Commercial Manager - Solar

Main Purpose: This role will be responsible for managing existing and new key customers / key accounts, driving business-to-business relationships, and working on a fast-paced, effective sales lead to support Puma Energy's Renewable (Solar and battery Storage Solutions) objectives.

The position will be part of a team focused on selling Puma's solar Renewable (Solar and battery Storage Solutions) energy solutions via PPAs and lease agreements to small and large commercial, industrial (C&I) and utility-scale solar (PV) markets in Africa.

Knowledge Skills and Abilities, Key Responsibilities:

KEY RESPONSIBILITIES

• Manages the customer/prospect solar and hybrid Puma Energy portfolio in the assigned B2B African region.
• Gains new business and makes necessary contacts by generating interest and translating the latent needs of the B2B customer into sustainable energy solutions to reach the defined sales objectives.
• Expands Puma's energy sales network by identifying, pitching, and building relationships with potential partners and/or customers in key African markets through cold-calling, networking, qualifying prospects, and closing sales.
• Deepens and expands relationships and business with existing partners/customers.
• Integrates information, resources, and activities within the region and participates in the formulation of the sales PPA, lease, and rent-to-own contract negotiation and contract confirmation.
• Develops specific customer strategies and campaign plans, driving leadership in their execution.
• Is accountable for implementing and executing the monthly, quarterly, and annual sales strategy.
• Works together with the Solar project manager and Future Energies team in delivering energy projects.
• Prepares quotations, calculates the economic modeling, follows up, and advises in the design of the appropriate financial structures.
• Provides regular reporting to management, including sales pipeline development, forecasting, key account status, market condition updates, sales results, and team earnings.
• Efficiently and proactively manages relationships providing quotations, shepherding orders through the company process, and providing excellent post-sales service on a timely basis.
• Manages daily activities of the operational sales support function.
• Oversees workflow of all sales processing including preparation of reports, charts, and other statistics to support and direct the sales department.
• Travels as required.

REQUIREMENTS

Background & Experience:

• Minimum 10 years in commercial experience in the B2B renewable energy sector, preferably in Solar PV.
• Experience with utilities, EPCs, and IPPs is preferable.
• Bachelor’s Degree (NQF Level 7) / Equivalent Diploma (NQF Level 6) in Electrical Engineering or equivalent is preferable.
• A degree in business administration / sales or affiliation to ECSA (Engineering Council of South Africa) is a plus.
• Strong commercial acumen.
• Literacy in financials.

Skills:

• Leading people and strong influencing skills.
• Strong negotiation and sales skills.
• Financial acumen to manage a P&L.
• Strong knowledge of Microsoft Office Suite applications; Presentation tools and programs.
• Ability to travel extensively.
• Fluent English.
• Experience/affinity with technical products and project sales.
• Good organizer and planner with time management skills; formalizes actions and their follow-up/reporting (CRM, Salesforce).

Competencies:

• Proficiency in running Solar PV Platforms like PV Syst, Helioscope or equivalent.
• Exposure to handling/managing data loggers.
• Exceptional written and verbal communication skills.
• Ability to work in a fast-paced, organizationally flat environment and under pressure.
• Excellent negotiation and analytical skills.
• Flexible and stress-resistant; works well in a continuously changing environment.
• Creative, assertive, and result-oriented with initiative towards innovative solutions/ideas (entrepreneurial spirit).
• Strong work ethics.
• Ability to interact with large external clients and vendors as well as key internal stakeholders.
• Work independently.
• Be a strong team player.
• Work on multiple projects concurrently.

Key Relationships and Department Overview:

KEY RELATIONSHIPS

• Internal: Global Head of Solar & related staff.
• External: B2B Customers, Potential Clients / Customers, Service Providers.