GM Projects - Solar & Substations

Business Unit Solar and Substation EPC

Entity Master Power Systems Limited (MPSL), with functional oversight of Solar and Substation activity undertaken by other Group entities in the coverage countries

Reports To COO / MD

Direct Reports Project Managers (Substation and Solar), Design & Engineering Lead, Planning & Contracts Engineer, Site Execution Teams, and Business Development / Estimation resources assigned to the Business Unit

ROLE PURPOSE

The GM Projects Solar & Substations holds end-to-end accountability for the growth, delivery and profitability of the Company's Solar and Substation EPC business. Reporting to the COO / MD, the role owns the full commercial cycle for the Business Unit from market development and bid selection, through tendering and contract award, to execution, handover and final account closure.

The role is expected to translate the Group's growth ambition in the East African power sector into a disciplined order intake plan, and to convert that order book into projects delivered on time, within the approved budget, and to the required quality and safety standards. It is a hands-on leadership role: the incumbent is accountable both for winning the right work at the right price and for the financial outcome of the work once won.

The role carries responsibility for the Business Unit's margin and cash performance. It is not a purely technical or purely business development role the incumbent is expected to exercise commercial judgement on which opportunities to pursue, at what price, and under what risk profile, and to be answerable for the results of those decisions.

SCOPE OF THE ROLE

Technology Scope High-voltage and medium-voltage substations ; transmission and distribution lines; grid-connected utility-scale solar PV; mini-grids and off-grid solar; commercial and industrial rooftop and ground-mounted solar; associated battery energy storage where included in scope

Market Scope Utilities and transmission companies (KETRACO, KPLC, UETCL, REA, EDCL, TANESCO and equivalents), development finance and donor-funded programmes, IPPs, and commercial and industrial clients

Commercial Scope Order intake, contract value, revenue recognition, gross margin, working capital and cash collection for the Business Unit

Portfolio in Execution Last Mile Connectivity Lot 2; Mini Grid Lot 1; Mini Grid Lot 2; and all subsequent projects awarded to the Business Unit

Functional Scope Business development, tendering and estimation, design and engineering coordination, planning, project execution, contracts and claims, procurement input, quality, HSE and project commercial control

KEY RESPONSIBILITIES

Business Strategy and Growth

Work with the COO / MD to define and implement a growth strategy for the Solar and Substation business across Kenya, Uganda, Rwanda and Tanzania, translating it into an annual order intake plan by country, client segment and technology.

Maintain a structured view of the addressable market utility capital plans, donor and development finance programmes, rural electrification pipelines, and private-sector solar demand and convert this into a qualified opportunity pipeline.

Track evolving technologies, tariff structures, regulatory developments and competitor positioning in the East African substation and solar sector, and advise the COO / MD on their commercial implications.

Recommend entry into new geographies, client segments or delivery models, supported by a clear assessment of capability, risk and expected return.

Business Development and Client Engagement

Identify and qualify prospective clients and projects for substation, transmission line and solar EPC work across the coverage countries.

Build and maintain senior relationships with utilities, regulators, consultants, development finance institutions, EPC partners and key private clients.

Secure and maintain the Company's prequalification, vendor registration and category listings with target clients and funding agencies.

Represent the Company in client meetings, industry forums, pre-bid conferences and site visits, and position the Company's capability credibly at technical and commercial level.

Develop consortium, joint venture and subcontracting arrangements where these improve win probability or risk profile, subject to approval by the COO / MD.

Tendering, Estimation and Bid Management

Own bid / no-bid selection for the Business Unit, based on techno-commercial feasibility, contract risk, resource availability, client payment record and expected margin, and present the recommendation for approval in line with the delegation of authority.

Direct the preparation of technical and commercial proposals, including scope interpretation, technical specifications, bill of quantities, cost estimation, pricing strategy and qualification of exceptions.

Ensure every submission is fully compliant with tender requirements, local content and regulatory norms, and is submitted within the stipulated deadline.

Review and approve estimates before submission, satisfying himself that quantities, rates, escalation, currency exposure, duties, logistics, preliminaries and contingency have been correctly built into the price.

Lead post-tender clarifications and commercial negotiations through to contract award, and ensure the final contract terms are handed over to the execution team with the risks clearly identified.

Project Execution and Delivery

Deliver the projects currently in execution Last Mile Connectivity Lot 2 and Mini Grid Lots 1 and 2 in accordance with contractual requirements and within the approved project budgets.

Lead and direct the project managers, engineers and construction personnel assigned to the Business Unit, ensuring each project has a baseline programme, a resource plan and a cost-to-complete forecast that are actively maintained.

Review physical and financial progress against baseline on a defined cycle, and intervene early where slippage, cost overrun or resource shortfall is emerging.

Ensure timely mobilisation, site establishment, subcontractor engagement and testing and commissioning readiness for each project.

Drive achievement of sectional completion, taking-over and final acceptance certificates, and manage the defect liability period through to closure.

Identify project risks proactively and put mitigation in place before they crystallise into cost or time impact.

Commercial and Financial Management

Own the Business Unit's financial outcome order intake, revenue, gross margin, working capital and cash collection against the approved annual plan.

Ensure project budgets are established at award, controlled through execution, and reconciled at closure, with variances explained and corrective action taken.

Ensure valuations, progress claims and invoices are raised accurately and on time, certified by the client, and followed through to collection.

Identify, notify, substantiate and pursue variations, extensions of time and claims within the contractual notice periods, supported by proper records and delay analysis.

Maintain a monthly cost-to-complete and margin forecast for every project, and report deviations to the COO / MD without delay.

Protect the Company's contractual position on liquidated damages, retention, performance security, insurance and payment terms.

Procurement and Supply Chain Support

Ensure accurate material estimation for each project, developed with the design and site engineers from the contract documents and input drawings, so that only what the project requires is procured and excess material at site is avoided.

Provide timely, technically complete requisitions and specifications to Procurement, and support vendor technical evaluation and negotiation for Business Unit packages.

Monitor material delivery against the project programme and escalate supply risks that threaten site progress.

Support Procurement in achieving the Group's payment-term and cost-control objectives on Business Unit purchases.

Quality, HSE and Compliance

Implement and enforce quality control procedures so that works meet client specifications, utility standards and applicable industry codes at first presentation.

Enforce the Company's health, safety and environment standards across all Business Unit sites, and ensure incidents are reported, investigated and closed out.

Ensure compliance with statutory, regulatory and licensing requirements in each country of operation, including energy regulator, environmental and labour requirements.

Ensure Business Unit activity conforms to the Company's integrated management system and to client and lender ESG requirements where applicable.

People and Organisation

Build the Business Unit organisation to the approved structure, working with Group HR on recruitment, deployment and retention of critical positions.

Set objectives for direct reports, review performance on the defined cycle, and address performance shortfalls constructively and promptly.

Develop technical and commercial capability within the team, including succession cover for key project positions.

Model and enforce the Company's standards of conduct, ethics and governance within the Business Unit.

Reporting and Governance

Submit the monthly Business Unit report covering order intake, pipeline, project progress, cost and margin position, cash, manpower, HSE and key risks.

Ensure all Business Unit transactions, budgets, progress and commercial data are captured accurately and on time in Orion ERP.

Present at management and board reviews as required, with analysis rather than description.

Escalate matters that exceed the role's authority, or that carry material commercial, legal or reputational exposure, to the COO / MD immediately.

QUALIFICATIONS AND EXPERIENCE

Education Bachelor's degree in Electrical Engineering or equivalent

Professional Registration Registration with the relevant engineering board (EBK or equivalent)

Post-graduate MBA or post-graduate qualification in Project Management or Business

Experience Substation & TL Minimum 15 years in EPC delivery of HV substations and transmission lines, including senior responsibility for full project lifecycle

Experience Solar Demonstrated delivery of grid-connected, mini-grid or C&I solar PV projects

Experience Region Track record with East African utilities and donor-funded programmes (KETRACO, KPLC, UETCL, REA, TANESCO or equivalent)

Business Development Proven record of securing EPC orders of material value, including tender strategy and negotiation to award

Commercial Budget ownership, P&L accountability, cost-to-complete forecasting and margin management

Contracts & Claims Delay analysis, variation and claims preparation, and contractual correspondence under FIDIC or equivalent forms

Systems ERP-based project control (Orion or equivalent), MS Project or Primavera, AutoCAD; PLS-CADD or PVsyst an advantage

Other Willingness to travel across coverage countries; valid passport and ability to obtain work permits

CORE COMPETENCIES

Commercial Judgement Prices and selects work on the basis of risk-adjusted return, not volume; can defend a decision to walk away from a bid

Delivery Ownership Treats the approved budget and programme as a commitment; does not rely on escalation to solve execution problems

Technical Depth Sufficient command of substation and solar engineering to challenge designs, estimates and contractor claims on merit

Contractual Discipline Manages by written record; serves notices on time; builds claims on evidence rather than argument

Leadership Sets clear expectations for project teams, holds them to account, and develops capability rather than substituting for it

Stakeholder Credibility Maintains client and utility confidence through difficult commercial conversations

Integrity and Governance Applies Group policy consistently, including where it is commercially inconvenient