Sales Strategy and Planning
- Market Penetration : Develop and implement strategic sales plans to achieve revenue targets and drive business growth in South Africa.
- Opportunity Identification : Identify new market opportunities and develop strategies to penetrate key markets.
- Competitive Analysis : Analyse market trends, customer needs, and competitor activities to ensure a competitive edge.
- Pipeline Management : Ensure a minimum pipeline of $150 million is consistently reviewed, updated, and demonstrates progression across each deal
Team Leadership and Management
- Team Development : Lead, inspire, and drive a high-performing business development sales team, dedicating time 'in the field' to each member and providing expert guidance and mentorship.
- Performance Monitoring : Set clear sales objectives and KPIs, monitor performance, and provide regular feedback.
- Collaborative Culture : Foster a collaborative and supportive sales culture that promotes teamwork and knowledge sharing.
Key Account Management
- Client Relationships : Cultivate and nurture relationships with key clients, ensuring customer satisfaction and retention.
- Tailored Solutions : Identify customer needs and propose tailored renewable energy solutions.
- Cross-Functional Collaboration : Work closely with cross-functional teams to deliver comprehensive solutions that exceed client expectations.
Business Development
- New Business Pursuits : Proactively identify and pursue new business opportunities, expanding companies' customer base.
- Contract Negotiation : Lead the negotiation and closing of major contracts and strategic partnerships.
- Stakeholder Engagement : Develop and maintain strong relationships with industry stakeholders, including government entities and regulatory bodies.
Market Intelligence and Reporting
- Market Insights : Continuously gather intelligence on market conditions, industry trends, and the competitive landscape.
- Strategic Reporting : Provide detailed reports and insights to senior management to inform strategic decision-making.
- Sales Tracking : Utilize CRM systems to track sales activities and forecast future sales accurately.
Sustainability and Innovation
- Leadership in Sustainability : Drive initiatives that position company as a leader in sustainable energy solutions.
- Encouraging Innovation : Foster a culture of innovation within the team to develop new products and improve existing offerings.
- Global Alignment : Align business development activities with global sustainability trends and local regulations.
Requirements
Educational Background and Experience:
Essential:
- 8-10 years professional experience, Business Development experience on high value sales and contract negotiations in South Africa, ideally within the solar industry.
- Strong understanding of and experience with project management and project finance
- Experience in business plan and budget preparation and management.
- Excellent network within the South African Commercial and Industrial segments and in the solar industry (e.g., solar developers, EPCs).
- Strong understanding of the Broad-Based Black Economic Empowerment (B-BBEE) programme.
- Strong working knowledge of Microsoft PowerPoint, Word, and Excel.
- Proficiency in CRM software and other sales-related tools.
Preferred:
- Minimum 10 years’ experience in Business Management or Project Development in C&I and/or utility scale Solar PV sector; ideally with a solar developer or EPC.
- Driving results-oriented behaviour and a commission-driven team, hungry to win and provide excellence in customer service at all levels.
