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Smart Energy Group

Posted 5 days ago

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Commercial Business Development Manager | Solar & Battery

MelbourneOn-site

AI Summary

A Commercial Business Development Manager owns the end-to-end commercial sales cycle for solar and battery storage, generating, qualifying, and converting B2B opportunities into signed contracts.

About this role

Own the full commercial sales cycle | Build a high-value pipeline | Help businesses reduce their energy costs

Smart Energy's commercial solar channel is scaling rapidly, and we’re looking for an experienced Commercial Business Development Manager to help drive its next phase of growth. ⚡

This is a true end-to-end commercial sales role. You’ll proactively generate new business, convert qualified referrals, manage complex opportunities and guide commercial customers from their first conversation through to signed contract.

You’ll work closely with our Technical, Design, Connection Applications and Install Scheduling teams to create commercially compelling solar and battery solutions that are accurately designed, clearly presented and delivered seamlessly.

If you’re a consultative salesperson who enjoys building relationships, managing complex deals and turning technical information into a strong commercial case, this is an exciting opportunity to make a genuine impact.

The Opportunity

As our Commercial BDM, you’ll own the growth and delivery of commercial solar and battery storage sales across your territory.

You’ll be responsible for building a healthy pipeline from the ground up while also converting opportunities referred by our Lead Generation team, Residential BDMs and Home Electrification Specialists.

You’ll remain the face of Smart Energy throughout the customer journey, managing each opportunity from qualification and proposal through to negotiation, contract signature and final handover.

What You’ll Be Doing

Lead Generation & Pipeline

  • Proactively identifying and developing new commercial solar and battery opportunities across your territory

  • Converting commercial enquiries sourced by the Lead Generation team into qualified opportunities

  • Partnering with Residential BDMs and Specialists to identify and follow up commercial opportunities they surface (e.g. business owners, multi-site clients, strata) during residential conversations

  • Building a referral network (electricians, accountants, brokers, industry bodies) to generate warm commercial leads

  • Maintaining an accurate, healthy pipeline in Salesforce

    • Deal Ownership, End to End

  • Qualifying opportunities against site suitability, load profile, and customer objectives

  • Working with the Technical team to obtain and interpret NEM12 interval data for accurate system sizing and ROI modelling

  • Preparing and presenting tailored proposals covering system options, ROI, payback, and financing pathways (e.g. Solar Energy Finance)

  • Negotiating commercial terms and pricing within approved margin guidelines

  • Managing the deal through to contract signature, keeping the customer and internal stakeholders informed at every stage

  • Handing over signed deals to Design, Connection Applications, and Install Scheduling with complete, accurate information to avoid rework

  • Remaining the customer’s point of contact for commercial questions through to installation completion

    • Cross-Team Collaboration

  • Working closely with the Technical team on system sizing, compliance, and non-standard designs

  • Flagging site-specific risks early to Connection Applications and Design

  • Feeding lead quality insights back to Lead Generation to improve targeting

  • Sharing market insights (competitor activity, pricing, customer objections) with the wider Sales and Technical teams

    • Reporting & Forecasting

  • Keeping opportunity, quote, and deal status data accurate and current in the CRM

  • Providing regular pipeline and forecast updates

    • What We’re Looking For

  • Proven experience in B2B sales, business development, or commercial solar sales

  • A track record of managing a pipeline and closing complex, multi-stakeholder deals

  • Current Australian driver’s licence and willingness to travel to client sites

  • Experience with Salesforce or a similar CRM highly regarded

  • Solar, electrical, or broader energy industry background advantageous but not essential

  • Consultative, solution-based sales approach - able to translate technical detail (load profiles, ROI, payback) into a compelling commercial case

  • Strong relationship-building and networking skills, internally and externally

  • Technical fluency, or the aptitude to build it quickly: NEM12 data, system sizing principles, STC/VEEC and finance pathways

  • Self-motivated and resilient, comfortable building a pipeline from a standing start

  • Highly organised, with strong CRM and administrative discipline

  • Confident, clear communicator across all stakeholder levels, from business owners to internal technical teams

    • Skills

    Battery StorageLoad Profile AnalysisNEM12ROI ModellingSalesforceSolar Energy FinanceSolar Energy SystemsSTCVEEC

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