Business Development Manager - Solar PV Projects

About the Role

This opportunity is designed for a skilled Business Development Manager with a proven history of successfully securing solar photovoltaic (PV) projects. The position focuses on expanding the company's footprint throughout Kenya and the broader East African region. The primary objective is to originate and advance sales opportunities within commercial, industrial, institutional, and large-scale utility solar PV markets.

Key Responsibilities

• Identify and secure new solar PV projects, primarily utility-scale installations of 5 MW and above, while also targeting commercial and industrial projects around 1 MW each, across Kenya and East Africa.
• Establish and maintain a qualified pipeline of projects, advancing leads from identification to commercial negotiations and contract signing.
• Lead efforts in project origination including prospecting, engaging clients, qualifying opportunities, developing proposals, and positioning commercial terms.
• Foster lasting relationships with commercial clients, investors, developers, consultants, financiers, utilities, and strategic collaborators.
• Contribute to the formation of market-entry strategies, pricing models, partnership frameworks, and tender proposals aligned with company capabilities.
• Conduct market research to uncover project prospects, industry trends, regulatory updates, and shifts in the East African solar energy landscape.
• Assist in negotiating and structuring commercial contracts, strategic partnerships, and power purchase agreements (PPAs).
• Collaborate with technical, legal, and financial teams to evaluate project feasibility, commercial viability, contractual terms, and associated risks.
• Represent the company at industry events such as conferences, networking functions, client meetings, and stakeholder discussions.

Candidate Profile and Requirements

• A Bachelor's degree in Business, Engineering, Renewable Energy, Economics, or a related discipline.
• Between five and eight years of verifiable business development or sales experience within the solar PV industry, preferably with an EPC, developer, or similar project-based organization.
• A demonstrated record of originating business opportunities, cultivating a project pipeline, and securing contracts or awarded projects in the solar PV sector.
• Solid understanding of the East African energy market, with hands-on experience in Kenya and familiarity with neighbouring East African countries.
• Practical knowledge of power purchase agreement negotiations, including commercial terms, pricing strategies, risk management, contract duration, payment mechanisms, and stakeholder expectations. Experience in directly supporting or leading PPA and commercial agreement negotiations is essential.
• Proven ability to build and manage strategic relationships with diverse stakeholders including clients, investors, developers, financiers, and consultants.
• Outstanding negotiation, interpersonal, and presentation abilities.
• Strong commercial insight and analytical skills.
• Capability to operate both independently and collaboratively within multicultural and international teams.
• Readiness to travel across East Africa as required for business needs.