País
Filipinas
Ciudad
TAGUIG CITY
Empresa empleadora
Total Distributed Generation Philippines INC.
Dominio
Strategy Economics Business
Art des Auftrags
Contrato a tiempo indeterminado
Experiencia
Al menos 10 años

Contexto y entorno


 Scope of responsibility:

The competitive environment: The business operates in a very competitive environment with both local and international competitors. Constantly changing technical evolutions require active cost reduction and performance improvement processes in order to keep the local competitivity

The regulatory environment: the country has its own regulatory framework and context in which the business must operate. Regulation for on-site / self-consumption – export to the grid / off-site / BESS is constantly evolving which requires the adaptation of the business model on a regular basis.

The HSE and compliance environment: the highest Company standards of HSE and compliance must be locally implemented. This can often involve implementing additional processes beyond the market standards in the region.


Accountabilities

  1. To meet DG objectives of MW Awarded, MW COD, production and “Net Operating Income” developing B2B on-site projects in accordance with HSE / compliance standards and within budget.
  2. To ensure business continuity and strong pipeline development.
  3. To implement continuous performance improvement processes to remain relevant and competitive. 
  4. To scale the TotalEnergies DG business in the country.
  5. Responsible for the P&L and CAPEX investment, OPEX targets and limits.
  6. Responsible for construction site management and safety. Once project is ongoing, accountable for O&M and facility optimization and running.





Actividades

 

Accountable for all in-country DG commercial and business development activities:

  • Plan, Report and Achieve Sales Targets; To implement the Solar Distributed Generation business model, effect sales constracts, construct, finance (when locally) in accordance with the JV model with ENEOS, operate the assets in full compliance with the Company’s policy and procedures.
  • Develop accurate segmentation and targeting of the market including realizing market opportunities, establishing balance of pipeline development and revenue generation. 
  • Identify and target strategic key accounts and partnerships; to build relationship and originate opportunities for the DG Business.
  • To implement sales and marketing processes, structures / partnership networks / product and economic offers to complete and maximize competitive advantage in the country of operation.
  • ·        Communicate local market intelligence, reports the local trends and propose the implementation framework of the local strategy
  • Identification of B2B prospects likely to enter in PPA / OLA / DPSA (contractual framework depending on the country)
  • Develop a professional network to ensure that TotalEnergies is being recommended and introduced to strategic opportunities; Managing local key accounts and partners, leveraging the synergies with other Company’s affiliates in the region. 
  • Present and negotiate high-value contracts and bring them to a close
  • To grow the TTE brand influence, representing in public relations communications. i.e. seminars, conferences, and interviews etc. 
  • Develop and implement strategic channel management. 
  • Training and managing Sales Managers and Channel Partners. 
  • Credit management: accountable for collection of cash from customers for the services provided.
  • Document customer activities and communication, maintain entries in CRM (Salesforce) and other management tools. 
  • Co-ordination and implementation of customer and project objectives. 
  • Grow the C&I portfolio; including but not limited to marketing, origination, sales and service in Malaysia. 

 

Country Manager : the role of the affiliate country manager is critical for ensuring adherence to Company processes, management of the team /the local P&L, and effective action plans / efficient communication flowing in the affiliate. 

  • To Ensure that the activities are compliant with TRDG HSE and compliance standards 
  • To develop, put in place and maintain Company processes and structures under ‘’One TotalEnergies’’ approach by ensuring compliance to Company’s processes (HSE, compliance, fiscal, HR, legal, comms etc.)
  • In coordination with REN/DG and our partner ENEOS set up and maintain the legal and operational infrastructure required to operate (legal, fiscal, regulatory).
  • In coordination with TotalEnergies REN and our partner ENEOS to put in place competitive project finance once projects are built and necessary scale reached. To then ensure that administration processes supporting the financing is maintained effectively.
  • To effectively work and leverage within local branches of TotalEnergies (GRP, MS, RC or EP) team on regulatory bodies, business customers and business groups, financing institutions, etc (One TotalEnergies One Country) 
  • Implementation and active monitoring of HSE processes and actions for construction sites and O&M of operational solar plants.
  • Direct management of the sales/customer success/engineering/PM/O&M/HSE  local Malaysia team + co-ordination with Business development, legal, compliance and finance team; to guide and participate with the team to effectively implement project plans. 
  • To organize transverse co-ordination meetings to ensure adequate level of transversality between teams. To create conditions for informal exchanges, to maximise chances of exchanges, team building and cohesiveness. 
  • To ensure strong project economics and safe project implementation; active monitoring of HSE processes and actions for construction sites and O&M of operational solar plants in alignment per the set internal standards. 
  • To review the market and consolidated roadmap. Reporting of affiliate KPIs and highlights
  • To propose to the management the annual budget and ensure its implementation. Participation and defining of the local LTP + budget (CAPEX/OPEX) follow-up.
  • To develop long-term country plans, including required recourses such as human, technical and financial. 
  • Planning and hiring of affiliate roles. – working in alignment with management team for recruitment / upskilling / governance highlights. 
  • To co-ordinate and promote strong cohesion between the various teams to achieve affiliate KPIs. - The performance will be assessed by pipeline generation, projects closed, project profitability, revenue, customer relationship enhancement, brand influence, enhanced competitiveness and team building. Ensure that all activities are compliant with TRDG HSE and compliance standards.

 

Perfil del candidato

QUALIFICATIONS / EXPERIENCE REQUIRED

  1. At least 10 years of relevant working experience in a commercial environment. 
  2. Strong business acumen and understanding of business operations. Experience in renewable energy, in particular solar and energy industry is an advantage.
  3. In-depth knowledge of the competitive landscape, experience in positioning sophisticated solutions, structuring pricing proposals.  
  4. Proven track record in building, negotiating and executing contracts contributing to positive business growth.
  5. Excellent presentation and communications skills with demonstrated ability to influence. 
  6. Previous corporate management experience of a business unit or another TotalEnergies affiliate, with P&L responsibilities. 
  7. Strong leadership skills. Able to recruit, set up, manage and motivate a team of diverse skilled resources. Able to bond into an effective team.
  8. Proven ability to operate effectively with autonomy.
  9. Experience of contractor management, tendering processes, construction site management and asset O&M
  10. Precision and zero compromise / tolerance approach to HSE / Compliance. 
  11. Project financing knowledge and experience is recommended (supported by PF experts)
  12. Knowledge of Company processes for compliance and operation.
  13. Experiences in different cultural environments
  14. 10 years of experience positioning sophisticated solutions and cost-benefit analysis
  15. Excellent communication skills (written and verbal) in English an additional Asian Language is a plus.

Zusätzliche Informationen

TotalEnergies valora la diversidad, promueve el crecimiento individual y ofrece carreras con igualdad de oportunidades.

TotalEnergies has a plan to have 35 GW of renewables generation capacities in operation by 2025 and 100 GW by 2030. Of this, 3GW is planned to be achieved in 2025 and 9GW by 2030 by the Distributed Generation Business Unit (on-site solar).

TotalEnergies Renewables Distributed Generation (DG) – a fully owned subsidiary of TotalEnergies SE (created in 2019) - is dedicated to the development, construction, operation and financing of Industrial and Commercial solar projects worldwide. In the next 5 years, the DG ambition is to develop an international leadership and profitable presence in the solar DG market, aiming at 10 to 20% market share in the key selected markets.