Business Development Manager

Role Overview

This position is for a results-driven Business Development Manager who will take ownership of the full sales cycle for solar PV projects, from identifying promising leads to closing bankable contracts. You will focus on expanding the company's footprint in Kenya and neighbouring East African markets, targeting utility-scale installations of 5 MW and above alongside commercial and industrial systems around 1 MW. Your work directly fuels the company’s growth strategy by building a robust pipeline, shaping commercial offers, and turning relationships into signed agreements with developers, investors, and corporate clients.

Key Responsibilities

• Proactively identify, develop, and secure new solar PV opportunities across East Africa, prioritising utility-scale projects of 5 MW and above and C&I installations of roughly 1 MW per project.
• Build and maintain a qualified project pipeline, guiding each opportunity from first contact through technical assessment, commercial negotiation, and contract signature.
• Lead origination efforts including prospecting, client meetings, opportunity qualification, proposal preparation, and strategic positioning against competitors.
• Cultivate lasting relationships with commercial clients, developers, investors, consultants, financiers, utilities, and other strategic partners.
• Contribute to market-entry plans, pricing frameworks, partnership structures, and tender submissions that align with the company's technical and financial capabilities.
• Carry out regular market analysis to identify emerging projects, regulatory shifts, and competitive dynamics in the East African solar sector.
• Support the structuring and negotiation of commercial agreements, strategic alliances, and power purchase agreements, ensuring favourable terms on pricing, risk allocation, duration, and payment mechanisms.
• Collaborate with technical, legal, and finance teams to assess project feasibility, commercial viability, contractual obligations, and potential risks before commitments are made.
• Represent the company at industry conferences, networking events, client presentations, and stakeholder consultations across the region.

Requirements & Qualifications

• Bachelor’s degree in Business, Engineering, Renewable Energy, Economics, or a related discipline.
• 5–8 years of demonstrable business development or sales experience specifically in the solar PV sector, preferably gained within an EPC, developer, or similar project-driven environment.
• Proven ability to originate opportunities, manage a live pipeline, and convert qualified solar PV leads into signed contracts or awarded projects.
• Deep knowledge of the East African energy landscape, with direct working experience in Kenya and familiarity with adjacent regional markets highly valued.
• Hands-on understanding of PPA negotiations, including commercial terms, pricing structures, risk allocation, contract tenure, payment arrangements, and stakeholder requirements, with some direct or supporting involvement in finalising energy offtake agreements.
• Strong track record in building strategic relationships with clients, investors, developers, financiers, consultants, and other industry players.
• Excellent negotiation, communication, and presentation skills, plus sound commercial judgment and analytical thinking.
• Comfortable working independently and within multicultural, international teams.
• Willingness to travel frequently within East Africa.