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Commercial Operations And Strategy Manager

Closing: Apr 3, 2024

This position has expired

Published: Mar 19, 2024 (25 days ago)

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Job Summary

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Knowledge and Skills
  • Bachelor's Degree or higher in a quantitative subject such as Math, Statistics, Economics, Engineering, etc.
  • More than 5 years work experience in a strategy role, data analysis, financial modelling or statistics. 
  • 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.
Responsibilities
Knowledge and Skills
  • Bachelor's Degree or higher in a quantitative subject such as Math, Statistics, Economics, Engineering, etc.
  • More than 5 years work experience in a strategy role, data analysis, financial modelling or statistics. 
  • 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.

Job Purpose

  • 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.

Duties
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

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