SUMMARY:
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POSITION INFO:
Head of Commercial
Market-related package
Cape Town or Johannesburg
Role Purpose
We are seeking a dynamic and visionary Head of Commercial and Sales to lead the commercial and sales function, drive customer strategy, and secure offtake opportunities that underpin growth in the renewable energy sector.
This senior leadership role reports to the executive team and has a strategic impact on scaling the commercial and sales function while representing the business across external platforms.
Key Responsibilities
Strategic Leadership
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Act as a key member of the management team, driving value creation and business performance.
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Develop and implement the Commercial and Sales strategy and execution plan, securing offtakers for the project pipeline.
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Serve as the primary interface with customers, stakeholders, regulators, and shareholders on all commercial and sales matters.
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Recommend and structure financial and commercial solutions aligned with shareholder and stakeholder needs.
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Build and maintain strong customer and supplier relationships, ensuring effective contract governance and controls.
Build the Commercial and Sales Function
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Develop and grow a high-performing, diverse commercial and sales team aligned with company values.
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Design and execute innovative contracting and product offers in line with shareholder standards and regulatory requirements.
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Monitor the regulatory environment (SAWEM, WEPS, NERSA, Eskom) and evaluate impacts on business activities.
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Integrate customer and empowerment partner requirements into strategic decision-making.
Drive Commercial Planning and Performance
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Lead negotiations of complex agreements including Power Purchase Agreements (PPAs) and Energy Offtake Agreements (EOAs).
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Manage commercial agreements during project construction and operations.
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Establish and manage the Trading Desk for SAWEM integration.
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Ensure compliance with trading obligations under offtake contracts.
Support Business Planning & Projects
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Provide commercial inputs into business planning and project development.
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Conduct valuations and contract analysis to support project decisions.
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Identify and mitigate functional risks across the business.
Safety, Health & Environment
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Demonstrate visible safety leadership and adherence to SHE standards.
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Participate in audits, inspections, and promote a culture of health, safety, and environmental responsibility.
Requirements
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Graduate degree in Business, Finance, Economics, Management, or related field (essential).
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MBA or relevant postgraduate qualification (preferred).
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15+ years’ experience in commercial and sales functions, with at least 10 years in senior leadership.
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Strong background in capital-intensive industries (energy, mining, or extractives) with multi-site, multi-country exposure.
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Proven track record in securing offtake contracts and driving revenue growth.
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Deep expertise in project finance and structured finance for infrastructure projects.
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Strong knowledge of energy industry agreements (PPAs, EOAs, trading obligations).
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Established relationships with Southern African banks, lenders, regulators, and customers.
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Excellent communication skills in English; additional languages (French or South African languages) are advantageous.
