The Senior Business Development Manager plays a pivotal role in sculpting our commercial trajectory, focusing on the acquisition and expansion of commercial and industrial clients. Tasked with steering our growth strategy, this individual spearheads the introduction and implementation of sophisticated solar solutions, Battery Energy Storage Systems (BESS), and energy efficiency technologies. By expertly navigating the market landscape, they uncover and develop new business opportunities, translating complex sales leads into profitable, long-term investment partnerships. Their strategic acumen ensures not only revenue enhancement but also a sustained improvement in our profitability and market stature.
In this capacity, the Senior Business Development Manager leverages a well-established network to engage potential clients through a variety of high-impact channels including cold calls, targeted responses to inbound inquiries, and high-profile presence at industry events and conferences. This role demands a proactive approach to fostering robust client relationships and driving negotiations to successful closures. Strategic planning is at the core of this position, requiring a deep understanding of market dynamics and competitive positioning. Collaborating closely with our Risk, Legal, Finance, and Technical teams, the manager ensures that our business operations are both strategic and compliant, enhancing our overall position and reputation within the industry.
Target Objectives
These targets are designed to drive strategic alignment and operational excellence. To maintain agility and responsiveness to market conditions and business needs, these targets are subject to regular reviews and adjustments. The following points outline the foundational expectations required for this role: It is crucial that our approach is methodical and targeted, not indiscriminate. The Senior Business Development Manager (BDM) must thoroughly understand the customer profiles we aim to engage, developing tailored strategies for each persona. This strategic focus extends to all prospecting activities, which include
Prospecting:
- Achieving weekly activity targets by making 10-15 strategic calls and scheduling 3-5 in-person meetings with potential clients to deepen relationships and advance sales discussions.
- Preparing and submitting complex commercial proposals each quarter, involving detailed technical, risk, and financial analysis, aimed at key tenders with potential revenues ideally amounting to $100 million USD per quarter.
- Conducting detailed market research monthly to identify key tenders and continuously updating our understanding of the market landscape.
- Identifying and addressing any gaps in company offerings to meet both explicit and implicit needs of large strategic customers, thereby crafting solutions that provide a competitive edge.
- Submitting a minimum of two well-researched tender bids per quarter, ensuring each proposal aligns with our strategic objectives and capabilities.
Deal Progression:
- Attain a minimum deal closure rate of 10%, successfully converting proposals into finalised agreements with clients.
- Consistently achieve annual targets by advancing the sales pipeline from initial engagement (20%) to deal closure (50%), where negotiations move into final stages involving legal and risk assessments.
Collaboration:
- Effectively collaborate with internal teams, including Technical, Legal, and Risk departments, to ensure seamless progression and closure of deals. The ability to work synergistically across departments is critical for overcoming potential obstacles and securing deal success.
- Facilitate regular coordination communication and provide updates to ensure all involved parties are aligned and informed throughout the deal progression process.
Key Result Areas and Responsibilities
Key Result Area 1: Prospecting
- Collaborate with the Country CEO and Group CEO to develop a strategic growth plan. This strategy should leverage collective insights to craft a tailored approach for a selected key industry.
- Implement the prospecting plan effectively, optimising both time and marketing investment to elevate the company brand within the sector. Activities should include targeted direct marketing, strategic presence at industry shows, and active roles in events sponsored
- Generate leads through strategic networking and prospecting initiatives. Regularly distribute plans and highlight key tender dates that require cross-departmental focus and collaboration.
- Actively respond to tenders, establishing a consistent collaboration rhythm with supporting departments. Set clear internal guidelines by fully understanding and communicating customer objectives.
- Work with the commercial intelligence team to conduct market research, identifying specific needs within key industrial sectors for renewable energy solutions.
- Maintain up-to-date knowledge of the market dynamics and technological advancements in distributed solar leasing and energy efficiency systems, ensuring a robust pipeline and business continuity.
- Deepen knowledge of Company offerings and technology changes to adeptly communicate the value proposition to high-level C-suite stakeholders during negotiations.
Key Result Area 2: Client Negotiation
- Schedule and conduct face-to-face meetings with potential clients, ensuring optimal use of technical resources and comprehensive site assessments to gauge the potential for solutions.
- Leverage data and collaborate internally to craft compelling proposals. Understand competitive landscapes, refine offers, and lead negotiations, with Legal, Finance and risk departments providing necessary support.
- Coordinate closely with the risk department to ensure seamless IC approval processes. Oversee the agreement finalisation and handover to the Project Management team, monitoring progress through to the Commissioning Date to guarantee energy generation and customer satisfaction.
Key Result Area 3: Deal Closing
- Demonstrate a strong capability to close deals by focusing on high-quality, viable opportunities rather than merely accumulating a superficial pipeline of leads. Ensure that the pipeline reflects genuine prospects with a realistic chance of conversion.
- Engage in advanced negotiation techniques to finalise deals, working diligently with potential clients to overcome objections and finalize terms that meet both party’s needs. Emphasize the importance of moving from negotiation to contract signing swiftly and efficiently.
- Apply rigorous criteria to qualify leads, ensuring that efforts are concentrated on opportunities with the highest likelihood of closing. This approach should be aligned with an understanding of customer readiness and commitment levels.
- Develop and refine forecasting methods to predict sales conversions accurately. Regularly review and adjust forecasts based on real-time data and feedback from ongoing negotiations to maintain accuracy and reliability.
- Monitor and report on conversion rates and forecast accuracy, using these metrics to guide strategic decisions and resource allocation. Focus on enhancing the ability to predict outcomes effectively and adjust strategies on time to optimize sales results.
Key Result Area 4: Administration
- Attend and contribute to weekly sales meetings, promoting a culture of continuous improvement and team collaboration.
- Cultivate and maintain relationships with key accounts by mapping business strengths and customer needs through an organizational mapping strategy that includes decision-makers and influencers.
- Manage a comprehensive CRM database of client interactions, referrals, and prospects, ensuring data-driven decision-making.
- Engage actively in industry forums and conferences, maintaining a pulse on market trends and representing company effectively in the public arena.
- Report regularly on sales success and areas for improvement, using insights to drive strategic changes and address lost opportunities collaboratively.
Requirements
- A track record in closing complex deals
- Demonstrated ability in managing complex sales processes that require a consultative sales approach. Must have a proven track record of negotiating and closing deals involving significant financial and risk management aspects, catering to both client needs and investor or banking requirements.
- At least 2 years of which has been held within the solar / Infrastructure / EPC or renewables industry.
- Experience working in a multinational, multi-segment environment with matrix reporting structures. Must have a keen awareness of cultural differences and the ability to navigate varying legal or regulatory environments effectively.
- Bachelor’s degree in Business, Commercial, Economics or Marketing.
Preferred:
- Bachelor’s and Master’s degree in Engineering and/or in Business Administration.
- Experience in Power Purchase Agreements
Core Competencies
- Able to work self-sufficiently without support from the CEO
- Able to work with a high degree of autonomy
- Speaks clearly and persuasively, establishes credibility and presents complex concepts in an easy to understand and memorable way.
- Demonstrates high attention to details (including correct grammar, orthography and punctuation) and communicates without mistakes or ambiguity.
- Sets realistic timescales for the overall completion of work streams, organises own and others’ time effectively, and consistently delivers results against timelines.
- Performs relevant analytical research within area of expertise and translates research into practical insights.
- Solves problems using creativity and strong, evidence-based analysis to identify options or outputs in own work area. Frequently demonstrates strong strategic thinking.
