Commercial Operations and Strategy Manager

Job Purpose/Mission 

• The Commercial Performance & Strategy Manager will provide support to the Head of Commercial in developing the overall commercial & go-to-market strategy. The role is responsible for identifying the market opportunities, designing or updating the sales process to ensure a proper setup to achieve commercial targets.
• The role will also provide support to key commercial stakeholders with ad-hoc analysis and/or presentations of key account performance, regional trends, stakeholder management and overall commercial strategy and planning.
• This is an exciting role which requires understanding our customer base as well as the diversity of the Nigerian renewable energy and financial market.

Responsibilities 

Commercial Strategy

• Formulate appropriate revenue and volume strategies for EEA Nigeria aligned with seasonality and set goals.
• Collaborate with customer finance, products and marketing on messaging, pricing strategies, and business models to achieve revenue goals.
• Drive monthly sales revenue and volume forecasts aligned with annual goals and prevailing trends.
• Supervise field team incentives and remuneration, maintain clear and accurate records on monthly costs aligned with sales facilitation.
• Monitor the marketplace and analyze opportunities, providing competitive analysis, strategies and tactics.
• Develop the customer retention strategy and coordinate its implementation across sales channels, customer segments, marketing and communication.
• Output strategy to be implemented by Sales Managers that will drive business growth across all customer segments with shared accountability with the marketing and product functions.
• Provide strategic agility by proactively in taking an early view of future directions of markets and regions.

• Responsible for the training function of the sales team, ensuring that our curriculum is aligned with our overall commercial strategy.
• Support all Commercial Functions in the absence of HOD.

Business Intelligence, Reporting & Data Visualization

• Develop effective business intelligence strategies and analytics / visualization solutions for Commercial, Departments when required, and broader strategic metrics for use by key decision makers Country Director, Head of Commercial, Head of CF, Head of CX, etc.
• Design, develop and own interactive Tableau dashboards to track key performance indicators, summarize sales and data trends, and to enable EEA Nigeria to manage and monitor their sales performance
• Generate regular reports including: 1 monthly sales performance reviews; 2 monthly war room content for country leadership 3 monthly reports to leadership; 4 quarterly “Deep Dives” on performance and other key topics; 5 other ad-hoc requests

Analytics, Insights & Monitoring

• Monitor on an ongoing basis performance against key Commercial, Credit, CX, and other agreed metrics across EEA Nigeria, identifying improvement opportunities
• Conduct ad-hoc rigorous analysis including statistical analysis and data modeling to evaluate performance, to form new insights, to highlight areas for improvement, and to drive decision making and sales strategies
• Oversee analytics projects to extract, manage, and analyze sales data from multiple applications or sources including SQL & field research
• Work closely with the EEA Data Team to develop and validate predictive models, forecasts or other data tools for sales and customer service
• Provide support on broader analytical needs of the EEA Nigeria team, including analysis of pilots, interventions, sales operations or field research work
• Lead and manage industry reporting, competition reporting, or other external reporting, where opportunities exist
• Conduct quantitative and/or qualitative investigations to better understand customer expectations in a given segment, and to calculate market sizes
• Keep abreast of industry best practices and standards for performance analysis, reporting, etc.
• Support piloting and A/B tests across major commercial levers including pricing, team structure and commissions and scale best practices for commercial activities amongst country teams
• Analyse pilots and projects to determine their efficacy and potential for scale

Processes, Systems & Standards

• Document and standardize business rules and definitions for key processes and Commercial/CF/CX metrics to ensure alignment of all stakeholders
• Work closely with other stakeholders and data users across the company to create and maintain controls systems and review standards which ensure data quality and prevent discrepancies
• Collaborate with data scientists, analysts and engineers to ensure and improve data availability, integrity, accuracy, and reliability

Knowledge and  Skills

• More than 5 years  work experience in a strategy role, data analysis, financial modelling or statistics.  
• Bachelors degree or higher in a quantitative subject such as Math, Statistics, Economics, Engineering, etc.
• Exceptional analytical skills and ability to synthesize and interpret qualitative and quantitative data into practical strategy recommendations
• Experience in leading entry level teams and coordinating with entry level managers
• Able to build advanced queries using PostgreSQL, and comfortable with basics of with database management and data engineering
• Experienced building clear and insightful data visualizations with tools like MS Excel, Tableau, Power BI, D3, ggplot, etc.,
• Skilled in project management, with an exceptional ability to collaborate, influence, and execute against strategy
• Evidence of the practice of a high level of integrity, professionalism, confidentiality and maturity
• Flexible approach to working, able to pick up a variety of tasks/projects with minimal supervision
• Excellent organizational skills and attention to detail
• Agility and innovation
• Exceptional judgement, problem-solving skills, and ability to “Think Big & Make it Happen” both independently and collaboratively
• Excitement about EEA’s mission and a deep desire to make an impact on off-grid and financially underserved customers in sub-Saharan Africa