Head BD Mini-Grids & SHS Wholesale at ENGIE Energy Access
Full Time | Dar es Salaam | December 22, 2023 | Head BD Mini-Grids & SHS Wholesale at ENGIE Energy Access
Job Title: Head BD Mini-Grids & SHS Wholesale
Department: Business Development
Reporting Line: CEO EEA
Location: Africa (Nigeria, Tanzania, Zambia, Benin, and Uganda)
About ENGIE BU Africa ENGIE Energy Access
ENGIE Energy Access is the leading Pay-As-You-Go (PAYGo) and mini-grids solutions provider in Africa. The company develops innovative, off-grid solar solutions for homes, public services, and businesses, enabling customers and distribution partners access to clean, affordable energy. The PAYGO solar home systems are financed through affordable installments from $0.19 per day, and the mini-grids foster economic development by enabling electrical productive use and triggering business opportunities for entrepreneurs in rural communities. With over 1,800 employees, operations in nine countries across Africa (Benin, Côte d’Ivoire, Kenya, Mozambique, Nigeria, Rwanda, Tanzania, Uganda, and Zambia), over 1.9 million customers, and more than 9 million lives impacted so far, ENGIE Energy Access aims to impact 20 million lives across Africa by 2025.
www.linkedin.com/company/engie-africa
Job Purpose and Mission
The Head BD Mini-Grids & SHS Wholesale drives the development of Mini-Grids in all EEA markets and will also play an important role in expanding Engie MySol products into new geographic markets.
The job holder supports growing the Mini grids pipeline through winning tenders or concluding negotiated deals. She/He is also responsible for building strategic partnerships to get our product distributed through 3rd parties in countries where we have decided not to be vertically integrated. She/He will explore any ethical and law-compliant ways that would increase our chances of success such as joint ventures, partnerships, coordinated new market entry with SHS activities.
From the approval process perspective, the Head of BD and Mini-grids will develop with a transversal team (project MG team) the required documents to get the investment files to EEA investment committee and any required committee at Engie level.
The job holder will also support the Mini-Grid teams in locations where EEA has a Mini grid activity during the construction period up to commissioning. She/He will also support any expansion project review and will monitor operation as long as the country has not operated more than 1 MG successfully.
The role involves leading Engie MySol’s expansion through developing a Business to Business (B2B) business model by responding to tenders in countries we are not vertically integrated, finding leads through direct contacts with potential distributors all over the world, submitting proposals according to pricing committee guidance, and closing sales.
The job holder needs to interact with different global teams (legal, finance, technical, commercial, digital) both for Mini-Grids and wholesales activities.
Responsibilities:
- Identify economic activities, potential partnerships, and methodologies for development consideration for both Mini-Grids and Wholesales in all potential markets.
- Build and test new revenue streams to improve the Mini-Grid business model:
- Identify and design new products and services mix to be offered to customers.
- Lead the building of the new business activities (product or service) with the support of the Global MG team: define the commercial offer, the financial model, the customer journey, and ensure the compliance of the new business with local regulations.
- Present the new business activity to the EEA investment committee for approval.
- Coordinate the implementation of the new business activity upon approval.
- Define the budget and HR needs to implement the new business activities.
- Build partnerships or Joint Ventures to implement new wholesale business activities at scale.
- Lead mini-grid entry to existing and new markets.
- Accelerate Mini-Grid development in Africa with and without EEA physical presence, under investment committee mandates.
- Define and improve the methodology to select new markets to be opened within the guidelines of EEA mandate.
- Build strategic partnerships and joint ventures to accelerate development of Mini-Grids.
- Test and implement new revenue streams to support electricity demand on each Mini-Grid site with the support of the Strategic Marketing team.
- Challenge the technical specifications of the Mini-Grid that is development by the global and local Technology team.
- Challenge the operation assumptions developed by the global and local Operation team.
- Support the Country Director and the relevant Regional Director to build a viable Mini-Grid team in new markets of operation.
- Work with each Business Developers in each region to accelerate pipeline development.
- Work with the Finance team to securing external funding.
- Present investment files and decision metrics to the EEA and Engie investment committees.
- Contribute to the constant improvements of the BD processes:
- Site selection process,
- Investment process,
- Tender application process,
- Innovative project development process,
- Partnership building process,
- Process to externalize site development.
- Performance Monitoring processes
- Capacity expansion processes.
- Tender Applications
- Support the global grant funding team on the overall tender coordination process, from pre-qualification to final submission.
- Lead EEA internal process validation
- Manage the relationship with tender stakeholders (donors, developers, agencies…).
- Assess upcoming tender grant opportunities together with global grant funding team.
- Submit and track the progress on tender applications.
- Joint venture, acquisitions, and strategic partnerships
- Build strategic partnerships or Joint Ventures at a country, regional or continental level.
- Present the partnership/JV project to EEA investment committee for approval.
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