Sales Director

2 weeks ago

Manila, National Capital Region, Philippines TotalEnergies Full time

JOB DIMENSION

Expand the DG business and become a leader in the country.

Lead the team of Business Developers, coordinates stakeholders for business development & long-term relationships.

The scope of the job is about local market intelligence and business regulatory monitoring, marketing & commercial activities, management of business partners, coordinating stakeholders, managing staff to develop the solar distributed generation business.

The role includes the below main objectives:


• Responsible for annual target of signed MWp with strong economics.


• Ensure the growth of an attractive customers portfolio and prospects pipeline with multinationals and reputed brand names.


• Increase DG visibility in the market.


• Leadership and management of the sales team, mentor and develop the team members, foster a team-based culture, ensuring positive interactions with other teams.


• Implement HSE culture within the team.

Other aspects:

Potential local JV development & coordination, M&A positioning

Mitigate all commercial risks related to DG business

ACTIVITIES

Accountable for all DG commercial activities in the country

Implement the Solar Distributed Generation business model, find and contract projects in full compliance with the Company's policy and procedures

Ensure accurate segmentation and targeting of the market including identification of customers and market opportunities, ensure strong pipeline of prospects

Source high-quality customers,

Understand project financing in order to ensure strong project economics

Negotiate the contracts with customers and make sure risks are mitigated.

Implement sales and marketing processes, partnership networks and economic offers to maximize competitive advantage in the country of operation.

Manage customer relationships through development, construction and life of operation.

Coordinate with sales team, HSE team, customer success team, project management team, engineering team, marketing, legal, operations & maintenance teams, and other team members from other departments to ensure the highest quality projects and all client needs are met according to proposed timeline.

Credit management: accountable for collection of cash from customers for the provided services.

Ensure the follow-up of the local market intelligence, reports the local trends/tendency and propose the adaptation of the local strategy

Source potential strategic opportunities, potential partnerships and JV, and M&A targets to drive long-term growth.

Ensure DG business fully complies with local regulation (permits, licenses etc to get/renew on time).

Ensure permanently optimized business models according to legal, fiscal and regulatory framework

Managing global key accpunts, local key accounts and partners

Develop and maintain the teams required to operate the business effectively and to create a market leading business.

Fully understand and operate according to delegated authorities.

Noting that the affiliate operates in a very competitive environment and that strategies and actions need to be implemented constantly to drive competitivity

CONTEXT AND ENVIRONMENT

The competitive environment: The business operates in a very competitive environment with both local and international competitors. Constantly changing technical evolutions require active cost reduction and performance improvement processes in order to keep the local competitiveness

The regulatory environment: the country has its own regulatory framework and context in which the business must operate. Regulation for on-site / self-consumption is constantly evolving which requires the adaptation of the business model on a regular basis.

The HSE environment: the highest Company standards of HSE and local HSE regulation must be locally implemented. This can often involve implementing additional processes beyond the market standards in the region.

Compliance rules must be applied across all activities.

ACCOUNTABILITIES

To meet DG objectives of MW Awarded and strong economics in accordance with budget.

To ensure that the team is fully compliant and does business according to all TotalEnergies policies, HSE and compliance values.

To grow the TotalEnergies DG business in the country in accordance with the Long Term Plan.

To be accountable for the management of the sales team

QUALIFICATIONS AND EXPEREINCE REQUIRED

Engineer with experience in solar energy (rooftop and ground mounted in Asia).

Ability to analyze a market and identify potential target customers

Building long-term relationships, design and implement sales strategy

Experience of price and contract negotiation, tender processes, development of high-quality sales materials

Proven ability to operate effectively with autonomy.

Precision and zero compromise / tolerance approach to HSE. Commercial excellence must be proven

Understanding of risks (legal, construction, financial, regulatory) and ability to provide solutions to mitigate

Ability to network and interact effectively with all parties impacting the business (regulatory, client, suppliers, Financial institutions, business partners; etc)

Project financing knowledge and experience (supported by Finance experts)

Knowledge of Company processes for compliance and HSE.

10 years of sales experience positioning sophisticated solutions and cost-benefit analyses

5 years of team management experience is required.

Strong leadership skills. Able to recruit, set up, manage and motivate a team of diverse skilled resources. Able to bond into an effective team.

Excellent communication skills coupled with a dynamic approach to sales. Results-oriented and Success-oriented.

Working languages: local and English, French is a plus.


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