The Sales Manager, Utility Scale role is accountable for delivering sales targets and growing market share by building relationships across the utility-scale value chain, converting the project pipeline into signed contracts, and localising Jinko's global strategy to the regional market. Working closely with HQ and with the Legal, Finance, Technical Support, Logistics Product and Marketing teams, the role also coordinates the application engineering, grid modelling, project management and service activities needed to deliver competitive project solutions to customers.

Key Responsibilities

Sales Strategy and Target Delivery

- Independently develop and execute the commercial plan for the Oceania utility-scale market, and deliver agreed sales targets.
- Translate Jinko's global strategy into a localised market approach, adapting the offering and execution to local customer needs, regulations and market conditions.

Business Development and Key Accounts

- Identify, prospect and develop new business opportunities with developers, EPC contractors, IPPs, gentailers, asset owners and investors, in line with global strategy.
- Build and sustain senior-level relationships across the value chain, positioning Jinko as a trusted, preferred supplier and strengthening the brand's influence in the region.

Pipeline and Commercial Management

- Manage the project pipeline and sales process end to end, from opportunity qualification and tender or proposal through to contract award and handover, maintaining accurate pipeline data and forecasts.
- Lead major commercial and contractual negotiations with Legal and Finance, securing commercially sound outcomes in line with company guidelines and delegated authorities.
- Coordinate with delivery, logistics and service teams to help ensure customer commitments are met after contract signing and to support repeat business.




- Own order fulfilment tracking in coordination with the HQ support team, following confirmed orders through to delivery and ensuring secure, on-time payment collection across all projects.

Technical and Cross-functional Collaboration

- Develop a strong working knowledge of the Australian utility-scale IPP project development process, understanding the key stages of a project and the stakeholders relevant to each, and build relationships accordingly. Partner with Technical Support and application engineering to scope project solutions, , and communicate the PV product and technical value proposition clearly to customers. Knowledge of system design and grid connection / grid modelling is an advantage.
- Partner with the Product team and HQ to feed customer requirements into product, pricing and supply planning.

Marketing and Market Intelligence

- Support marketing activities, industry events and market communications.
- Gather and report market intelligence, including market trends, policy and regulatory changes, and competitor activity, to HQ and the GM to inform strategy and optimise the business.

Qualifications and Experience

Essential

- Tertiary qualification in Engineering, Business, Energy or a related field, or equivalent industry experience.
- Minimum 3 years' B2B sales experience in the solar PV or broader renewable energy industry in the Oceania region (5+ years preferred),



with a track record of meeting or exceeding sales targets.
- Experience in utility-scale project sales, commercial management and/or project management, including contract negotiation.
- Sound understanding of the utility-scale value chain (developers, EPCs, IPPs, gentailers, financiers), typical sales and procurement processes, and the Australian energy market and grid connection workplace.
- Ability to explain technical concepts (e.g. PV module performance, system design, grid connection) clearly to both technical and non-technical audiences.
- Excellent written and spoken English, with solid presentation and negotiation skills.

Desirable

- Established relationships with utility-scale developers, EPC contractors or IPPs in the Oceania region.
- Experience working in a multinational, matrix organisation with a global HQ.
- Proficiency with CRM tools and pipeline forecasting.
- Sound understanding of commercial and supply contracts, with the confidence and experience to lead commercial negotiations independently.

Key Competencies

- Self-motivated and results-oriented, able to work independently and take ownership of outcomes.
- Strong relationship-building, influencing and stakeholder-management skills.
- Commercial and analytical mindset, with sound judgement on pricing, risk and deal structure.
- Collaborative and adaptable, able to work effectively across functions, cultures and time zones in a multinational, matrix environment.
- Highly organised and detail-oriented, with the discipline to manage complex contracts, pipeline data and risk items accurately across long sales cycles.

Other Requirements

- Full working rights in Australia.
- Willingness and flexibility to travel, both domestically (including regional project sites) and internationally
- Current driver's licence.

📌 Sales Manager, Utility Scale (Melbourne)
🏢 Jinko Solar Australia u0026amp; New Zealand
📍 Melbourne