Commercial Development Manager
Behind-the-Meter Energy · UK, Hybrid · Full-time, Permanent
Reports to
Commercial Director
Location
UK — Hybrid, regular travel to client sites, events and Mangrove offices
Contract
Full-time, Permanent
Direct reports
None — individual contributor with direct access to the Commercial DIrector
THE MARKET CONTEXT
Large commercial and industrial operators across the UK are being squeezed from three directions at once. Electricity costs remain structurally elevated, with grid connection delays and distribution network constraints limiting what utility-scale solutions can deliver. The Corporate Sustainability Reporting Directive is now in force, requiring verified Scope 1 and 2 disclosures from thousands of companies operating in the UK and EU. And carbon pricing under ETS II — launching across Europe in 2027 — is set to make the economics of on-site renewable generation materially more compelling year on year.
The behind-the-meter energy market has not merely emerged — it is accelerating. Warehouse operators, industrial occupiers, NHS trusts, ports and logistics firms are actively seeking on-site solar, battery storage and EV charging infrastructure under zero-capital procurement structures. The question is not whether this demand is real. The question is who captures it.
Mangrove Energy is building the platform to do exactly that — delivering integrated behind-the-meter solar, battery storage, EV charging, digital carbon measurement and reporting, and energy management under long-term power purchase agreements, backed by £350 million of committed infrastructure capital from Ampyr and Atrato. The commercial model is validated. The pipeline is live. What we need now is the person who builds the deal flow.
THE ROLE
The Commercial Development Manager is Mangrove's primary market-facing commercial role. You are responsible for identifying, qualifying and advancing behind-the-meter energy opportunities across the UK's commercial and industrial sector — and for building the commercial relationships and referral infrastructure that positions Mangrove as the platform of choice for large C&I operators.
This is not an account management role and it is not inbound-led. You are prospecting, mapping markets, opening doors at director and board level, and doing the early-stage commercial work that turns a site visit and an energy bill into a structured opportunity for the Commercial Director to negotiate and close. You have the sector knowledge to speak credibly about power purchase agreement structures, behind-the-meter project development, Ofgem's grid reform agenda and the carbon reporting obligations that are now landing on Mangrove's target clients. And you have the commercial instinct to identify where the pain is sharpest and position Mangrove's integrated offering as the right response.
You will work directly with the CEO. Your pipeline decisions will appear in commissioned projects within months. The role carries equity participation structured to reflect its direct leverage on the business.
WHAT YOU WILL OWN
– Systematic origination of qualified behind-the-meter energy opportunities across Mangrove's target sectors — Golden Triangle logistics operators, industrial occupiers, NHS trusts, ports, airports, cold storage facilities and data centres — building and maintaining a pipeline of 50–100 MWp at all times
– Senior-level engagement with energy managers, sustainability directors, finance directors and procurement leads; multi-stakeholder account strategies for high-value targets with extended procurement cycles
– Early-stage commercial development — understanding a client's electricity cost structure, carbon reporting obligations, grid connection situation and capital constraints, and translating these into a commercially framed behind-the-meter opportunity before it reaches proposal stage
– Referral channel development — energy consultants, property asset managers, commercial property agents, facilities management firms and trade bodies including BPF, RenewableUK and the Carbon Trust network; building the partnership infrastructure that generates qualified introductions alongside direct outbound activity
– Rigorous opportunity qualification against Mangrove's technical and commercial criteria — roof or land suitability, half-hourly demand profile, procurement appetite, lease structure, counterparty covenant — before committing engineering and commercial resource to feasibility work
– Market intelligence — competitor activity, pricing signals, DNO constraint mapping, procurement behaviours by sector and emerging demand segments — reported monthly to leadership and feeding directly into go-to-market strategy and offer development
– Full CRM ownership; disciplined pipeline management, accurate stage-gate forecasting and structured progression from initial contact through to handover
HOW SUCCESS IS MEASURED — YEAR 1
Metric
Year 1 target
Qualified pipeline originated
50+ MWp
New C&I prospect relationships per quarter
20+
Pipeline-to-proposal conversion
>30%
Active referral channel partnerships
3+
Market intelligence cadence
Monthly, to leadership
WHAT WE NEED FROM YOU
– Five to eight years in commercial development, business development or origination in behind-the-meter energy, solar PV services, energy services contracting, distributed energy or a closely adjacent UK infrastructure market
– A demonstrable record of generating and progressing pipeline in the UK C&I energy market — you have opened accounts, developed relationships with energy buyers and moved opportunities through a commercial process, not merely supported deals initiated by others
– Working knowledge of behind-the-meter project development in the UK context: rooftop and ground-mount solar assessment, battery storage dispatch economics, EV charging infrastructure procurement, power purchase agreement structures, and the role of REGOs and verified carbon credits in client propositions
– Understanding of CSRD mandatory reporting, Streamlined Energy and Carbon Reporting (SECR) obligations, and how the urgency of verified Scope 1 and 2 reductions translates into commercial decision-making velocity for UK corporates
– Familiarity with the UK grid landscape — Ofgem's connections reform, distribution network operator constraints, demand-side flexibility services and the connection queue dynamics that make behind-the-meter generation increasingly attractive to large occupiers
– Comfort operating in complex, multi-stakeholder procurement environments — you understand the difference between the energy manager, the finance director and the sustainability lead, and you can engage all three credibly on their own terms
– Self-sufficient and resilient; you build the process as much as you execute it, and you are effective without an established warm pipeline or large supporting infrastructure around you
– An existing network across UK commercial and industrial energy — logistics operators, property asset managers, energy consultants, facilities management groups or sector trade bodies — that gives you a meaningful running start
– CRM discipline; structured approach to pipeline management and milestone-based forecasting
– Full UK driving licence and willingness to travel regularly across UK regions, client sites and sector events
WHY THIS ROLE, WHY NOW
Mangrove sits at the point where the regulatory calendar, the grid constraint picture and the economics of on-site generation are converging. CSRD Wave 2 reporting is live. Ofgem's grid connection reforms are reshaping the economics of distributed versus utility-scale. ETS II is 24 months away. Large UK commercial and industrial operators need exactly what Mangrove delivers — and most of them do not yet have a supplier relationship that can deliver the full integrated package under a long-term power purchase agreement.
The Commercial Development Manager is the person who changes that. You will not be joining a function — you will be building one, with the full weight of the MD And CD, £350 million of committed infrastructure capital and a funded commercial platform behind you. If you have been developing behind-the-meter opportunities inside a larger organisation and want the accountability and upside that comes with doing it for a platform with genuine scale ambition, this is that role.
If you need an established inbound pipeline and an extensive support structure to be effective, this is not the right fit. If you want direct commercial ownership, meaningful equity participation and the opportunity to build something of consequence in the UK energy transition, we should speak.
REMUNERATION AND TERMS
– Competitive base salary benchmarked against commercial development roles in UK distributed energy and behind-the-meter services
– Performance bonus tied to pipeline origination milestones and project starts, not activity measures
* – Flexible working arrangements with the expectation of regular presence at client sites, prospect meetings and sector events across the UK