Chief Commercial Officer -EPC at Terawork

JOB DESCRIPTION

• The CCO will be responsible for driving multi-million dollar contracts across Generation, Transmission, Distribution, and Utility Management segments. This role will integrate and align the functions of Business Development, Sales, Bidding/Proposals, and Commercial aspects of Utility Management to significantly expand market share, secure major EPC contracts across Africa, and ensure the profitable growth of the group's diverse power sector operations.

Key Responsibilities

• Market Penetration: Identify, evaluate, and prioritize strategic market opportunities for expansion across the African power sector (e.g., new national grids, major IPP projects, large-scale rural electrification schemes).
• Revenue Accountability: Own the group's annual and long-term revenue targets (multi-billion Naira/USD contracts), including project pipeline development, accurate forecasting, and profitability analysis across all business units (Generation, T&D, Utility Management, Manufacturing).
• Commercial Structuring: Lead the negotiation and structuring of complex, large-scale commercial agreements, including Power Purchase Agreements (PPAs), EPC contracts, utility concession agreements, and Public-Private Partnerships (PPPs).
• Competitive Analysis: Continuously monitor and analyze the competitive landscape, regulatory changes, and technology trends within the African energy sector to position IEG for sustained competitive advantage.
• Executive Client Engagement: Act as the primary executive contact for key governmental agencies, utilities, IPPs, multilateral institutions (e.g., AfDB, World Bank), and major industrial clients.
• Pipeline Management: Oversee the qualification, development, and closure of the entire sales pipeline, ensuring robust flow from lead generation through final contract award.
• Bidding & Proposals: Direct the Bidding and Proposals team to ensure all Requests for Proposals (RFPs) and tenders are technically compliant, commercially compelling, and submitted on time to maximize the win rate for high-value contracts.
• Partnerships: Establish and manage strategic relationships with local and international financing institutions, equipment manufacturers, and consortium partners to secure project funding and bolster technical capabilities.
• Revenue Assurance: Oversee the commercial strategy for Utility Management services, focusing on revenue assurance, loss reduction (technical and commercial losses), metering penetration, and billing efficiency within managed distribution concessions (e.g., PHEDC).
• Pricing and Cost Management: Work closely with the CFO and Project Delivery Heads to optimize pricing models, manage cost structures, and secure favorable terms from suppliers and subcontractors to ensure healthy project margins.
• Team Development: Recruit, mentor, and lead a high-performing commercial team across Sales, Marketing, and Business Development, fostering a culture of accountability, urgency, and ethical commercial practice.
• Internal Alignment: Ensure seamless communication and alignment between the Commercial team and the Operations, Finance, and Legal departments to ensure contract viability and successful project execution.
• Ownership of Business Development initiatives and achievement of set Revenue targets of the company
• Ownership of the customers/clients’ interface with the company’s services making sure that all functions of the organization are aligned to meet its strategic commercial objectives
• With the COO, representing the company before Financial, Government and Technical Regulatory Forces, defending company's objectives and decisions.
• Provide industry trends, opportunities for expansion and projection of future company growth, not limited to local opportunities but with strong awareness of Global perspectives.
• Develop with a customer - centric approach mind-set, polices and standards that are aimed at ensuring optimal utilization of the company/departmental resources for the overall achievement of the company's set objectives; long-term and periodic.
• Ensure legal and regulatory compliance regarding all tenders and contractual commitments of the company are adhered.

Qualifications and Experience

• B.Sc./HND in Engineering and/or Marketing and/or Law & MBA
• Minimum of 10 with large project experience in Construction, Oil and Power Industries
• Must have reputable professional certification in related function and industry