Job title: Business Development Manager – Southern Africa
Department
Sales
Type of contract
Permanent
Reporting to
International Business
Development Director
Work pattern
Full time
Direct reports
0
Location
Johannesburg
Solarcentury has been around since the early days of the solar industry. Founded in 1998, we’ve been part of
the evolution that has made PV the attractive investment it is today. We’ve put solar on more types of sites
than any other company in the industry, and have won multiple awards for product innovation.
What’s more, we’re in it for the long-haul. This isn’t just our business, it’s our mission. Our commitment to
making solar accessible is deep-rooted and long-term, and our solidly-established business is growing steadily
worldwide.
What we do
Projects: We work directly with our clients to develop, design and install commercial, industrial and utilityscale solar.
Distribution: We supply our products and services to installers and distributors.
Contract manufacture: We manufacture the award-winning range of C21e tiles and slates.
All our customers benefit from our experience in terms of engineering quality, superior yields and sheer
breadth of deployment.
Job details:
To proactively develop Solarcentury’s PV business in Southern Africa providing short and long term EPC
revenue and market share growth. This is a fundamental part of the company’s international expansion
strategy. The role holder will be a highly motivated self-starter with a proven track record in international
sales, and will be able to offer a high level of drive to the team in place. This position will be based in
Johannesburg, South Africa, and is a fantastic opportunity to develop Solarcentury’s international business,
directly impacting the company’s commercial growth and profitability and strategic direction. This position
may require extensive international travel outside of Africa both to Solarcentury HQ in London and also to
other African countries.
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Main responsibility is to drive/manage our JV in South Africa to achieve its sales targets
Budgetary Responsibility: responsible for helping to define the annual international sales budget
People Responsibility: no direct responsibility – doted responsibility for 3 to 4 FTE including the JV’s
MD
Technical Responsibility: qualifying opportunities from technical perspective and finding solutions
that utilise existing and local supply chains
Commercial Responsibility: delivering on annual revenue and margin targets
Solarcentury 2013
Key activities and responsibilities:
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Finding technically and commercially attractive PV opportunities in Southern Africa and the broader
African continent
Identifying and qualifying direct sale commercial customers in target countries, as well as developing
strategies leading to negotiating and closing/signing EPC contracts with them, in line with our JV’s
activities in the region
Developing and qualifying network of installers, and equipment suppliers and supporting negotiations
with them in order to deliver the opportunities identified above
Identifying development and investor partners when/if required
Working closely with and supporting Solarcentury development and investor partners in Southern
Africa, including the JV
Supporting international marketing events
Identifying new Southern African markets and developing strategies to enter these markets
Creating commercial and technical proposals for direct customers and investors
Weekly 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.
Managing travel budget
Negotiating EPC contracts with investor partners
Delivering the annual revenue and margin budget
Potential extensive international travel
Qualifications and experience:
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Proven track record in high value PV (or renewables) international sales
Highly self-motivated and with a lot of drive and energy
Strong initiative, drive and creative thinking
Fluent in English and any other language will be an advantage
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 clients in the region, 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 when/if required
Understanding FiT’s and other legislative support policies
Competencies / Skills (including Specialist Skills)/ Experience / Attributes
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Commercial Awareness – Level 2
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Initiative / Proactivity - Level 2
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Planning and Organising – Level 3
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Analytical Skills – Level 3
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Technical Skills – Level 2
Solarcentury 2013
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Communication Skills – Level 2
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Building Relationships – Level 3
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Teamwork and Co-operation – Level 3
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Influence, Negotiation & Impact – Level 3
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Service focus/Internal and External Customers – Level 2
Qualifications and Experience
Educational Level:
‘A’ Level or
Equivalent
E = Essential
1st degree
2nd degree
Degree Calibre
D
E
Professional Qual.
D
D = Desirable
Relevant Experience
Technical
Commercial
Financial
Customers
Good
understanding
of PV
technologies
and competing
technologies.
Fluent in at
least two
languages
Proven track
record in high
value
international
sales with
ability to sell at
exec/board
level, ideally in
the PV or other
renewable
markets
Experience with
and
development
and
presentation of
financial
business
models.
Working with
investors on £m
projects,
relationships
with UK and
international
investors
Network and
relationships with
overseas
commercial
customers,
authorities,
investors,
developers,
installers, supply
chain
Solarcentury 2013