Account Manager - Solar (Public Sector) at Proten

Summary

• The Account Manager - Solar (Public Sector) will be responsible for driving business development, revenue growth, and account management across government institutions and publicly funded organisations.
• The role will focus on identifying and converting opportunities across Federal and State Ministries, Departments and Agencies (MDAs), local government administrations, public hospitals, schools, water utilities, and other government-owned facilities. The successful candidate will leverage a strong understanding of public-sector procurement processes to identify opportunities, manage tenders and proposals, build strategic government relationships, and secure institutional contracts for reliable energy solutions.

Key Responsibilities
Public Sector Sales & Business Development:

• Identify, develop, and manage business opportunities across Federal and State MDAs, local government administrations, and publicly owned facilities.
• Target public hospitals, schools, water utilities, government offices, and other institutions with significant energy requirements.
• Monitor government procurement portals, tender publications, RFPs, and relevant development-partner platforms for business opportunities.
• Identify and pursue opportunities related to solar energy, distributed power, mini-grid, and other energy solutions.
• Build and maintain relationships with technical officers, procurement teams, senior government officials, and other key decision-makers within target institutions.
• Develop partnerships, consortiums, and subcontracting opportunities with infrastructure, construction, and EPC companies bidding for government projects with energy components.
• Engage state energy agencies, rural electrification agencies, and other relevant institutions to identify programme and project opportunities.
• Build and manage a strong public-sector sales pipeline and convert qualified opportunities into contracts.

Tender & Proposal Management:

• Lead the end-to-end preparation and submission of public-sector bids, tenders, RFQs, RFPs, and Expressions of Interest.
• Ensure tender submissions comply with procurement requirements, technical specifications, commercial conditions, and submission deadlines.
• Coordinate with Technical, Finance, Legal, and Management teams to develop complete and competitive tender submissions.
• Prepare high-quality tender documents, executive briefs, commercial proposals, and supporting documentation.
• Maintain an up-to-date library of corporate registration documents, certifications, company profiles, financial credentials, and other documents required for government prequalification and tender submissions.
• Track tender outcomes, maintain a database of opportunities, and identify areas for improving future submissions.
• Develop and maintain relationships with Development Finance Institutions (DFIs), climate funds, grant-making organisations, and development partners to identify funding and partnership opportunities.

Government & Stakeholder Relations:

• Build and maintain strategic relationships with relevant Federal and State government stakeholders.
• Engage senior officials, including Directors, Commissioners, Directors-General, and other appropriate decision-makers within relevant agencies.
• Represent the organisation at government energy forums, public-sector events, industry conferences, and policy engagement platforms.
• Monitor government energy policies, regulatory developments, electrification programmes, and state energy initiatives to identify emerging business opportunities.
• Develop strong institutional relationships that support long-term business development and account growth.

Account Management:

• Manage active government and institutional accounts following contract award and project implementation.
• Maintain strong relationships with government stakeholders throughout the contract lifecycle.
• Monitor contract performance, project milestones, reporting requirements, and documentation.
• Coordinate with relevant internal teams to address commercial, operational, or service-related issues affecting government accounts.
• Identify opportunities for account expansion, additional projects, renewals, and repeat business.
• Ensure continuity of relationships and effective stakeholder engagement throughout the project lifecycle.

Reporting & Market Intelligence:

• Maintain accurate CRM records and submit daily, weekly, and monthly pipeline, activity, and revenue reports.
• Track public-sector procurement activities, upcoming projects, government programmes, and development-funded initiatives.
• Monitor competitor activity and market developments within the public-sector energy space.
• Provide timely market intelligence and insights to support business development and sales strategy.
• Track sales performance against agreed targets and KPIs.

Requirements & Qualifications

• Bachelor's Degree in Business Administration, Marketing, Science, Engineering, or a related field.
• Minimum 4 years' experience in public-sector sales within the Solar industy, business development, institutional sales, or government relations in Nigeria.
• Proven track record of successfully securing government, institutional, or publicly funded contracts.
• Strong understanding of public-sector procurement processes and government contracting.
• Demonstrated experience preparing and managing competitive tenders, RFPs, RFQs, and Expressions of Interest.
• Strong network and established relationships across Federal and State MDAs, parastatals, public institutions, and/or development partner organisations.
• Excellent written and verbal communication skills, particularly in tender documentation, proposal writing, executive briefs, and formal presentations.
• Proficiency in CRM systems and sales reporting platforms.
• Understanding of solar PV, battery storage, distributed energy, mini-grid, or energy management solutions is an advantage.
• Experience with asset financing or structured financing sales models.
• Experience working with Development Finance Institutions (DFIs), climate funds, development agencies, NGOs, or grant-funded programmes.
• Experience working with infrastructure, construction, or EPC companies on government projects.
• Existing relationships with relevant government agencies, public institutions, or development partners.