Rafael Pagliarini Nascimento

Senior Sales Manager (DG & Utility-Scale) @ Kehua Tech

About

Senior commercial executive with 8 years of experience in the energy sector, with a solid track record in solar energy and battery energy storage systems (BESS) across Distributed Generation (DG), Utility-Scale, and C&I markets. Experienced in business development, key account management, channel expansion, and partnership structuring, working closely with EPCs, developers, distributors, integrators, and battery manufacturers. Combines commercial leadership with technical-commercial expertise in solar and energy storage (BESS) solutions, including photovoltaic modules, skids, AC/DC topologies, and system integration. Leads complex negotiations, supports clients in defining business models, and contributes to the company’s positioning with strategic industry players. Has active involvement in the energy storage market, including support for participants in the battery auction (LRCAP). Brings together market intelligence, regulatory monitoring, and strategic vision to identify growth opportunities in Brazil, while also applying artificial intelligence as a tool to support business analysis and optimization. Holds degrees in Engineering and Business Administration (UFSCar), an MBA in Management and Innovation, and specialized studies in Solar Energy (UNICAMP) and Energy Economics (USP).

Country

Brazil

City

São Paulo

Industry

Renewables & Environment

Skill

Solar Energy, Desenvolvimento estratégico de negócios, BESS, Desenvolvimento de novos negócios, Estratégia de marketing, Armazenamento de energia, Gestão de conflitos, Criação de relacionamentos, Comunicação, Eficiência energética, Média tensão, Distribuição de energia, Contas-chave, Atenção a detalhes, Vendas, Resolução de problemas, Liderança de vendas, Gestão de equipes, Gestão de contas, Estratégia de vendas

Experience

Senior Sales Manager (DG & Utility-Scale)

Kehua Tech

2025-1 - Present · 1 yr 9 mos

Brasil

- Strategic and commercial development in the energy storage (BESS) market, focusing on utility-scale and C&I projects. - Identification of opportunities and engagement with strategic players — battery manufacturers, integrators, and project developers. - Opportunity mapping and active participation in the battery auction (LRCAP). - Led technical and commercial discussions with clients and partners to structure BESS opportunities. - Strategic support to clients in defining business models for the C&I market. - Technical and commercial training for large-scale integrators/manufacturers. - Market mapping, regulatory tracking, and sector intelligence to support HQ strategic decision-making.

Sales Manager - DG Projects / Distributors

LONGi Solar

2023-10 - 2025-1 · 1 yr 4 mos

Brasil

Developed new customers (EPCs, developers, and distributors) and managed key accounts in the Brazilian market.

Sales Manager

NeoElectric

2020-5 - 2023-10 · 3 yrs 6 mos

São Paulo, Brasil

- Led the commercial development and expansion of the company in the Brazilian market. - Structured marketing, positioning, and sales growth strategies. - Managed the sales team, set targets, and monitored performance indicators. - Implemented CRM integrating marketing, sales, and performance metrics. - Negotiated photovoltaic systems and solar plants for mid and large-scale consumers (medium and high voltage). - Developed distribution channels, strategic partnerships, and reports for investors and stakeholders.

Sales Executive - Senior

Órigo Energia

2019-5 - 2020-5 · 1 yr 1 mo

São Paulo e Região, Brasil

- Negotiation and sale of B2B photovoltaic solutions for companies, industries, and investors (medium voltage). - Customer portfolio management and development of new accounts and strategic partnerships. - Sales team training and collaboration with marketing and product teams on campaigns and sales strategies. - Development of strategic partners and distribution channels.