Our client is a fast-growing renewable energy developer and independent power producer operating across six Asia-Pacific markets, backed by a leading global infrastructure investor. Its core business is commercial and industrial (C&I) rooftop solar: it finances, builds, owns and operates systems for corporate customers under long-term power agreements, alongside a growing portfolio of larger-scale projects and strategic partnerships.

The business is equity-driven and results-focused, with a lean leadership team and a regional sales organisation of around 30 people.

THE OPPORTUNITY
The company closes deals well. What it lacks is a disciplined, repeatable engine for generating them. Too much of today’s pipeline comes from long-standing personal relationships, and the regional sales managers need clear direction, structure and accountability to build their own.
This is a newly created role to fix that. You will own the front end of the sales funnel across six markets: turning marketing leads, outbound activity and partner referrals into qualified opportunities, priced and scoped, ready for the sales directors to close. You will have the CEO’s backing, real latitude to design the operating model, and a direct line of sight to the company’s growth targets.

KEY RESPONSIBILITIES

Pipeline generation and sales management

• Lead and performance-manage 10-15 sales managers across six markets, setting clear activity standards for calls, meetings, campaigns and qualified opportunities.
• Build a structured, multi-country lead generation strategy: target industries and accounts, outbound cadences, events and digital channels.
• Run weekly pipeline reviews, identify obstacles early, and coach the team to generate their own opportunities rather than relying on inherited relationships.

Qualification and handover

• Own the process from first conversation to qualified opportunity: customer interest, indicative pricing and returns, site visits with engineering, and alignment on broad scope.
• Hand qualified, contract-ready opportunities to the sales directors with a clean, well-documented process.

Channels, partners and marketing

• Build a partner and channel network (EPCs, developers, property owners, advisers and other referral sources) that generates a steady flow of opportunities.
• Work closely with marketing to close the loop between lead volume and lead quality, so campaigns are judged on what converts.
• Review the outsourced, multi-language cold-calling programme across six markets and recommend what to keep, change or bring in-house.

Systems and reporting

• Shape the upgrade of the sales and marketing systems (Salesforce and HubSpot) and make pipeline data reliable enough to manage the business on.
• Report regularly to the CEO on inputs, conversion and output, with a clear 90-day plan on arrival.

WHAT SUCCESS LOOKS LIKE IN YEAR ONE

• Several hundred megawatts of C&I projects brought into the pipeline and progressing to close.
• Consistent, measurable activity across every market, with conversion tracked from first contact to handover.
• A sales team that knows exactly what it should be doing each week, and is generating its own pipeline.
• A functioning partner and channel network contributing a meaningful share of new opportunities.

ABOUT YOU

Functional capability matters more than sector background. Renewable energy experience is welcome but not essential; the right person could come from any business that sells a considered B2B product through a field team across multiple markets.

• Senior experience building and running a sales development, lead generation or commercial origination function, ideally across several Asia-Pacific countries.
• A proven record of managing sales teams to activity and pipeline targets, with the rigour and resilience to hold people to account.
• Strong command of pipeline metrics, sales process design and CRM discipline.
• Experience building partner, channel or referral networks.
• Comfortable working with marketing, and able to judge outsourced lead generation on results.
• Self-directed and senior enough to operate with minimal oversight, while working closely with the CEO through the build phase.
• Experience in Japan, Korea, Taiwan or Southeast Asia is valued; additional Asian languages are an advantage.

WHY THIS ROLE

• A newly created, senior role with a clear mandate and direct CEO sponsorship.
• The chance to build a regional function from the ground up and shape how it is resourced and systematised.
• A well-capitalised business in a growing market, with equity participation for those who deliver.

HOW TO APPLY

This search is being handled confidentially by Formative Search. For a discreet conversation, contact Adam Carabetta at adam@formativesearch.com or +65 8647 3074.