Team Lead O&M Commercial and Business Development at juwi Renewable Energies (Pty) Ltd

Objectives

• Your main objective is commercial management of the existing O&M contracts, in the EMEA Region (focusing mostly to Middle East & Africa), in cooperation with the O&M EMEA Head of Department (HoD), ensuring all contractual requirements are met, the O&M spending is optimized, maintaining a high level of customer satisfaction at the same time. In parallel, you are tasked with the development and ownership of the Operations & Maintenance (O&M) sales, for 3rd party (not built by juwi) utility-scale solar PV Plants, in the EMEA Region (focusing mostly to Middle East & Africa), in close cooperation with the EPC sales and O&M operational Teams.

Primary Responsibilities
Commercial Management:

• Commercially manage all existing O&M contracts, keeping track of all contractual obligations and supporting the operational team on queries.
• Act as the first point of contact towards Clients and Subcontractors for all commercial matters and queries.
• Support the HoD with formal communications to Client’s and Subcontractors and the need may be, in cooperation with Legal.
• Overseeing and supporting O&M procurement activities, in cooperation with the O&M team; managing the O&M Procurement Officer.
• Managing O&M ED / BBBEE related activities (including compliance monitoring and reporting as well as BBBEE certification), in cooperation with the ED Manager and functionally managing the Senior ED Administrator (O&M) and the O&M Intern.
• Negotiate Settlements (spare, tools etc.) as part of handover (end of projects, in cooperation with the HoD
• Negotiate and conclude extension of current & restructure O&M Contracts with Clients, in cooperation with the HoD to reduce risk.
• Negotiate and conclude SLAs and subcontracts with service providers, in cooperation with the HoD.
• Drive cost reduction and margin increase efforts, in cooperation with the HoD.
• Liaising with relevant Operations departments within juwi locally and at the Head Office in Germany.

Financial Management:

• Coordinating Bank Guarantees, CPI escalations & extension
• Budgeting & Forecasting (including monthly budget tracking)
• Board Presentations & Forecasts
• Quotations & Invoicing (Special Projects and Variations Orders)

Business Development:

• Achieving the company’s sales targets for the 3rd party O&M services.
• Formulating sales strategies and being responsible for implementing them.
• Managing the overall response process to relevant RFQs.
• Developing and presenting commercial proposals to clients based on sound financial business models, actively following up on these.
• Providing O&M pricing and supporting information to juwi’s BD / Sales team (HoT, ED breakdowns (Job Creation Planning, preferential procurement, LC etc.) .
• Keeping track of market intelligence in the industry with respect to market development, competitive activity, customers, price and services trends, etc.
• Establishing, growing and maintaining relationships with key clients, existing and potential ones.
• Network at relevant events, including the presentation of papers.

Your Profile
Qualifications And Experience

• At least 7 years’ experience in a Commercial Management (alternatively Project Management) role
• Experience within the Renewable Energy sector of South Africa
• Experience in O&M / after sales support in the Renewable Energy is highly desirable
• Experience in Business Development is highly desirable
• A university degree in Engineering, Science, Management or Finance is highly desirable
• Experience in projects or operations within the Solar PV sector is desirable
• A positive attitude, a competitive and resilient nature, integrity and the ability to deliver outstanding customer service are required
• You should be a quick learner, able to quickly gain and display a deep understanding of juwi’s business and products
• You will have a proven track record in generating customer leads in a KPI-driven, customer-centric sales environment; and the ability to close deals
• A very good understanding of the regulatory framework REIPPP and Private Market
• A very good understanding of the BBBEE topics
• Excellent verbal and written communication skills in English
• Ability to work effectively in a team
• Proficient with email, Microsoft Office and CRM tools
• Great interpersonal skills
• Valid driver’s license
• Able to work with a minimum amount of supervision