Zambia Commercial Strategy Manager ENGIE Energy Access (Africa)

Job Title: Zambia Commercial Strategy Manager

Location: Lusaka, Zambia

Reporting Line: Zambia Head of Commercial

Direct Reports: Commercial Sales Operations Specialist and Commercial Analyst

About ENGIE Energy Access (EEA) 

ENGIE Energy Access is the leading Pay-As-You-Go (PAYGo) and mini-grids solutions provider in Africa. The company 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 instalments 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 nine countries across Africa (Benin, Côte d’Ivoire, Kenya, Mozambique, Nigeria, Rwanda, Tanzania, Uganda and Zambia), over 1.6 million customers and more than 8 million lives impacted so far, ENGIE Energy Access aims to impact 20 million lives across Africa by 2025. 

www.engie-energyaccess.com 

www.linkedin.com/company/3055106 

Job Overview 

 The Commercial 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 Zambian renewable energy and financial market.  

Key Responsibilities 

Commercial Strategy 

• Formulate appropriate revenue and volume strategies for EEA Zambia 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. 
• Coordinate Marketing & R&D teams on GTM strategy with clear success trackers and ROI measures.  
• Supervise field team incentives and remuneration, maintain clear and accurate records on monthly costs aligned with sales facilitation. 
•  Develop strategic alliances and partnerships to support channel development and market penetration. 
• Design and implement a clear Cost of Sales matric aligned with seasonality.  
• 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 Manager 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.  

 Reports/ Reporting 

• Weekly and Monthly Reporting on ALL KPIs as required.
• Actively participate on monitors competition in collaboration with the Product Development team.  
• Escalate Identified risks and define possible mitigation measures.  

 Knowledge, Skills & Experience:  

• More than 5 years work experience leading in a strategy formulation and revenue driving role  
• Experience in leading entry level teams and coordinating with entry level managers  
• Track record of success in GTM development and stakeholder engagement  
• Computer skills in a Microsoft Windows environment. 
• Good oral and written communication 
• 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 

 Qualification  

• Bachelor’s degree in Business Administration or MBA as an added advantage  

 Language(s):   

• English 
• A local language 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!