Head of Business Development

SUMMARY:
Commercial & Industrial Solar EPC

POSITION INFO:

The Head of Business Development is a senior leadership role responsible for driving revenue growth and expanding the commercial and industrial solar PV and battery energy storage project portfolio. This role leads the sales function end-to-end, setting the commercial strategy, building and managing high-performing sales teams, and securing new EPC project opportunities. The department head works closely with engineering, project development, and executive leadership to ensure that projects sold are commercially viable, technically sound, and aligned with the company’s long-term growth objectives.

Key Responsibilities

• Define and execute the overall sales strategy for commercial and industrial solar PV and battery energy storage projects, aligned with the company’s growth objectives.

• Lead, mentor, and scale a high-performing sales and business development team, setting clear targets, KPIs, and accountability frameworks.

• Drive revenue growth by securing new commercial and industrial solar and storage projects, including EPC and energy-as-a-service structures.

• Own the full sales lifecycle, from lead generation and client engagement through proposal development, contract negotiation, and deal closure.

• Build and maintain senior-level relationships with key clients, partners, and stakeholders across commercial, industrial, and institutional markets.

• Identify and pursue new market opportunities, strategic partnerships, and repeat business channels to expand the project pipeline.

• Oversee the development of high-quality proposals, tenders, and RFP responses, working closely with engineering, finance, and legal teams to ensure technically and commercially sound solutions.

• Collaborate cross-functionally with engineering, project development, procurement, and operations to ensure sold projects are executable and aligned with delivery capabilities.

• Monitor and manage the sales pipeline, forecasting revenue accurately and reporting on performance, risks, and opportunities to executive leadership.

• Ensure pricing strategies, deal structures, and commercial terms support profitability while remaining competitive in the market.

• Stay informed on industry trends, regulatory changes, and emerging technologies within the solar PV and battery energy storage sectors.

• Represent the company at industry events, conferences, and client meetings, strengthening market presence and brand positioning.

• Champion customer satisfaction by ensuring strong handover from sales to execution and maintaining long-term client relationships post-contract award.

Qualifications and Requirements

• Bachelor’s degree in Business, Engineering, Finance, or a related field; an MBA or similar postgraduate qualification is advantageous.

• Minimum of 8–10 years’ experience in sales, business development, or commercial leadership within the renewable energy sector, with strong exposure to solar PV projects.

• Proven experience selling commercial and industrial-scale renewable energy solutions, preferably within an EPC or project delivery environment.

• Demonstrated success in closing complex, high-value energy projects and consistently achieving or exceeding revenue targets.

• Strong understanding of commercial and industrial solar PV systems, battery energy storage solutions, and project economics.

• Experience with various commercial structures, including EPC contracts, power purchase agreements, and energy-as-a-service models.

• Excellent leadership and people management skills, with the ability to build, motivate, and retain high-performing sales teams.

• Advanced negotiation, presentation, and stakeholder management capabilities, with confidence engaging at executive and board level.

• Strong financial and commercial acumen, including the ability to assess project viability, margins, and return on investment.

• Strategic thinker with a data-driven approach to decision-making and pipeline management.

• Willingness to travel as required for client meetings, site visits, and industry engagements.