KRA 1: Sales Strategy and Planning
• Alongside the Country CEO, develop and implement strategic sales plans to achieve revenue targets and drive business growth.
• Analyse market trends, customer needs, and competitor activities to ensure a competitive edge.
• Collaborate with the Country CEO to set sales targets, budget, and resource allocation.
• Manages and continuously reviews a robust pipeline of deals, ensuring each opportunity is challenged, updated, and demonstrates clear progression from proposal through to execution.
KRA 2: Team Leadership and Management
• Lead, inspire, and drive a high-performing business development sales team to attain outstanding results by personally dedicating time 'in the field' with each member, and providing expert guidance, coaching, and mentorship.
• Set clear sales objectives and KPIs, monitoring performance and providing regular feedback.
• Foster a collaborative and supportive sales culture, promoting teamwork and knowledge sharing.
KRA 3: Business Development
• Proactively identify and pursue new business opportunities, expanding the customer base.
• Lead the negotiation and closing of major contracts and strategic partnerships.
• Develop and maintain strong relationships with industry stakeholders, including government entities and regulatory bodies.
• Stay updated on industry trends, policies, and regulations to identify potential business risks and opportunities.
KRA 4: Market Intelligence and Reporting
• Continuously gather intelligence on market conditions, industry trends, and competitive landscape.
• Provide detailed reports and insights to senior management to inform strategic decision-making.
• Utilize CRM systems to track sales activities and forecast future sales accurately.
KRA 5: Customer Relationship and Engagement
• Implement strategies for long-term relationship building with key core customers and partners.
• Develop customer success stories and case studies to demonstrate value and build brand reputation.
KRA 6: Financial Acumen and Commercial Strategy
• Understand and manage the financial implications of business development activities.
• Alongside CEO develop pricing strategies and models to maximize profitability while remaining competitive.
Requirements
Essential:
● 8-10 years professional experience, Business Development experience on high value sales and contract negotiations in South Africa, ideally within the solar industry.
● Strong understanding of and experience with project management and project finance.
● Experience in business plan and budget preparation and management.
● Excellent network within the South African Commercial and Industrial segments and in the solar industry (e.g., solar developers, EPCs).
● Strong understanding of the Broad-Based Black Economic Empowerment (B-BBEE) programme
● Strong working knowledge of Microsoft PowerPoint, Word, and Excel.
● Proficiency in CRM software and other sales-related tools.
Preferred:
● Minimum 10 years’ experience in Business Management or Project Development in C&I and/or utility scale Solar PV sector; ideally with a solar developer or EPC.
● Driving results-oriented behaviour and a commission-driven team, hungry to win and provide excellence in customer service at all levels.
Demonstrates advanced understanding of energy conservation solutions, competition, market analysis, business models and contract types and drives internal coordination, sales strategy and sales results. Is a role model in managing internal processes required to develop high complex proposals, lease agreements, and IC submissions. Demonstrates leadership in prioritising and allocating resources and effectively steers the customer's process towards contract closing. Consistently demonstrates a complete understanding of customer and stakeholder needs. Implements a strategy to move all stakeholders towards selecting proposition even in the most challenging commercial situations.
Speaks with tact and persuasively, earns credibility and authority with highly knowledgeable audiences and presents complex concepts in a well-structured and engaging way. Creates clarity by adapting written communication to its audience’s knowledge and skill level, summarising complex information, defining clear next steps, and consistently striking the right tone. Is always highly responsive to all requests, anticipates concerns, and timely initiates communication across departments.
