Director, Business Development – Power & Utilities

Director, Business Development – Power & Utilities

• Location: Somerset, NJ / Mid-Atlantic Region
• Job Type: Full-time
• Schedule: Monday through Friday; hybrid and client-facing
• Travel: Approximately 30–50% for client meetings, account development, industry events, and other business needs

About Us

CARIAN is a purpose-driven, woman-owned consulting and advisory firm dedicated exclusively to the power sector. We partner with leading electric and gas utilities to provide strategic advisory and disciplined execution across program management, business intelligence, and field execution oversight. Guided by integrity, trust, excellence, and accountability, our team helps deliver complex capital programs and build the resilient energy infrastructure that communities depend on.

Position Overview

CARIAN is seeking a Director, Business Development – Power & Utilities to lead strategic account development and new business growth across the electric and gas utility market.

This is a senior, client-facing role within CARIAN's commercial organization, working directly with executive leadership and service-line leaders to expand existing relationships, establish new utility accounts, and strengthen CARIAN's business-development capabilities.

The Director will own a focused portfolio of strategic utility accounts and be responsible for developing account strategies, building senior relationships, identifying client needs and opportunities, navigating procurement pathways, coordinating internal resources, and maintaining momentum from initial introduction through first engagement and account expansion.

Strong candidates may come from utility business development, strategic accounts, engineering or professional services, or from senior utility roles where they developed strong industry relationships and the commercial judgment to apply those relationships to business growth.

Key Responsibilities

Strategic Account Development

Own and execute business-development strategies for a focused portfolio of priority electric and gas utility accounts

Expand existing client relationships across additional business units, operating companies, geographies, and service lines

Develop new relationships with senior utility executives, operating leaders, program leaders, procurement organizations, and other key decision makers

Build and maintain account plans covering organizational structure, client priorities, capital programs, relationships, procurement pathways, opportunities, competitors, and next actions

Develop clear pathways from initial relationship to first engagement and from initial engagement to broader account growth

Maintain consistent follow-through across long-cycle utility relationships and opportunities

Opportunity Development

Proactively identify client needs and opportunities rather than relying solely on published RFPs

Work with CARIAN's executive and service-line leaders to connect client challenges with relevant capabilities across program management, PMO and project controls, field services, advisory, energy efficiency, digital solutions, and related utility services

Coordinate executive introductions, client meetings, follow-up activity, and pursuit strategy

Identify appropriate MSA, procurement, contracting, and task-order pathways

Support go/no-go decisions and commercial strategy for priority pursuits

Help convert successful initial engagements into larger, recurring client relationships

Commercial Leadership

Help establish and continuously improve CARIAN's account-management, pipeline, CRM, and business-development cadence

Maintain clear visibility into qualified opportunities, relationship activity, next actions, timing, and account status

Provide leadership with relevant market intelligence regarding client priorities, capital programs, procurement activity, competitive positioning, and emerging opportunities

Coordinate CARIAN's network of senior utility advisors and industry relationships where appropriate

Work closely with Marketing, Talent Acquisition, and service-line leadership to support new pursuits and anticipated client needs

Represent CARIAN at selected utility-industry conferences, client events, association meetings, and other relevant forums

Qualifications

10+ years of relevant experience in the electric utility, gas utility, power, energy, engineering, infrastructure, consulting, or professional-services market

Demonstrated ability to build and maintain senior-level relationships within the electric and/or gas utility industry

Demonstrated experience developing business, strategic accounts, client relationships, market opportunities, or comparable growth initiatives

Strong understanding of how utilities operate, organize, procure professional services, and make purchasing decisions

Ability to identify client needs and translate them into actionable commercial opportunities

Strong executive communication, judgment, organization, persistence, and follow-through

Ability to work effectively with technical and operating leaders without needing to personally serve as the technical subject-matter expert

Ability to independently manage multiple strategic accounts and long-cycle opportunities

Ability and willingness to travel regularly for client and market-facing activity

Bachelor's degree preferred; equivalent senior-level utility or industry experience will be considered

Preferred Experience

Existing senior relationships across multiple electric or gas utilities, particularly in the Northeast and Mid-Atlantic

Experience developing or managing utility accounts for an engineering, consulting, program management, infrastructure, or other professional-services firm

Experience in transmission, distribution, substations, capital programs, PMO, project controls, field services, grid modernization, energy efficiency, or related utility services

Experience establishing new utility relationships and expanding initial work into broader, recurring engagements

Familiarity with utility MSAs, RFPs, task-order structures, professional-services contracting, and procurement processes

Prior utility experience in external affairs, governmental affairs, regulatory affairs, regional leadership, operations, engineering, capital delivery, or another role involving broad senior-level relationships

Experience using CRM and account-management systems to maintain disciplined commercial activity and pipeline visibility

Work Location

This is a hybrid, client-facing role that may be based from CARIAN's Somerset, NJ headquarters or elsewhere in the Mid-Atlantic region for a candidate with strong utility-market relationships.

Candidates based outside the Somerset area must be able to travel regularly to CARIAN headquarters for leadership meetings, planning sessions, and other business needs.

Travel will primarily consist of client meetings, account-development activity, industry events, and regional market travel, with additional travel as business needs require.

Why CARIAN

Purpose-driven work – Help deliver infrastructure that powers communities

Industry reputation – Trusted by leading utilities for our reliability and results

Career growth – Help build CARIAN's commercial organization and play a direct role in the company's continued expansion

Collaborative culture – Join a team that values delivery excellence and long-term relationships

Competitive total rewards – Strong compensation, full benefits, 401(k) match, and meaningful work

Equal Employment Opportunity

CARIAN is proud to be an equal opportunity employer. We hire and develop talent based on qualifications, performance, and business needs. Employment decisions are made without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected characteristic. As a woman-owned firm dedicated to the power