Country Manager (Thailand)

About the Company

TotalEnergies has a plan to have 35 GW of renewables generation capacities in operation by 2025 and 100 GW by 2030. Of this, 3GW is planned to be achieved in 2025 and 9GW by 2030 by the Distributed Generation Business Unit (on-site solar). TotalEnergies Renewables Distributed Generation (DG) – a fully owned subsidiary of TotalEnergies SE (created in 2019) - is dedicated to the development, construction, operation and financing of Industrial and Commercial solar projects worldwide. In the next 5 years, the DG ambition is to develop an international leadership and profitable presence in the solar DG market, aiming at 10 to 20% market share in the key selected markets.

About the Role

The country manager is responsible for the P&L of the country affiliate with full ownership of commercial and business development activities, including marketing, origination, sales and expansion of TRDG’s Commercial & Industrial (C&I) portfolio. The role includes coordination of JV and M&A positioning, finance, legal and compliance, together with direct management of sales, business development, construction, and operation & maintenance (O&M) activities of the country affiliate, with regional support. The country manager must lead the local team through all phases and regulatory processes, manage internal and external stakeholders, and develop TotalEnergies HSE/compliance locally.

Responsibilities

• Meet DG objectives of MW awarded, MW COD, production and Net Operating Income developing B2B on-site projects in accordance with HSE/compliance standards and within budget.
• Ensure business continuity and strong pipeline development.
• Implement continuous performance improvement processes to remain relevant and competitive.
• Scale the TotalEnergies DG business in the country and manage the local P&L, CAPEX investment, and OPEX targets and limits.
• Responsible for construction site management and safety; once projects are ongoing, accountable for O&M and facility optimization and running.
• Plan, report and achieve sales targets; implement the Solar Distributed Generation business model, effect sales contracts, construct, and finance (when local) in accordance with the JV model with ENEOS; operate assets in full compliance with company policy and procedures.
• Develop accurate market segmentation and targeting; identify and target strategic key accounts and partnerships; build relationships and originate opportunities for the DG business.
• Implement sales and marketing processes, partnership networks, product and economic offers to maximize competitive advantage.
• Communicate local market intelligence, report local trends and propose the implementation framework of the local strategy.
• Identify B2B prospects likely to enter PPA / OLA / DPSA contractual frameworks; present and negotiate high-value contracts and bring them to closure.
• Grow the TotalEnergies brand influence via public relations: seminars, conferences, interviews.
• Develop and implement strategic channel management; train and manage Sales Managers and Channel Partners.
• Credit management: accountable for collection of cash from customers for services provided.
• Document customer activities and communication; maintain entries in CRM (Salesforce) and other management tools.
• Coordinate and implement customer and project objectives; grow the C&I portfolio including marketing, origination, sales and service.
• Coordinate JV, M&A positioning, finance, legal and compliance with regional functions; set up and maintain legal, fiscal and regulatory infrastructure in coordination with REN/DG and ENEOS.

Context & Environment

• Competitive environment with local and international competitors; technical evolutions require active cost reduction and performance improvement.
• Regulatory environment is country-specific and evolving (on-site/self-consumption, export to grid, off-site, BESS), requiring regular adaptation of the business model.
• HSE and compliance: highest company standards must be locally implemented and may require additional processes beyond market standards.