Main job function
Head of Solar Sales C&I BESS is responsible for leading and expanding the company’s Battery Energy Storage Systems (BESS) sales activities across Southern African C&I markets. The role focuses on developing strategic market presence, building scalable distribution channels, managing key accounts, and interacting and collaborating with a high-performing regional sales team targeting C&I scale power plants, mining energy solutions, hybrid power systems, and off-grid or microgrid applications.
The position requires a commercially driven leader with a strong track record in selling C&I BESS or energy infrastructure solutions and demonstrated experience establishing distribution networks across diverse African markets.
The Head of Sales will work closely with cross-functional internal teams including engineering, product management, project execution, finance, and marketing to ensure successful execution of sales strategies and project outcomes, reflecting collaboration principles outlined in internal sales structures.
Sales Leadership & Strategy
- Develop and execute the regional sales strategy for C&I BESS solutions aligned with company growth objectives.
- Establish scalable go-to-market models combining direct sales, strategic partnerships, and distributor-led channels.
- Drive revenue growth and achieve regional sales targets.
- Design and implement a structured distribution strategy across African markets.
- Identify, evaluate, onboard, and manage national distributors, EPC partners, and local system integrators.
- Develop performance-based partner frameworks including technical enablement, commercial alignment, and sales support.
- Build long-term partnerships with regional distributors capable of addressing C&I, off-grid, and decentralized storage markets.
- Ensure alignment between distributor capabilities and company commissioning, service, and product strategies.
Business Development & Key Account Management
- Build and maintain relationships with key decision-makers including:
- Electrical Distributors and/or Wholesalers
- EPCs and contractors
- Government and regulatory stakeholders
- Lead complex commercial negotiations including supply agreements, long-term service agreements, and framework contracts.
- Engage early with customers to identify technical and commercial challenges and convert them into structured project opportunities.
- Support development of strategic partnerships and channel ecosystems across Africa.
Technical Sales & Market Positioning
- Promote advanced C&I BESS solutions and energy optimization for off-grid environments.
- Maintain strong understanding of market regulations, energy policy, and grid infrastructure requirements across African markets.
- Provide strategic input on pricing models, commercial structures, and financing approaches where required.
Cross-Functional Collaboration
Collaborate closely with:
- Engineering and pre-sales teams for technical solution development
- Product management for roadmap alignment
- Project delivery teams to ensure successful project execution
- Finance and legal teams during contract negotiations
- Marketing teams for regional positioning and market intelligence
- Provide structured feedback to internal stakeholders regarding customer needs, competitive landscape, and emerging market opportunities.
Market Intelligence & Strategic Development
- Monitor competitive activity, regulatory changes, and technology developments impacting C&I BESS adoption.
- Shape go-to-market strategies based on regional energy transition drivers.
- Support strategic initiatives to expand market penetration and establish long-term regional leadership.
Reporting & Governance
- Maintain accurate sales forecasting and pipeline reporting using CRM tools.
- Provide regular updates to senior leadership on performance, risks, and market insights.
- Ensure alignment with internal governance, compliance, and commercial approval processes.
