Summary
Date Posted: Thursday, December 16, 2021 , Base Salary: Not Disclosed

JOB DETAILS:
Job title: Global Commercial Strategy & Transformation Manager
Location: Based in any of EEA’s 9 African markets (with travel expected from 20-40% of the time)
Application Deadline: 7th January 2022
Reporting To: Global Head of Sales, ENGIE Energy Access

About ENGIE Energy Access
ENGIE Energy Access is one of the leading Pay-As-You-Go (PAYGo) and mini-grids solutions provider in Africa, with a mission to deliver affordable, reliable and sustainable energy solutions and life-changing services with exceptional customer experience. The company is a result of the integration of Fenix International, ENGIE Mobisol and ENGIE PowerCorner; and develops innovative, off-grid solar solutions for homes, public services and businesses, enabling customers and distribution partners access to clean, affordable energy. The PAYGo solar home systems are financed through affordable installments from $0.19 per day and the mini-grids foster economic development by enabling electrical productive use and triggering business opportunities for entrepreneurs in rural communities. With over 1,700 employees, operations in 9 countries across Africa (Benin, Cote d’Ivoire, Kenya, Mozambique, Nigeria, Rwanda, Tanzania, Uganda and Zambia), over 1.2 million customers and more than 6 million lives impacted so far, ENGIE Energy Access aims to remain the leading clean energy company, serving millions of customers across Africa by 2025.
www.engie-energyaccess.com

Job Overview
The Commercial Strategy & Transformation Manager is a key team member within the Strategic Marketing unit and will play a crucial role in commercial operations across EEA. The role will be responsible for designing and implementing strategic commercial projects across EEA, as well as supporting EEA markets with tactical sales turnarounds, strategic growth strategies and annual sales plan support. This role requires a keen ability to work cross-functionally with country teams and key central functions including Marketing, CX, Customer Finance, Product, Software & Data, Corporate Finance and others. The right candidate will be able to develop robust and actionable strategies, possess strong critical thinking and analytical skills, strong commercial capability, and a willingness to “get their hands dirty” to take charge and make results happen.

Key Responsibilities
• Design and implementation of strategic sales and commercial projects across EEA
• Hands-on sales support for countries, particularly with undertaking performance improvement strategies for countries
• General advisory and strategic support for countries with developing overarching sales strategies / supporting individual sales projects, particularly for new market launches and scale
• Training & capacity development for country sales teams

Detailed Responsibilities
Strategic EEA commercial projects (approx 40%)
• Design, scope out, implement and monitor strategic projects to improve the effectiveness and/or efficiency of our sales strategy and operations across EEA
• Some of these projects may include, but are not limited to:
• Developing our optimal last-mile strategy across markets
• Exploring alternative distribution channels to attract new customer segments and reach further into the last-mile
• Optimising our end-to-end sales team performance management approach, including sales target setting and forecasting, commissions and incentives, tools, reporting, governance and accountability
• Working cross-functionally with Product and CX to support our product growth strategy further meet the needs of our existing and new customers
• Designing strategies to mitigate key strategic commercial risks, e.g. market saturation, competitive landscape shifts and market entry
• These projects will require working end-to-end across the entire strategic process – from developing framing questions, to developing an approach and project plan, conducting research (including quantitative analysis, field work, secondary research), designing solutions and recommendations and then working cross-functionally across the Global EEA team and / or EEA country teams to implement solutions to deliver meaningful results.
Country support: Tactical commercial turnarounds (approx 30%)
• Work closely with the Head of Sales to monitor sales performance at the portfolio level and of individual countries
• Where there are key challenges and areas of underperformance at the country level, provide “hands-on” tactical support for countries to undertake sales turnaround strategies to deliver results
• Where required, support the country to undertake analysis and identify key issues impacting performance, as well as the key levers at their disposal to achieve results
• Coordinate with Commercial Heads, Country Leads and Global EEA leadership to advocate for and align the organisation around the most important factors in the turnaround and what’s required for success
• Support the development of tactical turnaround strategies, review their robustness and provide hands-on support throughout their implementation, as required
Country support: General advisory and growth strategy (approx 20%)
• Serve as a strategic thought partner to Country MD, Commercial Director and NSM on key areas of sales strategy, guide strategic thinking, build structure around key decision-making and sharing best practices on sales strategies
• Provide “hands-on” support for new markets with launches and scale, particularly with their go-to-market strategies
• Provide general advisory and strategic support for countries developing overarching sales growth strategies, especially in key areas such as customer segmentation, unit economics and pricing, sales forecasting and key technology enablers (given relationships and proximity to EEA Software & Data teams).
• Review individual sales improvement initiatives developed by countries strategies, providing and support as required
• Support country teams to articulate, submit and gain approval for important decisions that require support of senior management at the global level
Training & capacity development (approx 10%)
• Coach sales team members in each market to develop their commercial strategy skills and build robust and localised sales strategies

Skills & Experience
Desired Experience
• At least 6-8 years in business / commercial strategy, management consulting or transformation / project management roles (or similar)
• Experience in sales and marketing (ideally B2C), particularly in sectors like FMCG, microfinance or telecommunications
• Experience living and working in Africa (ideally 1-2 years minimum)
Desired Capabilities
• General strategic, analytical and problem-solving skills, with the ability to breakdown a problem, conduct research and analysis, develop an evidenced-based strategic response, then communicate and align stakeholders around the direction
• Project leadership, with the ability to lead high-impact cross-functional strategic commercial projects end to end (including planning, analysis, conclusions and implementation) to achieve results
• Critical thinking and analytical skills, with the ability to work with large amounts of data (including Excel modelling) to develop strategies and make rigorous decisions
• Commercial capability across sales and marketing (particularly in B2C), with a demonstrated history of delivering strong commercial results
• Stakeholder engagement and communication skills, with the ability to develop relationships with key country Commercial leads and Managing Directors and global functional teams (especially Customer Finance, Customer Experience and Operations
• Excitement about EEA’s mission and a deep desire to make an impact on off-grid and financially underserved customers in sub-Saharan Africa
Language(s):
• English
• French / Portuguese is a plus.
We thank all applicants for their interest, however due to the large volume of applications we receive, only shortlisted candidates will be contacted.
ENGIE is an equal opportunity employer, promoting diversity and committed to creating an inclusive environment for all. All applications are screened based on business needs, job requirements and individual qualifications, without any regard to origin, age, name, sexual identity, orientation or preference, religion, marital status, health, disability, political opinions, union involvement or citizenship. Our differences are our strengths! 

Education Requirement: No Requirements

Job Experience: No Requirements

Work Hours: 8

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