Senior Sales Manager - Solar Energy & Storage

Key Objectives

• Consistently achieve monthly, quarterly, and annual sales and collection targets while improving revenue quality and market coverage.
• Build a capable, professional, and performance-driven sales organization.

• Develop key accounts, distributors, installers, EPC partners, and other strategic channels.
• Improve forecast accuracy and control the entire process from opportunity and quotation through closing, delivery, and payment collection.

• Provide market and competitor insights that support product, pricing, and promotional decisions.

1. Key Responsibilities

3.1 Sales and Target Management

1. Develop monthly, quarterly, and annual sales plans aligned with company objectives and cascade targets by territory, channel, and individual.

1. Formulate and execute sales, channel-development, and marketing strategies to achieve revenue and profitability goals.

1. Review the sales pipeline, orders, inventory, deliveries, and collections; identify risks and implement corrective action promptly.

1. Maintain disciplined forecasting and reporting, providing management with performance analysis, business updates, and recommendations.

1. Coordinate with product, technical, supply-chain, finance, and after-sales teams to close and deliver priority opportunities.

3.2 Team Leadership and Development

1. Set objectives and manage, coach, motivate, and evaluate the sales team.

1. Conduct regular training on products, solutions, selling skills, negotiation, and CRM usage.

1. Run business reviews and one-to-one coaching sessions, with documented improvement plans where performance gaps exist.

1. Support the recruitment and development of sales talent and promote an ethical, accountable, and results-oriented culture.

3.3 Customer Relationships and Market Development

1. Build and maintain strong relationships with key accounts, distributors, installers, EPC companies, and project partners.

1. Identify new territories, segments, projects, and strategic partnerships to expand coverage and accelerate growth.

1. Lead needs assessment, solution presentation, quotation, negotiation, contracting, and delivery coordination for major accounts.

1. Oversee the coordinated resolution of major complaints and after-sales issues to improve satisfaction and repeat business.

3.4 Market Intelligence and Competitive Analysis

1. Collect and analyze customer demand, market size, pricing trends, channel developments, and policy changes.

1. Monitor competitors’ products, pricing, channels, promotions, and market activities and provide regular analysis.

1. Recommend actions related to product positioning, portfolio planning, pricing, and sales enablement.

1. Support the planning, delivery, and evaluation of exhibitions, customer events, channel meetings, and promotional campaigns.

1. Candidate Requirements

4.1 Education

• Diploma or bachelor’s degree in Business Administration, Marketing, Electrical Engineering, Renewable Energy, or a related field.

4.2 Experience

• At least five years of sales or business-development experience, including a minimum of three years in solar energy, inverters, battery storage, or a related renewable-energy sector.
• Demonstrated experience leading a sales team or managing regional sales operations; hands-on experience in Kenya is strongly preferred.

• Proven experience in distributor development, project sales, commercial negotiation, and payment collection.

4.3 Skills and Competencies

• Strong understanding of Kenya’s energy and solar markets, customer segments, channel structure, and commercial environment.
• Excellent communication, presentation, negotiation, customer-management, and cross-functional coordination skills.

• Strong sales-planning, analytical, forecasting, and problem-solving capabilities.
• Proficiency in Microsoft Office and CRM tools, with the ability to manage sales through data.

• Fluency in English is required; proficiency in Swahili is an advantage.

4.4 Personal Attributes

• Target-driven, proactive, self-motivated, commercially aware, and accountable.
• Strong leadership, execution, resilience, and teamwork.

• Committed to ethical and compliant selling and able to thrive in a fast-paced, travel-intensive environment.

1. Suggested Key Performance Indicators

Category Primary Measures Review Sales performance Revenue, gross margin, target achievement Monthly/Quarterly Collections Cash collected, overdue receivables, collection cycle Monthly Business growth New accounts/channels, qualified pipeline, key projects Monthly/Quarterly Sales operations Forecast accuracy, CRM completeness, conversion rate Monthly Team leadership Team target achievement, training, people development Quarterly

Note: KPI weightings, compensation and benefits, probation, office location, and reporting line should be confirmed by the company based on its organization structure and annual business plan.