Overview
Regional Manager Africa-Business Development Solar Systems Jobs in City of Cape Town, Western Cape, South Africa at Executive Placement Africa
Title: Regional Manager Africa-Business Development Solar Systems
Company: Executive Placement Africa
Location: City of Cape Town, Western Cape, South Africa
Our client is a leading renewable energy consulting firm that has grown into a globally recognised technical advisory and engineering company supporting the world’s energy transition.
We are seeking to appoint an experienced and commercially driven Regional BD Manager – Africa, based in Cape Town, South Africa, to lead consultative sales, market development, client engagement, key account management and opportunity creation across the continent. The ideal candidate MUST have renewable energy experience focusing on solar PV/power systems in African markets.
The Regional Business Development Manager will serve as the company’s principal market-facing representative in Africa, promoting the company’s complete portfolio of renewable energy and infrastructure consulting services.
The role will be supported by the Pune-based Business Development team (India office) for market research, CRM management, proposal coordination, marketing activities and client follow-ups, while working closely with the technical teams, regional offices and senior management.
The role will cover the complete African continent, including East, West, Central, Southern and North Africa, as well as the Indian Ocean island nations. S/he will report directly to the Business Development Director based in India.
Key Roles and Responsibilities
1. Africa Business Development Strategy
- Develop and implement an Africa-wide business development strategy aligned with the company’s corporate growth plans.
- Identify priority countries, sectors, clients and market-entry opportunities.
- Prepare annual and quarterly business development plans covering target accounts, revenue objectives, opportunity pipelines, travel and client-engagement activities.
- Recommend market-entry approaches, local representation and strategic partnerships where required.
- Continuously review market priorities based on opportunity quality, conversion potential, profitability and payment risk.
2. Consultative Sales and Solution Development
- Understand clients’ business objectives, project requirements, technical challenges and investment priorities.
- Position the company as a strategic technical partner rather than only a service provider.
- Develop tailored and integrated solutions using the company’s multidisciplinary capabilities.
- Identify additional client needs across the project lifecycle and develop cross-selling opportunities.
- Lead capability presentations, technical-commercial discussions and solution-development meetings.
- Promote value-based selling and clearly communicate the technical, commercial and risk-reduction benefits of the company’s services.
3. Market Development and Opportunity Identification
- Monitor renewable energy, power, grid and infrastructure developments across Africa.
- Track government programmes, utility procurement, private-sector projects, development-finance initiatives and investment activity.
- Identify upcoming projects, tenders, expressions of interest, requests for proposals and early-stage opportunities.
- Monitor opportunities across solar, wind, energy storage, hybrid systems, hydro, pumped-storage hydropower, transmission, microgrids and minigrids.
- Maintain intelligence on competitors, pricing trends, local partners, procurement practices and client requirements.
- Provide timely market intelligence to the Pune BD team, management and relevant technical teams.
4. Client and Key Account Management
- Identify and develop strategic accounts across developers, utilities, governments, investors, lenders, EPC contractors, equipment manufacturers and industrial clients.
- Establish relationships with senior decision-makers, technical leaders, procurement teams and project-development teams.
- Prepare and implement account-development plans for priority clients.
- Build multiple relationships within each account to reduce dependence on individual contacts.
- Maintain regular engagement with existing and prospective clients.
- Develop repeat-business, portfolio, framework and multi-country opportunities.
- Obtain client feedback and support the resolution of relationship-related concerns.
5. Stakeholder and Institutional Engagement
- Develop and maintain relationships with: Renewable energy developers and independent power producers, Utilities, ministries, regulators and public-sector agencies
- Development finance institutions and multilateral development banks
- Commercial lenders, infrastructure funds and institutional investors
- EPC contractors and equipment manufacturers
- Mining, industrial and commercial energy users
- Local consultants and professional service providers
- Embassies, trade organisations and industry associations
6. Pipeline and CRM Management
- Build and maintain a comprehensive Africa opportunity pipeline.
- Ensure that all leads, opportunities, client interactions, next actions and expected decision dates are recorded in the approved CRM system.
- Work with the Pune BD team to maintain the accuracy and completeness of CRM information.
- Qualify opportunities based on client credibility, funding availability, strategic fit, service requirements, competition, delivery capability, commercial value and payment risk.
- Recommend appropriate pursue, hold or no-bid decisions.
- Maintain realistic order-intake and revenue forecasts.
- Conduct regular pipeline reviews with management, the Pune BD team and relevant technical leaders.
- Track proposal conversion rates, sales-cycle duration and reasons for wins and losses.
7. Proposal and Tender Management
- Lead the opportunity strategy and client positioning for proposals, tenders, expressions of interest and prequalification submissions.
- Provide the Pune BD and proposal teams with complete client intelligence, scope requirements, competitive context and win themes.
- Coordinate with technical teams to develop client-specific solutions, methodologies, work programmes and team structures.
- Review proposals to ensure they are compliant, technically credible, commercially competitive and responsive to client requirements.
- Participate in pre-bid meetings, clarification discussions, site visits and proposal presentations.
- Lead or support commercial negotiations and post-submission follow-ups.
- Ensure that proposal assumptions, exclusions, deliverables and client commitments are clearly documented.
- Conduct post-bid reviews and incorporate lessons learned into future pursuits.
8. Commercial Development and Negotiation
- Develop pricing and commercial strategies in consultation with management, technical teams and the Pune BD team.
- Understand local pricing, taxes, withholding requirements, currency exposure, payment practices and commercial risks
- Protect the company’s margins while maintaining market competitiveness.
- Negotiate scope, pricing, deliverables, programme, payment terms and contractual conditions.
9. Internal Coordination and Pune BD Team Support
- Act as the principal Africa-facing business development representative while working as an integrated member of the company’s wider BD organisation.
- Establish clear coordination between the regional role and the Pune-based BD team.
- Provide timely field intelligence, client feedback, opportunity details and follow-up requirements to the Pune team.
- Use the Pune team for research, lead generation, CRM support, proposal coordination, capability submissions, marketing content and administrative follow-up.
10. Partnerships and Local Market Access
- Identify suitable local partners, consultants, industry advisers and service providers in priority countries.
- Assess potential partners for capability, reputation, market access, compliance and strategic value.
- Develop consortium and joint-bid arrangements where required.
11. Marketing and Brand Visibility
- Strengthen the company’s visibility across African renewable energy and infrastructure markets.
- Work with the Pune marketing and BD teams to develop regional campaigns, client communications, case studies, webinars and thought-leadership material.
- Support the development of Africa-specific capability statements and market-facing content.
12. Contract Handover and Client Continuity
- Ensure a structured handover to the project-delivery team following contract award.
- Communicate the agreed scope, deliverables, programme, pricing, assumptions, exclusions and client expectations.
- Introduce project managers and technical leaders to the relevant client stakeholders.
- Remain engaged at the relationship level during project delivery. Support the resolution of strategic client issues without interfering with project-management responsibilities.
- Identify opportunities for additional services, scope extensions and follow-on assignments.
13. Revenue and Collection Support
- Maintain visibility of order intake, contracted revenue, invoicing and collections for African clients.
- Support project and finance teams in resolving client-side issues affecting invoicing or payment.
14. Risk, Ethics and Compliance
Qualifications and Skillset Required
- Bachelor’s degree in Electrical Engineering/B.Tech. and an MBA in Marketing.
- A minimum of 6 years of progressive relevant Marketing and Business Development experience in African and International markets, preferably in renewable energy, technical consulting, design and engineering. Must have Solar Design expertise.
- Demonstrated experience in consultative selling, client relationship management and key-account development.
- Ability to understand client requirements and develop appropriate technical and commercial solutions. Strong interpersonal, leadership, analytical and problem-solving skills.
- Ability to work independently and collaborate effectively with regional and central teams in a fast-paced environment.
- Excellent written and verbal communication skills in English; proficiency in French would be an advantage.
- Hands-on experience with recognised CRM platforms.
- Willingness to travel extensively across Africa and internationally, including extended stays when required.
To apply, please send your updated CV in Word format to [email protected]. Please note that only short-listed candidates will be contacted.