The Business Development Manager (BDM) plays a key role in driving the company's growth and bottom-line performance. This role focuses on developing a stable pipeline of new opportunities with Commercial and Industrial (C&I) clients in the rooftop solar PV sector, covering the entire process from initial engagement to project closure.
The BDM is responsible for sustaining ongoing relationships with clients and stakeholders. The responsibilities include sourcing opportunities, marketing, preparing presentations and proposals, and delivering them to both new and potential clients or stakeholders.
The BDM is expected to identify and secure new clients or projects and to lead commercial discussions with clients or stakeholders. The role also requires an understanding of key technical aspects of solar PV installations, as well as some legal and commercial components of long-term offtake contracts. In addition, the BDM must be able to assist with site assessments and risk studies.
The position also involves collaborating with the company's procurement and costing teams to define pricing for potential projects. The BDM is tasked with developing or acquiring new or existing projects and staying informed about regulations and market developments in the solar PV industry related to the C&I sector, both locally and regionally.
Overall, the BDM will proactively lead and support the company's core business development activities.
Job Accountabilities:
Develop solar PV and ESS business:
- Identify and secure new C&I clients for solar PV and ESS installations
- Oversee business development and marketing efforts to develop and secure new and existing C&I clients.
- Identify and participate in bids, tenders, and proposals for new projects.
- Lead discussions on design and commercial aspects of solar PV installations for C&I clients.
- Participate in trade shows, industry meetings, and conferences as a company representative.
- Conduct due diligence on stakeholders, potential clients, contractors, or local partners for solar PV projects.
- Source and evaluate potential contractors or local partners for solar PV and ESS projects.
- Maintain ongoing engagement with existing and potential clients and stakeholders through direct contact, phone, email, social media, professional associations, etc.
- Demonstrate initiative in developing innovative product offerings from renewable energy sources or ESS.
- Identify opportunities for new solar PV installations with both new and existing C&I clients.
Develop Sales Strategies and Business Plans
- Network, develop, prospect, qualify, and maintain relationships with strategic partners (e.g., construction contractors, power plant developers, system integrators).
- Prepare and formulate sales strategies and business plans together with senior management.
- Collaborate with pricing and legal teams to develop pricing and contract strategies that attract clients and achieve desired profit margins.
- Understand the renewable energy industry, client base, and market trends within the industry.
- Achieve financial and business targets for the year.
- Conduct market research and analysis to gain insights into market competition and trends.
- Adapt business development activities to evolving business and technological changes related to renewable energy.
Manage client accounts
- Review and maintain client database and records for pricing, tracking and managing ongoing engagement and proposals
- Lead client/stakeholder discussions
- Assist with drafting of contractual information and technical specifications for contracts
- Assist to review client related contracts such as commercial offtake agreements (PPAs), EPC contracts, collaboration agreements together with the company's project management and legal departments.
- Maintain long term partnerships and ongoing relationships with clients after commissioning of projects and into operations
Manage key internal and external stakeholders
- Build strategic and long-term partnerships with new and existing clients and stakeholders
- Negotiate with relevant stakeholders to obtain favorable Power Purchase Agreements, EPC or O&M agreements
- Firm understanding of local regulations and requirements related to renewable energy
- Manage collaboration between the client and the company's project management, legal, procurement and operations teams on transaction details, business process planning and project implementation.
Qualifications/Experiences/Other Requirements:
- Bachelor's Degree/Post Graduate Diploma/Professional Degree in Engineering (Electrical/Electronic or Electrical Power or Clean Energy) or equivalent
- At least 3 - 5 Years of working experience in a B2B environment in technical sales or business/project development role
- With at least 2 years of work experience in energy-related sector, preferably in solar PV with C&I clients
- Experienced with legal and commercial aspects related to offtake agreements in renewable energy
- Experience of business development and growing or leading a team
- Strong Business Acumen to achieve revenue targets
- Proven experience in and detailed knowledge of solar PV and/or projects and the wider supply chain
- Experienced with successfully having negotiated and reached financial close for energy related projects
- Excellent in MS Office and IT Savvy
- Intermediated understanding of principles of solar energy generation and installations is preferred
- Strong analytical mindset and problem-solving skills; ability to convert facts into insights
- Excellent networking and negotiating skills in liaising with various internal and external stakeholders
- Customer oriented
- Ability to understand financial/pricing models and create detailed customer proposals
- Excellent communication and presentation skills
- Self-starter and Results-oriented: Proven experience of working to targets and achieving them within established timelines in a commercial or sales driven role
- Frequent travel for site visits, client meetings, attend exhibitions and conferences
- Excellent leadership skills to motivate team to maximise their potential in work performance and drive positive work attitudes in the team.
