Director, Business Development, Energy Service (ESCO)
Position Summary
The Director, Business Development, Energy Service is responsible for developing and securing new business opportunities in ESCO and related engineering solutions, with a primary focus in Hong Kong.
The role is responsible for originating opportunities, shaping technical and commercial solutions, managing key client relationships, and driving business growth in HVAC systems, chiller replacement, district cooling, Cooling-as-a-Service (CaaS), Energy Performance Contracting (EPC), Energy-as-a-Service (EaaS), energy efficiency, decarbonization, and other engineering related solutions.
The ideal candidate will possess a strong technical background in HVAC and chiller systems, excellent client relationship skills, extensive market networks, and a proven track record in business development and commercial leadership in engineering related sectors. Experience in ESCO business, performance contracting, sustainable energy solutions, and project business case development will be an advantage.
Key Responsibilities
Business Development
- Develop and execute business development strategies aligned with the company’s growth objectives and ESCO strategic direction.
- Identify market opportunities and generate new business in HVAC, chiller systems, energy efficiency, district cooling, decarbonization, ESCO, and engineering related solutions.
- Build and manage a strong business pipeline from lead generation through contract award.
- Drive business growth and achieve business development targets.
- Monitor market trends, customer needs, competitors, regulatory developments, and emerging technologies.
- Support the development of the ESCO business in Hong Kong market.
Solution Development
- Lead the development of technical and commercial proposals.
- Work closely with engineering, operations, finance, project, and legal teams to develop competitive and deliverable solutions.
- Shape customer requirements and influence project specifications during the early stages of project development.
- Promote innovative ESCO business models including: Cooling-as-a-Service (CaaS), Energy Performance Contracting (EPC), Energy-as-a-Service (EaaS), Shared Savings and Guaranteed Savings Contracts, and other engineering related solutions.
- Support financial evaluation, project business cases, financing arrangements, and commercial structuring for ESCO opportunities.
- Ensure proposed solutions consider energy savings, carbon reduction, operational reliability, performance guarantees, and long-term customer value.
Client & Stakeholder Engagement
- Build and maintain strong relationships with clients, consultants, developers, facility managers, asset owners, government agencies, utilities, financial institutions, and industry partners.
- Develop strategic account plans to grow existing customer relationships.
- Represent the company at industry events, conferences, networking activities, and relevant market or regulatory forums.
- Ensure a high level of customer satisfaction and long-term partnership development.
- Work with clients and stakeholders to position JEC as a trusted ESCO and engineering solutions partner.
Strategic Growth
- Support the development and expansion of the Energy Services Company (ESCO) and related engineering business.
- Identify opportunities for district cooling systems, chiller replacement, energy optimization, sustainability, renewable energy, and carbon reduction projects.
- Develop partnerships with OEMs, consultants, developers, utilities, technology providers, and financial institutions.
- Work with internal business units to align ESCO opportunities with engineering capability, operational delivery, financial objectives, and risk considerations.
Qualifications
- Bachelor’s Degree in Mechanical Engineering, Building Services Engineering, Energy Engineering, Electrical Engineering, or related technical discipline, or Business related Degree.
- MBA and CFA will be an advantage.
- Professional qualifications such as MHKIE, MCIBSE, CEng, RPE, CEM, REA, RCxPro, CAP, or equivalent will be an advantage.
Experience
- Minimum 10 years of relevant experience in business development, sales, account management, or commercial leadership roles.
- Proven track record in HVAC systems, chiller plants, building services engineering, energy efficiency solutions, district cooling, or related industries.
- Demonstrated experience in securing major projects, service contracts, or long-term engineering solution contracts.
- Strong network with property developers, consultants, asset owners, facility operators, government agencies, institutional clients, and industry partners.
- Proven ability to develop and shape business opportunities.
- Experience in Energy Service Company (ESCO) business, Energy Performance Contracting (EPC), Cooling-as-a-Service (CaaS), Energy-as-a-Service (EaaS), shared savings, or guaranteed savings contracts will be an advantage.
- Experience in project business case development, financial evaluation, or financing arrangement for engineering or energy related projects will be an advantage.
About JEC
Jardine Engineering Corporation (JEC) is a leading provider of engineering services, sourcing & contracting expertise, delivering engineering excellence for over a century.
JEC enables customers to operate their facilities at world-class standards by providing the contracting expertise to design, supply and install building and specialised processes; facility operation and management; asset enhancement and energy management; and the sourcing of electrical and mechanical equipment and architectural fixtures.
JEC is headquartered in Hong Kong and operates throughout Asia. JEC operates joint venture businesses in Hong Kong and Thailand with Trane, one of the world leaders in air-conditioning systems, services and solutions. JEC is a member of Jardine Matheson.
