In a world where sales and management are often perceived as competitive battlegrounds, Roshani Dharmaratne, Director of Business Development at Hayleys Fentons Limited, offers a refreshing perspective: she likens her approach to gardening. This metaphor perfectly encapsulates her strategy of cultivating trust, nurturing relationships, and adapting to challenges to foster growth. Her leadership style, characterised by patience, care, and intentional action, has made her a standout figure in the industry.
Roshani’s ‘gardening’ philosophy emphasises preparation, adaptability, and consistent effort. She sees sales not as mere transactions, but rather, as partnerships. The process begins with understanding the client’s needs and goals—what she calls “preparing the soil”—before offering tailored solutions—”planting the seeds.” Trust is at the heart of her approach, and building it requires continuous nurturing, much like watering plants to help them thrive. Flexibility plays a pivotal role too; Roshani understands that adapting to a client’s evolving needs is key to maintaining long-term relationships. This is a practice she has implemented during her many years at Hayleys Fentons Limited.
Hayleys Fentons Limited is Sri Lanka’s number one Solar EPC company and MEP contractor. With over 100 years of engineering excellence, the company has earned a reputation as one of the nation’s most trusted engineering firms. A proud member of the prestigious Hayleys Group, Hayleys Fentons is a one-stop destination for all engineering needs, including renewable energy, ICT, MEP services, security solutions, uninterrupted power supplies (UPS), lighting systems, facility management, and more.
Roshani, as the company’s Business Development Director, emphasises one of its key goals: introducing cutting-edge technologies and products to the market. She believes that the right tools not only benefit clients but also enhance the experience for all stakeholders. This philosophy was recently brought to life with the opening of the company’s first immersive Experience Centre in Nawala, Nugegoda—a state-of-the-art facility designed to offer hands-on exploration of the diverse services of Hayleys Fentons Limited. Covering sectors like Solar Power, ICT, Security & Communication, Fire Safety, Air Conditioning, and more, the centre provides interactive product demonstrations, visual installations, and dedicated spaces for training, collaboration, and knowledge-sharing.
Roshani’s leadership is distinguished by her ability to blend data-driven strategies with emotional intelligence. While she starts with data—using analytics, KPIs, and market insights to identify opportunities and set goals—she understands that numbers alone do not drive success. Emotional intelligence is crucial in translating strategies into action. By actively listening, empathising with stakeholders, and addressing team concerns, she ensures alignment and collaboration across the organisation.
Her adaptability is especially valuable in today’s fast-paced business environment. When data suggests one path but circumstances call for another, Roshani uses her emotional intelligence to sense the need for change. She prioritises transparency and explains the ‘why’ behind decisions, which fosters a sense of purpose and strengthens team morale.
With a century-long legacy in Sri Lanka, Hayleys Fentons has now expanded its footprint internationally. The company plays a significant role in the country’s GDP, infrastructure development, and economy by encouraging partner companies to establish operations in Sri Lanka.
Roshani’s leadership has also enabled the company to thrive amidst challenges. When she joined Hayleys Fentons, her initial task was to develop the MEP services division. However, the construction industry’s limited large-scale projects presented a significant challenge. Through strategic thinking and collaboration, she engaged top management—including the Managing Director and CEO—in client interactions. This approach signalled the company’s commitment to customer satisfaction and helped build trust and confidence. By involving engineering experts and streamlining decision-making, Roshani was able to secure several large-scale projects, further cementing Hayleys Fentons reputation as a reliable, capable partner.
As a woman in a traditionally male-dominated industry, Roshani has broken barriers and paved the way for other women to follow. She credits the strong support from Hayleys Fentons leadership, including Hasith Prematillake, Managing Director, and the infrastructure provided by the company’s Finance, HR, and Administration teams. With this foundation, she focused on building relationships and enhancing the company’s public relations efforts to boost its reputation. Attending conferences, hosting events, and participating in webinars has kept the company visible and connected, even in challenging times.
Roshani’s success has not only contributed to Hayleys Fentons growth but has also inspired future leaders, especially women, to pursue careers in fields where they are often under-represented. She believes in inclusivity, mutual respect, and acting on the ideas of others—a philosophy she hopes will empower women to pursue leadership roles in any industry.
Roshani’s vision for the future of Hayleys Fentons is one where technology and sustainability are at the core of the company’s continued success. As a leader in providing sustainable energy solutions to Sri Lankans, Hayleys Fentons is deeply committed to contributing to Sri Lanka’s Net Zero goals. Roshani firmly believes that the key to achieving this lies in digitising processes across all operations, integrating cutting-edge technologies, and prioritising sustainable solutions. By doing so, the company aims to enhance operational efficiency, reduce labour costs, and deliver long-term value.
While these investments require upfront capital, they promise significant returns over the lifecycle of each project. As Hayleys Fentons leads the way in introducing innovative technologies, products, and services, it remains dedicated to staying ahead of the curve. The company is focused on not only meeting the evolving needs of its clients but also championing sustainability as a driving force for a brighter, greener future. Through these initiatives, Hayleys Fentons is poised to take a leading role in shaping Sri Lanka’s sustainable energy landscape—a mission Roshani is proud to be a part of.