Head of Business Development – Renewable Energy

The Head of Business Development is responsible for driving the company’s growth through effective business development strategies, market expansion, and leadership. This position focuses on identifying and developing business opportunities, managing the sales pipeline, and fostering relationships within the solar PV PPA/EPC sectors. The successful candidate will demonstrate extensive sales management experience in renewable energy, particularly in PV, BESS, and generator integration projects for industrial and commercial applications.

Candidate Requirements

1. A minimum of 5 years of complex sales management experience within the renewable energy industry.
2. In-depth knowledge of Power Purchase Agreements (PPAs) and solar PV solutions, including BESS and generator integration.
3. Proven track record of selling complex PV projects for industrial and commercial applications.
4. Excellent communication, negotiation, and team leadership skills.

Role and Responsibilities

Sales & Revenue Management

1. Sales Reporting: Prepare and submit weekly Sales Pipeline analyses to the Managing Director and CFO, with monthly summaries of quotes, sales percentages, and target achievements.
2. Forecasting: Assist in setting and forecasting sales targets for growth projections across client portfolios, with a focus on IPPs and end-users.
3. Revenue Targets: Develop and implement strategies to achieve sales revenue goals.

Business Development & Market Expansion

1. Market Analysis: Conduct research to identify market trends, potential clients, and competitors.
2. Client Acquisition: Identify, qualify, and establish relationships with new IPPs, industrial/commercial clients, and partners to grow the company’s network and portfolio.
3. Strategic Offers: Collaborate with the engineering and quantity surveying teams to develop tailored proposals.

Sales Process Management

1. Process Oversight: Facilitate the entire sales process, from lead generation to contract signing, ensuring timely delivery and high client satisfaction.
2. Stakeholder Engagement: Represent the company to clients and external partners, showcasing capabilities to enhance business opportunities.

Team Leadership & Collaboration

1. Sales Team Management: Lead and mentor the sales team, providing training and guidance to achieve targets.
2. Cross-Departmental Coordination: Foster collaboration between the sales team and other internal departments, such as engineering and finance.

Client Relationship & Contract Negotiation

1. Relationship Building: Maintain long-term relationships with clients, ensuring high levels of satisfaction and retention.
2. Negotiation: Lead contract discussions to secure terms favourable to both the client and the company.

Compliance & Strategic Planning

1. Regulatory Compliance: Ensure all business activities adhere to legal and industry standards.
2. Strategic Development: Advise senior management on strategies for business growth and future market opportunities.

Performance Reporting & Analysis

1. Pipeline Management: Monitor leads through the CRM system, providing regular updates and insights to senior management.
2. Proposal Timeliness: Ensure that all proposals and tenders are accurate and submitted within agreed deadlines.

Key Performance Areas (KPAs)

1. Pipeline Building: Expand the network of IPP partners and industrial/commercial clients.
2. Lead Conversion: Achieve a high rate of converting leads into deals.
3. Revenue Growth: Meet or exceed sales revenue targets annually.
4. Client Retention: Maintain strong client relationships to ensure repeat business.
5. Timely Reporting: Deliver accurate and timely updates on sales performance and strategy.

Key Performance Indicators (KPIs)

1. Pipeline Growth: Secure collaborations with at least four new IPPs annually.
2. Lead Conversion Rate: Achieve a conversion rate of 20% for qualified leads.
3. Revenue Generation: Deliver annual revenue in line with set targets.
4. Client Retention Rate: Maintain a significant retention rate for the client portfolio.
5. Proposal Submission: Submit proposals and tenders within agreed timeframes.