Chief Commercial Officer

Millar Cameron, in partnership with Terra Firma is seeking a Chief Commercial Officer.

Location Cape Town (preferably) or Johannesburg  A003147

Terra Firma is a leading and innovative force in the renewable energy sector, passionately committed to providing technology-driven clean energy solutions to Commercial & Industrial (C&I) customers in Southern Africa. Since its establishment in 2012, the company has embraced a holistic, end-to-end approach to serving its customers’ diverse energy needs, driven by the belief that “better lives need better energy.”

The business’ vision is to maintain their position as the dominating force in C&I solar development, EPC (Engineering, Procurement, and Construction) and renewable energy asset ownership in the region. Terra Firma distinguishes itself through its comprehensive service offerings, strong in-house engineering capabilities and financial backing. Its culture is young and dynamic, with a team that values accountability, collaboration, and solution-oriented approaches.

As part of the Executive Leadership Team, the (CCO) will be responsible for leading Terra Firma’s overall commercial strategy, with a strong emphasis on strategic projects and commercial innovation. They will drive the successful execution of strategic and operational objectives through robust commercial and business development, generating and managing both EPC and PPA (BOO) sales opportunities, ensuring they meet specific investment and risk criteria.

The CCO will also bridge the gap between technical and commercial functions to ensure seamless alignment of business development and technical teams with sales objectives and strategic growth plans. They will have regular engagement with the Board and will represent Terra Firma externally with clients, financing partners, regulatory authorities, and other stakeholders.

Furthermore, they will lead, guide and foster a collaborative and engaging environment within the commercial and business development teams.

• Lead Terra Firma’s overall commercial strategy, with a strong focus on strategic projects, innovation, and BESS. Drive revenue growth by managing and growing the company’s pipeline from origination to Financial Close, ensuring robust deal flow.
• Develop and execute comprehensive sales and marketing strategies, including go-to-market plans for new offerings and industries. Build and manage the company’s sales funnel and pipeline to consistently meet sales targets.
• Co-develop and lead the execution of regional sales/marketing strategies, fostering partnerships and external relationships.
• Manage key resources including Head of BD, Account Managers, BD Engineers, and internal legal/finance teams, working with them to integrate and achieve KPIs.
• Lead and manage external financial partner relationships (debt and equity), collaborating with the CFO to ensure project bankability, review project performance and achieve margins.
• Forecast, report, and manage business development activities and processes across the region.
• Direct project activities to achieve operational, financial, and strategic objectives. Develop and maintain integrated financial models and review project performance to achieve margin, operational excellence and quality goals.
• Proactively anticipate and react to major market conditions and changes, providing key input to the CEO. Actively contribute strategic leadership and commercial insight at Board meetings.
• Inspire, motivate and develop employees to ensure they achieve KPIs and fulfil their personal aspirations and potential. Create a transparent, positive, and collaborative working environment aligned to company values.

The CCO will be of demonstrably high calibre with the ability to integrate effectively with a young and dynamic team. They will bring strong commercial knowledge and a detailed understanding of the South African renewable energy sector, its technologies, regulatory environment, and emergent themes. They will be able to drive sales growth through innovative and compelling business development strategies and through inspirational leadership of the Business…