence in the U.S. energy market by capitalizing on strong growth trends in district heating, CHP, sustainability-driven thermal networks, and integrated energy services. The Director of Energy Development will directly shape the company’s market share, reputation, and long-term revenue streams in one of the fastest-evolving sectors of the U.S. economy.

What Equans offers you

Available benefits include medical, dental, vision, and prescription drug coverage

Access to EAP with a dedicated personal assistant, as well as access to the Financial Wellness Program

401(k) with company matching contributions

Paid Statutory Holidays and PTO

Other benefits include tuition assistance, a discount program,disability benefits, and Group life insurance

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

A diverse workplace regarding gender, age and cultural background. We believe in the importance of diversity and inclusion.

Equans Services adheres to the principles of employment equity and values diversity and inclusion. We therefore encourage applications from all individuals, including women, Indigenous peoples, persons with disabilities, and individuals of all backgrounds and identities. We are committed to providing a respectful, accessible, and equitable work environment where everyone can thrive and contribute to our collective success.

Comment

Does this challenge interest you? We would like to get to know you and we thank everyone who applies.