Job description

Business Development Manager – East Africa (Hybrid)

You would be working for one of the most respected solar companies in the world who have been around since the early days of the solar industry and have been part of the evolution that has made PV the attractive investment it is today. We have put solar on a greater variety of sites than any other company in the industry, and have won multiple awards for product innovation.

The company develop, design and install commercial, industrial and utility scale solar and provide engineering quality, superior yields and sheer breadth of deployment.

Job Details

To proactively develop PV business in East Africa providing short and long term EPC revenue and market share growth. This is a new role and is a fundamental part of the company’s international expansion strategy. The successful candidate will be a highly motivated self-starter with a proven track record in international sales. This position will be based in Nairobi, Kenya. This is a fantastic opportunity to develop, international business, directly impacting the company’s commercial growth and profitability and strategic direction. This position will require extensive international travel outside of Africa both to Europe and also to other East African countries.
 

Budgetary Responsibility: responsible for helping to define the annual East African sales budget

People Responsibility: none

Technical Responsibility: qualifying opportunities from technical perspective and finding solutions that utilise existing and local supply chains

Commercial Responsibility: delivering on annual revenue and gross margin targets

Key Activities And Responsibilities

Finding technically and commercially attractive PV opportunities in East Africa and the broader African continent. This will include hybrid PV systems and commercial roof and utility scale PV plants.

Identifying and qualifying development/co-development opportunities for utility scale projects and working closely with the project development team in London to bring these opportunities to fruition.

Developing and qualifying network of installers, and equipment suppliers and supporting negotiations with them

Identifying and qualifying direct or indirect sales commercial customers in target countries and negotiating and closing contracts with them

Identifying development and investor partners

Working closely with and supporting development and investor partners in East Africa

Supporting international marketing events

Identifying new East African markets and developing strategies to enter these markets

Creating commercial and technical proposals for direct customers and investors

Periodically reporting on project pipeline, competition, market developments

Learning, reporting and recording on policy and legislation developments

Understanding country requirements re: local content, tax and other barriers to entry. Finding solutions to overcome these barriers.

Negotiating EPC contracts with investor partners

In conjunction with the East Africa Director delivering the annual revenue and margin budget

Extensive international travel

Skills (including Specialist Skills)/ Experience / Attributes

Proven track record in high value high tech international sales

Highly self-motivated

Strong initiative and creative thinking

Fluent in English Kiswahili ideal

Ability to work individually and as a team

Excellent communication skills

Managing travel and sales budgets

Proven track record of delivering/exceeding revenue and margin targets

Strong networking capability

Existing relationships with international investors, project developers, supply chain

Experience in developing sales projects from scratch

Understanding of PV and competing technologies

Understanding of financial modelling

Willingness to travel extensively abroad

Understanding of the regulatory environment for grid tied solar and the wider energy industry in East Africa