CBE - Business Development Manager

Crossboundary (Nairobi, Kenya) 4 days ago

About the Firm

Founded in 2011, the CrossBoundary Group is a mission-driven investment firm committed to unlocking the power of capital to make a substantial return while creating a lasting difference in frontier markets. We take a transaction-centered approach to frontier markets. CrossBoundary provides investment advisory services and undertakes direct investments in select sectors, and we have developed a specialized expertise in unleashing investment across all sectors in fragile and frontier markets. Learn more at [...] 2015 CrossBoundary founded its first direct investment vehicle, CrossBoundary Energy (CBE). Operated out of Nairobi, Kenya, CBE is the continent’s first and largest owner & operator of distributed solar PV installations for African corporates, providing cheaper and cleaner energy to businesses in Africa through Power Purchase Agreements (PPAs). CBE currently manages a solar PV portfolio of over 30MW of assets awarded, under construction, or operational, and is actively developing a larger portfolio across Kenya, Rwanda, Ghana, Nigeria, Sierra Leone, and other African countries. Learn more at [...] Description

CrossBoundary Energy (CBE) is recruiting a full-time Business Development Executive to identify and engage new commercial-industrial clients in East or West Africa. CBE’s solar power purchase agreements provide cheaper, cleaner, risk-free power at no upfront cost to companies in Africa. But most business leaders still stick to the status quo of overpaying for grid electricity or maintaining noisy, expensive, dirty diesel generators. The Business Development Executive will be responsible for leading such businesses into the future by signing up the continent’s leading brands to purchase solar electricity from CBE. You will design a customer acquisition strategy for your region, seek out and meet with target clients, develop and present custom proposals for local, regional, and global decision-makers, and lead negotiation and closing of power purchase agreements. In addition to originating leads, you will also assess and collaborate on joint bids with CBE’s technical partners and independent developers. This role requires frequent travel and reports to the Enterprise Business Development Director. 

The CrossBoundary Group is not a development firm and is not seeking typical development skills. Beyond your job description, CBE will look to you for practical insights on how to make discrete business decisions that will directly affect our overall business outcomes.

Who We Are

The CrossBoundary Group operates in frontier markets that also hold immense investment opportunities. The chosen candidate will play an important role in a unique team with the opportunity to make a large impact on the renewable energy landscape in Africa. Team members come from diverse backgrounds, but share a number of qualities: curiosity, humility, integrity, a drive for excellence, and a bias for action.

Who You Are

  • Self-starter who is passionate about clean energy and its potential to transform fragile states and frontier markets in Africa
  • A textbook extrovert; the opportunity to meet and speak with people all day, every day is what gets you energized and out of bed in the morning
  • An articulate, assertive negotiator who enjoys challenging people’s preconceived notions and welcomes debate and disagreement as learning opportunities
  • Doesn’t take “no” for an answer; persistent, confident, and creative in finding ways to advance business opportunities and re-frame your value proposition
  • Active within networks of and strong relationships with leaders of Africa’s energy-intensive industries – manufacturing, agriculture, fast-moving consumer goods, mining – and robust inroads into multinational corporations in Africa and their relevant decision-makers
  • Persuasive storyteller who is equally compelling in person, in writing, or on the phone
  • Experienced at identifying champions and building coalitions within corporate bureaucracies to get things done; recognizes the unique challenges of business-to-business sales
  • Empathetic and thoughtful listener who strives to learn from clients’ perspectives
  • Sound commercial judgment; independently assesses and prioritizes valuable leads
  • Fast learner who can effectively distill complex issues down to simple, clear, targeted messaging
  • Ability to identify and connect with a broad range of audiences
  • Comfort with ambiguity; thrives in a changing, challenging context

Primary Responsibilities

  • Design and implement quarterly regional plans for sourcing, pursuing, and closing deals
  • Identify new high-potential clients and introduce them to CBE’s product through meetings, calls, and email communication
  • Tailor the value proposition and sales approach to each client’s business activities, priorities, and most especially their internal decision-making processes
  • Present custom proposals to clients and answer questions about the commercial, financial, legal, and technical aspects of a solar PPA contract
  • Continuously interact with and manage stakeholders within client organizations to drive toward a decision. This will include regular calls and meetings with managers at multiple levels (local, regional, global) and across functional teams (procurement, legal, finance, engineering)
  • Manage your sales pipeline to continuously source fresh leads while advancing existing opportunities toward key milestones
  • Lead negotiation of a variety of solar financing contracts including power purchase agreements, leases, and loans, with support from CBE's legal and business development teams
  • Cultivate and manage relationships with a wide range of developers and technical partners to originate, develop, and close projects
  • Translate customer feedback on CBE’s product into proposals for new products or features

Qualifications

Ideal candidate will have the following skills and qualifications:

  • 3+ years of business development experience across multiple African countries in East or West Africa  
  • 3+ years of business-to-business technical sales experience at a top tier firm
  • Work experience in the commercial energy sector
  • Bachelor's degree
  • Fluency in a relevant local or regional language

Required skills and qualifications:

  • For West Africa, native speaker or fluent in written and spoken French
  • 1+ years of business-to-business technical sales experience at a top tier firm
  • Work experience in emerging markets
  • Experience selling products or services to large industrial clients
  • Experience or interest in project financing mechanisms
  • Proficient in Microsoft Suite, especially PowerPoint

Location

One of the following locations:   Nairobi, Kenya;   Lagos, Nigeria;   Accra, Ghana

Equal Opportunity Employer

CrossBoundary is an equal opportunity employer

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