Business Development Manager (UG) 

Deal Closing & Commercial Execution · Kampala, Uganda · Full-Time 

Company Profile 

Sawa Energy is a solar energy and energy-efficiency company for commercial and industrial (C&I) clients across Africa. We design, finance, and operate on-site energy systems, enabling businesses to access reliable and cost-effective power with zero upfront investment. 

We currently operate across Uganda, Zambia, and Rwanda with a portfolio of over 70 projects and a strong pipeline of new opportunities. Our financing solutions (leases, PPAs, and ESCO models) are backed by international capital and designed to scale. 

Uganda is a key growth market for Sawa Energy, with increasing demand for reliable power and a strong pipeline of commercial opportunities. We are now focused on accelerating contract conversion and deployment. 

Our mission is high-impact: reducing carbon emissions, creating jobs, expanding energy access, and saving money for businesses in emerging markets. We are targeting a 35 MW C&I solar portfolio across Africa within three years. Clients include I&M Bank, MTN, Yalelo, Plascon Paint, NBS Television, Wildplaces Africa, and other leading regional businesses. Learn more at www.sawaenergy.com. 

Role Overview 

We are looking for a senior, execution-focused, proven deal closer to drive Sawa Energy’s commercial growth in Uganda. 

You will own the full deal lifecycle from qualified opportunity to signed contract, managing complex, multi-stakeholder transactions with the same rigor and financial discipline as an SME lending professional. 

You will work on transactions typically ranging from $100K to $3M, engaging directly with business owners, C-suite executives, and investment decision-makers. 

You will report to the Uganda Country Manager and work closely with Sawa’s Investment and Technical teams to structure, negotiate, and close energy financing agreements.

Key Responsibilities 

Deal Closing & Commercial Execution 

• Own and close a pipeline of qualified commercial solar opportunities — your primary KPI is signed contracts. 
• Lead all final-stage negotiations with C-suite executives, boards, and business owners, resolving commercial, technical, and credit objections. 
• Structure tailored financing solutions (PPAs, leases) for each client’s specific financial profile, in close coordination with the Investment team. 
• Drive contracts to signature with a disciplined, process-driven closing methodology. 

Client Relationship Management 

• Manage and deepen relationships across multiple stakeholder levels within each client organization: leadership, finance, procurement, and technical. 
• Serve as the primary commercial point of contact throughout the deal lifecycle, ensuring alignment and maintaining momentum. 
• Anticipate and neutralize blockers early — financial concerns, internal approval delays, technical hesitations. 

Commercial Structuring & Financial Analysis 

• Analyze client energy consumption data and financial profiles to build compelling commercial cases for solar investment. 
• Present detailed financial savings models, proposals, and term sheets that address both the business and credit dimensions of each deal. 
• Negotiate pricing, contract terms, and payment structures in line with Sawa Energy’s investment criteria. 

Pipeline Management & Reporting 

• Maintain rigorous CRM hygiene — every active opportunity tracked, every action logged, every milestone owned. 
• Provide regular pipeline reporting to the Country Manager, including deal status, close probability, and risk flags. 
• Coordinate due diligence activities, collecting client documentation, and aligning internal teams (technical, legal, investment) in parallel. 

Market Intelligence 

• Stay current on competitive offerings, energy market trends, and regulatory developments relevant to C&I solar in Uganda. 
• Provide market feedback to inform product, pricing, and go-to-market strategy.

What we are looking for 

Essential 

• 4+ years of experience in a commercial role with a proven track record of closing complex, high-value transactions — in solar/energy, SME lending, leasing, infrastructure finance, or similar.
• Deep understanding of non-standard commercial models: PPAs, ESCO contracts, leases, subscription-based infrastructure, or loan products.
• Demonstrated ability to navigate multi-stakeholder deal environments and manage long sales cycles to a successful close.
• Strong financial and credit literacy — comfortable reading financial statements, building business cases, and structuring deals.
• Exceptional negotiation skills, with the ability to hold firm on key terms while keeping relationships intact.
• Highly organized and self-directed — able to independently manage a complex pipeline across multiple active deals simultaneously.
• Experience working in Uganda or East Africa, with an established network of SME or corporate relationships.

Strongly Preferred 

• Background in SME or corporate lending, project finance, or energy-as-a-service sales.
• Experience with credit assessment or financial due diligence of business clients. 
• Existing relationships with decision-makers in Ugandan corporates, banks, manufacturing, hospitality, or telecoms sectors. 
• Bachelor’s degree in Business, Finance, Economics, or a related field. 

Competencies 

• Commercial drive with a closer’s mindset — you are not satisfied until the deal is done.
• Entrepreneurial and self-starting — you own your outcomes, not your activities. 
• Executive presence and communication — credible and persuasive with C-suite audiences.
• Resilience and adaptability — you navigate ambiguity and setbacks without losing momentum.
• Collaborative — able to coordinate effectively with technical and investment colleagues to unlock deals. 

Tools & Logistics 

• Proficient with CRMs (Pipedrive), Google Workspace (Docs, Sheets, Slides), and Microsoft Excel/PowerPoint.
• Must have personal transport; fuel and mileage reimbursed. Regional travel required.

Why Join Sawa Energy 

• Real deal flow — a strong existing pipeline of qualified opportunities 
• Capital ready to deploy — backed by international investors and debt providers 
• High-impact role — direct contribution to company growth and deployment 
• End-to-end ownership — from structuring to closing 
• Performance visibility — your results are clear and recognized 

This is a role for someone who wants to operate at the intersection of sales, finance, and infrastructure, and play a key role in scaling a high-growth energy platform in Africa. 

How to apply 

Interested candidates should apply through this application form. Applications are reviewed on a rolling basis, and the position will be filled as soon as the right candidate is identified. Early applications are strongly encouraged. Only selected candidates for the interview will be contacted. For questions, reach out to [email protected].