Senior Commercial Manager (C&I, On-site DER)
BTM PPA · PV · BESS · EV · EaaS · Germany & Austria
Location: Munich (Hybrid) · Reports to: CEO
Mission & Impact
You will drive C&I deals to closing: structuring, modelling, and negotiating PPAs, converting sales opportunities into signed contracts, and effectively supporting project origination (directly & via partners). Your contribution increases signed MWs, improves project economics, and shortens time-to-close.
Scope of Responsibility
- Region: Germany & Austria (with future potential for DACH/Europe)
- Products: Behind-the-meter (BTM) PV, BESS, EV charging, EaaS, structured on-site PPAs
- Customers: Commercial & industrial clients (sector-agnostic), multi-site portfolios
Core Responsibilities
- PPA Structuring & Negotiation: Term sheets, pricing mechanisms (floors/collars, indexation), metering/billing concepts, change-in-law.
- Commercial Modelling: LCOE/NPV/IRR, sensitivity analyses (price, CAPEX, utilisation), bankability evidence.
- E2E Deal Management: From qualified opportunity to signature (orchestrating Legal/Finance/Engineering; data room, due diligence, governance).
- Origination & Pipeline Development: Own prospecting; channel/partner sourcing (EPCs, aggregators, OEMs) and bid development.
- GTM Enablement: Offer components, standard term sheets, pricing logics, SLA templates (EaaS/PPA).
- Stakeholder Management: Customer-side buying groups (CFO, procurement, plant management, energy/digital, legal) as well as internal interfaces.
- Governance: Offer/pricing approvals, risk assessments, closing documentation for IC/Management.
Success Metrics (KPIs)
- Signed MW (PPA/EaaS)
- Time-to-close (Term Sheet → Signature)
- Project economics (IRR/contribution margin vs. target range)
- Optional: Hit rate & pipeline conversion
Must-Haves
- Seniority: Senior manager level in the C&I energy environment
- Experience: Proven deal track record in BTM/on-site PPA/EaaS
- Know-how: PV/BESS/EV basics, tariffs & metering concepts; ideally flexibility revenues
- Financial Modelling: Excel/BI; confident in sensitivities & risk representation
- Languages: Fluent in German & English (negotiation level)
- Working Style: Strong closer, structured, confident in C-level negotiations
Nice-to-Haves
- Technical background (electrical engineering/energy)
- Network (C&I clients, EPCs, aggregators, OEMs)
- Regulatory understanding (EEG/EnWG, §14a, balancing markets)
Role Conditions
- Location/Model: Munich (Hybrid)
- Travel: ~30–40% in DE/AT (adjustable)
- Contract: Permanent · Start: ASAP
- Compensation: Base + variable (KPI-linked)