Job title: Head of Sales
Company: Starsight Energy
Job description: Starsight Energy seeks to hire “Head of Sales (Financial Institutions)” for the Nigerian Business based In Lagos, Nigeria. The Head of Sales is a Senior Management level role, forming part of the Nigeria country EXCO. The Head of Sales (FI) reports to the Managing Director/Executive Director and is a senior leadership role, responsible for driving revenue growth by developing and implementing sales strategies, leading the sales team, and ensuring the company’s sales targets are met in the assigned sector.MAIN RESPONSIBILITIES:The Head of Sales (FI) is responsible for managing key relationships in all financial services clients and leading the client dialogue. In view of this, the Head of Sales is expected to:
- Take overall responsibility for the financial institution’s sales strategy, implementation, account management and associated growth.
- Generate and convert sales leads by managing the sales cycle, from lead generation to closing deals.
- Interface and manage high level relationships with key stakeholders in decision making roles in financial institutions.
- Develop and maintain key internal relationships with stakeholders including technical, finance, legal and commercial.
- Manage the legal contracting process to ensure that the commercial details are in line with the group’s onboarding and other regulatory requirements.
- Collaborate with the design and pricing team to propose customisations of products to meet customer need whilst keeping in tandem with organisational profitability margins.
- Collaborate with the customer experience and operations teams to address existing customer needs and drive customer satisfaction
- Keep management abreast with competitor behaviour, market intelligence and industry news
- Demonstrate competency in strategic planning and business development of existing business whilst contributing to the assessment of areas for expansion be it sector or geography.
- Be responsible for timely internal sales reporting including pipeline, conversion statistics, key targets etc.
Sales
- Member of EXCO providing input on FI sales and managing the FI sales team to ensure alignment with the overall company strategy
- Build and maintain key internal relationships with other stakeholders within the company to ensure collaboration and efficiency in executing the sales strategy
- Development and deployment of innovative sales strategies and procedures
- Develop and support a healthy opportunity pipeline for the FI sector leading to deal closure of significant opportunities.
- Generate sales and deliver on pre-agreed sales targets that meet or exceed company benchmarks for revenue and profitability.
- Enhance existing and new customer relationships to place Starsight as the preferred renewable energy partner.
- Collaborate with cross-functional teams to ensure projects are assessed and aligned with company return goals and delivered to client project expectations.
- Build/entrench C-suite client relationships and escalate client related matters in the proper manner to resolve.
- Drive the implementation of escalation negotiations with existing clients and associated resolutions and assist with clearing outstanding payments.
- Reporting on sales performance and pipeline against budget and reporting on variances in management reporting.
- Provide upfront market intelligence on key industry players and provide adaptation strategies.
- Spend significant time with clients and potential clients (face time)
Internal Procedures
- Lead the onboarding/KYC process for new customers in line with the relevant policies.
- Assess suitability and reputation of potential clients in line with company policy
- Find and develop key areas of improvement in the sales process.
Leadership:
- A key member of country management setting the proper example for the FI sales team.
- Provide leadership to the sales team on commercial, sales, and go to market strategy.
- Manage, develop and upskill the FI sales team to deliver on agreed targets as needed.
- Lead and manage the sales team in areas including performance management, continual training & development and team morale.
- Provide strategic input to the business to ensure that the business strategy and the supporting functional strategies are well thought through, clearly articulated and regularly checked.
- Create a high-performance focused culture through personal leadership, teamwork and the development of individual accountability for performance.
- Foster open and positive culture where employee input is encouraged, and differences are resolved constructively.
Risk Management
- Identify and manage potential major risks, highlighting any potential concerns in an appropriate and prompt manner. For named risks, prioritize and ensure that a robust action plan, with monitoring, is put in place.
REQUIREMENTS
Qualifications & Competencies:
- Bachelor’s degree (BSc/BA)
- MBA and other relevant certifications
- At least 12 – 15 years’ relevant experience in sales and business development, with at least 7 years in the renewable energy sector.
- Experience leading a sales team
- Experience in the FI sector
- Exceptional understanding of the renewable energy marketplace, market dynamics and its’ legal and regulatory landscape.
- Possess extensive knowledge of sales principles and practices, and an ability to coach others.
- Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
- Proven ability to influence cross-functional teams.
- Strength in problem solving, issue-resolution, ability to work in a deadline-driven work environment, attention to detail, and ability to multitask.
- Excellent team player with the ability to work with a team to meet the corporate objectives of the organization.
- Proficiency in the use of MS Office tools and CRM software
Key attributes for the successful candidate include:
- Ability and experience in managing multiple clients with varying contract terms and dynamics
- Ability and experience in following through sales prospects where discussions involve multiple stakeholders and takes upward of 6 months to close.
- Ability to continue to manage ongoing client relations, contract discussion and reviews for the life of the contract (7 – 10 years) post deal closure.
- Ability to manage and lead a sales team while ensuring continuous integration and collaboration with other cross-functional teams to drive pipeline execution and customer retention
- Ability to report to fellow EXCO members and ability to be key component of country EXCO
- Previous experience in the Nigerian banking sector and relationships/contacts with senior representatives in Nigerian banks would be a plus.
Interested candidates that meet the necessary skills and experience requirements and believe that this role is a good fit should complete the application portal and submit a cover letter as well as detailed resume / CV using the link via “Where to Apply.”ABOUT THE COMPANY (“Starsight Energy”)
The Starsight Energy Africa Holding group of companies is an Africa focused pure-play commercial and industrial (“C&I”) renewable energy service provider, covering the full scope of C&I projects, from rooftop projects to large scale corporate Power Purchase Agreements (“PPA”) backed projects. It provides carbon reduction, power security and cost savings to blue-chip clients in a number of key economic sectors including banking, healthcare, education, manufacturing and data storage. The group spans three key geographical hubs (Eastern, Southern and Western Africa) with operations in Nigeria, South Africa, Ghana, Kenya, Namibia, Tanzania and Uganda. It is backed by Helios Investment Partners and African Infrastructure Investment Managers (“AIIM”). For more information, please visit: https://starsightenergy.com/who-we-are/group/
Expected salary:
Location: Lagos, Lagos State
Job date: Fri, 30 May 2025 04:10:04 GMT