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Nairametrics

Research Market Analyst (Writer)

Lagos, Nigeria

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Nigeria Country Lead

Closing: Mar 17, 2024

This position has expired

Published: Feb 9, 2024 (2 months ago)

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Quick Summary
  • Sanivation has been working in East Africa for the past 9 years developing an innovative sanitation model to meet the needs of local governments.

  • Sanivation, leveraging its learning in Kenya, is expanding to Nigeria and beginning a similar process of working with governments to enable safe waste management practices. The core of this approach is to remain customer-centric and offer tailored solutions that align with local demand and market potential.

  • We are seeking a locally based, highly motivated and results-driven country lead to join our team and play a pivotal role in supporting the organization’s growth

About Sanivation

Our mission is to improve the dignity, health, and environments of urbanizing communities in low-income countries. We have been operating in Kenya since 2014, partnering with local governments to support the research, design, implementation, and monitoring of safely managed sanitation. We utilize market-based approaches, combined with integrated stakeholder engagement, to create, implement, and operate lasting faecal sludge management (FSM) solutions. Ultimately, we are about changing how sanitation is done, creating a world where there is safe sanitation for all.

We focus our solutions on master planning, waste collection, solid waste management, and faecal sludge treatment plants (FSTPs). Our FSTPs are designed to meet the local needs of the city. We focus on creating environmental, social, and financial sustainable treatment facilities through waste-to-value processes. We have designed and built a few of these waste-to-value FSTPs around Kenya. We are now working on scaling this in Nigeria

Role Overview

As a Nigeria Country Lead, you will be responsible for account management, capture management and partnership development.

Your focus will be on developing and implementing a market entry strategy for Sanivation, developing a robust pipeline of projects, intel gathering, establishing strong relationships with potential clients and partners, closing deals to achieve our expansion objectives and project coordination on ongoing projects.


Responsibilities
Quick Summary
  • Sanivation has been working in East Africa for the past 9 years developing an innovative sanitation model to meet the needs of local governments.

  • Sanivation, leveraging its learning in Kenya, is expanding to Nigeria and beginning a similar process of working with governments to enable safe waste management practices. The core of this approach is to remain customer-centric and offer tailored solutions that align with local demand and market potential.

  • We are seeking a locally based, highly motivated and results-driven country lead to join our team and play a pivotal role in supporting the organization’s growth

About Sanivation

Our mission is to improve the dignity, health, and environments of urbanizing communities in low-income countries. We have been operating in Kenya since 2014, partnering with local governments to support the research, design, implementation, and monitoring of safely managed sanitation. We utilize market-based approaches, combined with integrated stakeholder engagement, to create, implement, and operate lasting faecal sludge management (FSM) solutions. Ultimately, we are about changing how sanitation is done, creating a world where there is safe sanitation for all.

We focus our solutions on master planning, waste collection, solid waste management, and faecal sludge treatment plants (FSTPs). Our FSTPs are designed to meet the local needs of the city. We focus on creating environmental, social, and financial sustainable treatment facilities through waste-to-value processes. We have designed and built a few of these waste-to-value FSTPs around Kenya. We are now working on scaling this in Nigeria

Role Overview

As a Nigeria Country Lead, you will be responsible for account management, capture management and partnership development.

Your focus will be on developing and implementing a market entry strategy for Sanivation, developing a robust pipeline of projects, intel gathering, establishing strong relationships with potential clients and partners, closing deals to achieve our expansion objectives and project coordination on ongoing projects.


Capture Management
  • Develop and maintain a robust project pipeline of potential opportunities beyond gate 0 that are aligned with our expansion goals building from the existing pipeline and adding to the organization's pipeline for 2024 through 2026.

  • Ensure a quality pipeline that meets coverage ratio targets and ensures submission and winning proposals to meet the revenue target for 2024.

  • Identify and pursue new business leads through online resources, client and partner engagement, and opportunity shaping.

  • Attend, as required, networking events, industry conferences, and other related forums in the sector and with key clients.

  • During engagement with potential clients, understand their needs and propose tailored solutions that align with their requirements.

Account Management
  • Develop a country assessment for growth opportunities for the organization.

  • Validate the information collected and present the market brief.

  • Identify 2-3 potential target areas/markets in terms of geography and products/services in Nigeria for the organization to expand.

  • Analyze market dynamics, customer segments, partners, competitors, and the regulatory environment to assess market potential and develop a market entry strategy.

  • Triangulate information and update the team as appropriate with new information.

  • Develop an outline of the organization’s offer in the market.

Partnership development
  • Identify existing and new donors/financiers and development finance institutions that support sanitation infrastructure in-country.

  • Identify and engage potential partners, including local businesses and firms and relevant industry stakeholders.

  • Develop a communications and engagement plan for potential funders/partners with the BD team and track relationships as part of an engagement plan with tailored messaging/ information and follow-up, as required.

  • Build strong relationships with partners to build a robust network and collaborate on joint project development or initiatives to expand our market presence.

  • Collaboration with partner and stakeholder intel, support solution design and development.

  • Nurture existing client relationships and ensure client satisfaction with our products or services.

  • Provide ongoing support to the internal team and act as a point of contact for clients, addressing any concerns or issues that arise.

Project Management support
  • Project coordination support to the team lead on the ongoing project

  • Support on relationship management to the consortium and technical managers

The role will report directly to the New Markets Account Coordinator and CWIS Product lead and be a key team member that supports the organization’s business and influences the company’s growth strategy.


SOW Breakdown


  • Mapping and assessment

  • Attending conferences and workshops

  • Proposal teaming, reviews, solution design, and writing support to Sanivation’s proposal manager

  • Shaping deals/pipeline capture

  • Internal meetings and admin

  • Project Coordination

Expected Level of Effort
  • This is a full-time consulting position where the consultant is expected to be based in Nigeria

Experience Required


  • Advanced degree in a relevant field of expertise in the sector.

  • 3-5 years of business development experience in the development sector, previous experience in the international development/Nigeria sanitation, WASH, and/or water sector a plus; Master’s degree a plus.

  • BD positioning, capture, and proposal management experience

  • Knowledge of in-country DFIs, bi and multi-lateral donors, and government entities/agencies in the sector.

  • Understanding of the sanitation and WASH sector engineering and construction contractors and sector experts who are known to key clients/donors.

  • Proven network in the WASH, sanitation, and/or water sector, including clients, partners, and governing agencies in-country.

  • Excellent in stakeholder management and has an understanding of Nigeria’s legal and political context

Desired:
  • Experience pursuing opportunities with key donors including USAID, AfDB, World Bank, and DFC and their priorities, policies, and procurement/grant requirements in-country.

  • Sector-specific experience in technical solutions, program management, and/or policy development.

  • Strong win rate and experience developing sector solutions for opportunities and shaping deals.
  • Experience working in multi-country and multi-cultural settings.
Desired Skills
  • Excellent research, analysis, and application of analysis to Business Development.

  • Strategic thinker and problem solver.

  • Hardworking and win-focused and can work independently or as part of a team.

  • Effective communicator with negotiation skills; can engage potential partners and clients including cold calling.

  • Duration

  • This will be for a 1-year consultant with a 3-month probation period and may be extended with similar and/or new scope based on the needs of the organization and on the performance of the Individual and with mutual agreement of both parties.


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