Solar Business Development Manager

Job Description:

Responsible for business development and sales origination of commercial roof top and ground mounted solar projects ranging in size from 345kW to 10,000kW. Collaborates with internal; project, distributed generation, retail power and gas resources to develop energy strategies that match the customer’s needs. This position requires the ability to travel up to 25% of the time


FESCO Energy is a multi-faceted energy service company located in Frederick, MD. We deliver grid independent resilient energy solutions to residential, commercial and federal markets.


  • Responsible for originating a minimum of $75M of new solar investment annually.
  • Develops and maintains partnerships with external solar project developers and EPC entities.
  • Engages directly with end customers to discuss the merits of buying solar power from a dedicated system.
  • Provides regular updates to Sales Management regarding:
    • Actual and desired changes in the policy and regulatory status of targeted markets, to include but not limited to ISO, utilities, and federal government.
    • The latest trends and concepts related to solar photovoltaic technologies, designs, methods and investigate alternate approaches to the market
  • Tracks baseline metrics of expected annual performance and compares current metrics to identify any gap.
  • Develops and delivers internal/ external C-suite presentations for each proposed new business opportunity; and addresses all questions regarding; finance, risk, insurance, construction, REC’s, etc. for each opportunity.
  • Serves as a liaison to coordinate sales activities across a matrixed organization that includes senior leaders from Risk, Strategic Finance, and Operations/Construction teams.
  • Prepares proposals, works with channel partners and negotiate pricing and other terms with customers. Performs complex financial modeling to determine the best financing solution for customers.


  • HS Diploma required
  • Bachelor’s degree in business, marketing or related field desired.
  • A minimum of 5 years of sales experience required, with specialization in the solar market/ industry, alternative financed, SREC experience strongly preferred.
  • Demonstrated experience working directly with customers and solar developers to generate solar asset investment.
  • Excellent problem solving, teamwork, leadership and communication skills.
  • Effective public speaking and managerial skills.
  • Demonstrated ability to establish rapport and effective working relationships with customers and coworkers.
  • Demonstrated ability to logically analyze and solve broadly-defined solar related energy problems with innovative solutions.
  • Demonstrated strong interpersonal and project management skills to manage multiple clients and tight timelines.
  • Demonstrated ability to communicate (listen, negotiate, convince) effectively, including the ability to persuade and diffuse tense situations.



Michelle Dukes
Office Administrator