Summary
Date Posted: Monday, March 21, 2022 , Base Salary: Not Disclosed

JOB DETAILS:
Job Purpose/Mission
The Head of Commercial will play a critical role in ENGIE Energy Access Kenya(EEAK). As the Head of Commercial, you are responsible for developing and implementing Sales, Marketing & Business Development (Partnerships) strategies to accelerate growth with our current and new while maintaining strong customer repayments. You are also expected to identify new commercial opportunities, manage marketing efforts and coordinate the execution of market research and analysis to create business plans based on commercial opportunities.

Responsibilities
• Set and manage the overarching strategic direction, priorities and focus areas for sales commercial (sales, marketing, and business development), cascading and ensuring alignment throughout EEAK
• Manage consolidated country commercial performance (primarily revenue and gross profit), with a secondary focus on driving overall early customer repayments given the sales team core responsibilities for credit sales outcomes.
• Where the country is underperforming on sales and commercial targets, manage turnaround efforts to remediate performance
• Establish a best-in-class commercial operating model, with a high-impact and right-sized organizational structure, tools, reports, standards, and systems
• Lead our go-to-market strategy through understanding our customers, the market, and competitive landscape then determining competitive positioning with regards to products, prices, channels, and locations
• Develop and lead a team commercial team (including regional Managers) on a local, regional and national level, with full responsibility for the team's work plan, coaching, and professional development
• Lead and oversee strategic projects to improve commercial performance
Detailed Responsibilities
Strategy, Planning & Budgeting (10%)
• Set and manage the overarching strategic direction, priorities, and focus areas for commercial across EEAK over the short, medium, and long-term
• Develop the commercial strategy to drive efficient customer acquisition and revenue growth throughout EEAK, including directly owning key inputs with our go-to-market strategy (locations, distribution channels, marketing, partnerships, ) and collaborating cross-functionally to determine other key strategic inputs (e.g., product, pricing, CX, etc.)
• Ensure regions have localized strategies in line with the country strategy and have robust plans to deliver the country targets, including allocating sufficient investment and resources to reliably execute
• As part of the management team, provide thought partnership for cross-functional leads, provide input into strategies, act as a key stakeholder on cross-functional decisions and ensure that core commercial and enabling functions to align with the sales strategy
• Develop the sales, marketing, and business development team budgets, and track departmental expenditures, financial goals, and budgets
• Where required, both lead and oversee strategic commercial projects to drive sales growth across EEAK
Governance, Reporting, Analytics & Performance Management (25%)
• Continuously manage country Sales and customer repayment performance, including:
o Primary focus on revenue, though sales volumes, kit mix, and price
o Focus on maximizing sales of higher-margin products withs with a lower COGS
o Secondary focus on Customer repayment and Collection Rates, given sales team core responsibilities for credit sales outcomes.
• Set the overarching sales target setting process, approve regional sales targets
• Oversee the development of reports, analysis, and insights for financial performance and other operational KPIs for sales (per sales manager/agent, active agents) and marketing (brand health, marketing spends, referrals, etc.)
• Establish the overarching governance framework to track performance against commercial goals, lead national governance forums and hold State Managers and other departments accountable for results and plans
• Where there is underperformance, provide hands-on support to turnaround and make key decisions to remediate performance
• Continuously monitor performance of other key functions that drive sales, including product, pricing, sales, distribution, portfolio health, customer experience, software, and service with potential partners, working with them to take remediation action to address underperformance
Commercial Operations (45%)
• Lead and manage the development of a robust sales operating model, including:
o Develop procedures and policies for core sales operations functions (lead and opportunity management, recruitment and training, tools of the trade, incentives, size, and structure, government reporting and performance management, etc.)
o Implement procedures and policies throughout the sales function, monitor and ensure compliance, continually test and improve.
o Develop a customer early collection (120 days) plan for credit sales done by the team
• Lead and manage marketing operations, including:
o Lead market research, including the market and competitive landscape to identify analyze threats and opportunities
o Segment EEA Kenya's customers and develop tailored strategies to target
o Identify trends in customer behaviour closely following sales, product usage, customer retention, upgrades, and competitors, leveraging this data to enhance our commercial strategy
o Supervise all marketing channels and methods to ensure appropriate information is effectively communicated to external audiences (including leading campaigns)
• Establish and manage external partnerships, including negotiating ongoing contracts with suppliers and customers, managing, and reviewing contracts, and making recommendations regarding commerciality.
Leadership, Management & Culture (20%)
• Develop and lead a team of sales and commercial managers and analysts, including full responsibility for coaching and their professional development
• Manage the team's work plan and workload to ensure delivery of agreed goals
• Help recruit, collaborate with, coordinate, and train diverse teams such as Marketing and especially field sales and credit teams.
• Provide strong leadership, management and coaching for regional sales teams, including with support to other members of the Management Team
Experience

Knowledge and Skills
• Minimum of 12 years’ experience in progressive business leadership experience, with 3+ years leading a Commercial function (Particularly FMCG's, MNO & Financial Institutions).
• Strong Commercials capability across Sales and Marketing particularly in B2C, with a demonstrated history of leading and delivering strong commercial results.
• Outstanding leadership, having lead large field- based sales teams and ability to create a performance culture with strong governance, accountability and results.
• Strong understanding of the Kenya Commercial environment, ideally with time spent in various regions throughout Kenya.
• General strategic, analytical and problem solving skills, with the ability to set and communicate the strategic vision for commercial throughout the whole organization.
• Ability to lead high impact cross functional strategic commercial projects end to end (Including planning, analysis, conclusions and implementation) to achieve results.
• Exceptional judgment and decision making skills, with the ability to independently assess and take action to achieve results.
• Outstanding stakeholder engagement and communications skills, with the ability to develop relationships with Key functional leads (especially Customer Finance, Customer Experience and Operations) but also with external strategic commercial partners.
• Demonstrated passion for our mission, values and customers.

Qualifications:
• Bachelor’s degree in a Business related field
• CIM certification
• A Masters is an added Advantage
Language(s):
• English fluency (writing, speaking and reading)
• Swahili fluency (writing, speaking and reading)
Technology:
• Experience in technology


Work Hours: 8

Experience in Months: 36

Level of Education: Bachelor Degree

Job application procedure
Interested and qualified? Go to ENGIE on boards.greenhouse.io to apply

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