Business Development Manager - Solar Commercial & Industrial

Responsibilities

• Prospect and generate leads from commercial and industrial segments.
• Target businesses with high daytime electricity usage.
• Build relationships with business owners, finance decision-makers, operations heads, and sustainability teams.
• Conduct first-level qualification of customer electricity bills, roof suitability, business needs, and decision timeline.
• Drive meetings, proposals, site assessments, and commercial discussions.
• Convert qualified opportunities into signed contracts.
• Pipeline Development and Management
• Own and manage the full sales pipeline from lead generation to closure.
• Build a healthy pipeline of C&I opportunities.
• Maintain proper tracking of leads, prospects, proposals, and deal status.
• Prioritize opportunities based on revenue potential, closing probability, and strategic value.
• Provide weekly pipeline updates with clear next steps.
• Work closely with internal teams to unblock commercial, technical, legal, or operational issues.
• Commercial Proposal and Solution Selling
• Position solar as a business solution, not just a product.
• Understand customer pain points such as electricity cost, ESG pressure, tariff risk, and energy efficiency.
• Explain solar savings, payback period, ROI, and commercial benefits clearly.
• Support preparation of proposals, business cases, and customer presentations.
• Work with technical and product teams to design suitable solar solutions.
• Promote the right payment model, including outright purchase, upfront + leasing, or other approved commercial structures.
• Strategic Segment Development
• Develop focused acquisition plays by customer segment.
• Build segment-specific sales approaches for shoplots, clinics, warehouses, schools, retail chains, and SMEs.
• Identify multi-site customers where solar can be scaled across multiple locations.
• Develop referral opportunities through business associations, property owners, developers, and channel partners.
• Support partnership-led acquisition with EV companies, property developers, equipment suppliers, or SME ecosystem partners.
• Stakeholder and Partner Management
• Coordinate across internal and external parties to close deals.
• Work with engineering, operations, finance, legal, procurement, and product teams.
• Coordinate site visits, feasibility checks, proposal preparation, and contract finalization.
• Manage customer expectations from first contact until handover to implementation team.
• Support onboarding of customers after contract signing to ensure smooth project kickoff.
• Market Intelligence
• Provide feedback on market trends and competitor activities.
• Track competitor offers, pricing, payment models, and customer objections.
• Identify barriers to C&I solar adoption.
• Share insights on customer feedback, pricing sensitivity, and emerging market opportunities.
• Recommend improvements to sales pitch, offers, and commercial structure.
• Key KPIs
• Revenue Acquisition: Achieve signed C&I solar revenue target.
• Number of New C&I Contracts Signed: Secure new commercial and industrial solar contracts.
• Qualified Pipeline Value: Maintain a healthy qualified pipeline.
• Proposal-to-Contract Conversion: Convert proposals into signed contracts.
• Multi-Site Customer Acquisition: Acquire customers with repeatable multi-site potential.
• Minimum Requirements
• Diploma or Degree in Business, Marketing, Engineering, Energy Management, Sustainability, or related field.
• Minimum 3 to 6 years of experience in business development, B2B sales, enterprise sales, SME sales, solar sales, energy solutions, or related industry.
• Proven track record in acquiring new business customers.
• Strong communicatio

Benefits

Additional Information

Are you ready to get ahead in your career? We want to empower you to turn your ambitions into achievements. We thrive in inclusiveness, diversity and embrace close collaborations for you to create impact for yourself and others. Together, we aim to bring the best of technology to help people, businesses and the nation to be ahead in a changing world. To realise our vision to become Malaysia's leading converged solutions company, we are looking for a new talent to innovate and grow with us in a culture that values commitment, performance and possibilities. Why does this job exist and why is it critical? To drive acquisition of commercial and industrial solar customers by identifying high-potential business segments, building a strong project pipeline, converting prospects into signed contracts, and supporting revenue growth for the company's C&I solar business. The candidate will focus on businesses such as shoplots, warehouses, schools, clinics, multi-site chains, SMEs, and selected industrial customers where solar can help reduce electricity costs and support sustainability goals. 1. New Customer Acquisition Responsible for identifying, approaching, and acquiring new C&I solar customers.

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