Head of Commercial and sales(renewable energy)

SET Recruitment Consultants; Cape Town; Hybrid; ZAR 500,000 - 600,000; Full time

Job summary

A recruitment agency is seeking a dynamic Head of Commercial and Sales to lead the commercial function in the renewable energy sector. This senior role focuses on developing the sales strategy, building customer relationships, and securing offtake opportunities. Ideal candidates should have extensive experience in commercial roles within capital-intensive industries, along with strong negotiation skills and a strategic mindset.

Qualifications

• 15+ years’ experience in commercial and sales functions, with at least 10 years in senior leadership.
• Strong background in capital-intensive industries (energy, mining, or extractives).
• Proven track record in securing offtake contracts and driving revenue growth.

Responsibilities

• Lead the development and implementation of the Commercial and Sales strategy.
• Serve as the primary interface with customers and stakeholders.
• Monitor the regulatory environment and evaluate impacts on business activities.

Skills

Commercial strategy development

Customer relationship management

Negotiation of complex agreements

Project finance expertise

Strong communication skills

Education

Graduate degree in Business, Finance, or related field

MBA or relevant postgraduate qualification

Job description

Head of Commercial

Market-related package

Cape Town or Johannesburg

Role Purpose

We are seeking a dynamic and visionary Head of Commercial and Sales to lead the commercial and sales function, drive customer strategy, and secure offtake opportunities that underpin growth in the renewable energy sector.

This senior leadership role reports to the executive team and has a strategic impact on scaling the commercial and sales function while representing the business across external platforms.

Key Responsibilities

Strategic Leadership

• Act as a key member of the management team, driving value creation and business performance.

• Develop and implement the Commercial and Sales strategy and execution plan, securing offtakers for the project pipeline.

• Serve as the primary interface with customers, stakeholders, regulators, and shareholders on all commercial and sales matters.

• Recommend and structure financial and commercial solutions aligned with shareholder and stakeholder needs.

• Build and maintain strong customer and supplier relationships, ensuring effective contract governance and controls.

Build the Commercial and Sales Function

• Develop and grow a high-performing, diverse commercial and sales team aligned with company values.

• Design and execute innovative contracting and product offers in line with shareholder standards and regulatory requirements.

• Monitor the regulatory environment (SAWEM, WEPS, NERSA, Eskom) and evaluate impacts on business activities.

• Integrate customer and empowerment partner requirements into strategic decision-making.

Drive Commercial Planning and Performance

• Lead negotiations of complex agreements including Power Purchase Agreements (PPAs) and Energy Offtake Agreements (EOAs).

• Manage commercial agreements during project construction and operations.

• Establish and manage the Trading Desk for SAWEM integration.

• Ensure compliance with trading obligations under offtake contracts.

Support Business Planning & Projects

• Provide commercial inputs into business planning and project development.

• Conduct valuations and contract analysis to support project decisions.

• Identify and mitigate functional risks across the business.

Safety, Health & Environment

• Demonstrate visible safety leadership and adherence to SHE standards.

• Participate in audits, inspections, and promote a culture of health, safety, and environmental responsibility.

Requirements

• Graduate degree in Business, Finance, Economics, Management, or related field (essential).

• MBA or relevant postgraduate qualification (preferred).

• 15+ years’ experience in commercial and sales functions, with at least 10 years in senior leadership.

• Strong background in capital-intensive industries (energy, mining, or extractives) with multi-site, multi-country exposure.

• Proven track record in securing offtake contracts and driving revenue growth.

• Deep expertise in project finance and structured finance for infrastructure projects.

• Strong knowledge of energy industry agreements (PPAs, EOAs, trading obligations).

• Established relationships with Southern African banks, lenders, regulators, and customers.

• Excellent communication skills in English; additional languages (French or South African languages) are advantageous.