Head of Commercial at ENGIE

Job Description

Job Purpose/Mission

The Head of Commercial will play a critical role in ENGIE Energy Access Kenya (EEAK). As the Head of Commercial, you are responsible for developing and implementing Sales, Marketing & Business Development (Partnerships) strategies to accelerate growth with our current and new while maintaining strong customer repayments. You are also expected to identify new commercial opportunities, manage marketing efforts and coordinate the execution of market research and analysis to create business plans based on commercial opportunities.

Responsibilities

Set and manage the overarching strategic direction, priorities and focus areas for sales commercial (sales, marketing, and business development), cascading and ensuring alignment throughout EEAK
Manage consolidated country commercial performance with keen focus on driving overall customer repayments given that 99% of the sales are on credit and the team core responsibilities for pushing credit sales outcomes.
Establish a best-in-class commercial operating model, with a high-impact and right-sized organizational structure, tools, reports, standards, and systems
Lead our go-to-market strategy through understanding our customers, the market, and competitive landscape then determining competitive positioning with regards to products, prices, channels, and locations
Develop and lead a team commercial team (including regional Managers) on a local, regional and national level, with full responsibility for the team’s work plan, coaching, and professional development
Lead and oversee strategic projects to improve commercial performance

Detailed Responsibilities
Strategy, Planning & Budgeting

Set and manage the overarching strategic direction, priorities, and focus areas for commercial across EEAK over the short to long term and drive efficient customer acquisition and revenue growth throughout EEAK
Create robust plans to deliver the country targets month on month on month, including allocating sufficient investment and resources to reliably execute
Develop our go-to-market strategy (locations, distribution channels, marketing, partnerships)
Collaborating with cross-functionally peers to determine other key strategic inputs (e.g., product Volume, pricing, CX, etc.)
Ensure regions have localized strategies in line with the country’s strategy
As part of the management team, provide thought partnership for cross-functional leads, provide input into strategies, act as a key stakeholder on cross-functional decisions and ensure that core commercial and enabling functions to align with the sales strategy
Develop the sales, marketing, and business development team budgets, and track departmental expenditures, financial goals, and budgets
Where required, both lead and oversee strategic commercial projects to drive sales growth across EEAK

Governance, Reporting, Analytics & Performance Management

Continuously manage country Sales and customer repayment performance, including:
Primary focus on revenue, through sales volumes, kit mix, and price
Focus on maximizing sales of higher-margin products with a lower COGS
Focus on Customer repayment and Collection Rates, given sales team’s core responsibilities for credit sales outcomes.
Oversee the development of reports, analysis, and insights for commercial performance and other operational KPIs (per sales manager/agent, active agents) and marketing (brand health, marketing spends, referrals, etc.)
Lead commercial governance forums and hold Zonal/Regional Managers and other commercial sectional heads accountable for results and plans
Where there is underperformance, provide hands-on support to turn around and make key decisions to remediate performance
Continuously monitor performance of other key functions that drive sales, including product, pricing, sales, distribution, portfolio health, customer experience, software, and service with potential partners, working with them to take remediation action to address underperformance

Commercial Operations

Develop procedures and policies for core sales operations functions (lead and opportunity management, recruitment and training, tools of the trade, incentives, size, and structure, government reporting and performance management, etc.)
Implement procedures and policies throughout the sales function, monitor and ensure compliance, continually test and improve.
Lead and manage marketing operations, including:
Lead market research, including the market and competitive landscape to identify analyze threats and opportunities
Segment EEA Kenya’s customers and develop tailored strategies to target
Identify trends in customer behavior closely following sales, product usage, customer retention, upgrades, and competitors, leveraging this data to enhance our commercial strategy
Supervise all marketing channels and methods to ensure appropriate information is effectively communicated to external audiences (including leading campaigns)
Establish and manage external partnerships, including negotiating ongoing contracts with suppliers and customers, managing, and reviewing contracts, and making recommendations regarding commercialism.

Leadership, Management & Culture

Develop and lead a team of sales and commercial managers and analysts, including full responsibility for coaching and their professional development
Manage the team’s work plan and workload to ensure delivery of agreed goals
Help recruit, collaborate with, coordinate, and train diverse teams such as Marketing and especially field sales and credit teams.
Provide strong leadership, management and coaching for regional sales teams, including with support to other members of the Management Team

Experience + Knowledge and Skills

Minimum of 12 years experience in progressive business leadership experience, with 3+ years leading a Commercial function (Particularly Renewable Energy, FMCG’s, MNO & Financial Institutions).
Strong Commercials capability across Sales and Marketing particularly in B2C, with a demonstrated history of leading and delivering strong commercial results.
Outstanding leadership, having led large field-based sales teams and ability to create a performance culture with strong governance, accountability and results.
Strong understanding of the Kenya Commercial environment, ideally with time spent in Various regions throughout Kenya.
General strategic, analytical and problem-solving skills, with the ability to set and communicate the strategic vision for commercial throughout the whole organization.
Ability to lead high-impact cross-functional strategic commercial projects end to end (Including planning, analysis, conclusions and implementation) to achieve results.
Exceptional judgement and decision-making skills, with the ability to independently assess and take action to achieve results.
Outstanding stakeholder engagement and communications skills, with the ability to develop relationships with Key functional leads (especially Customer Finance, Customer Experience and Operations) but also with external strategic commercial partners.
Demonstrated passion for our mission, values and customers.

Qualifications:

Bachelor’s degree in a Business related field
CIM certification
A Masters is an added Advantage

Language(s):

English fluency (writing, speaking and reading)
Swahili fluency (writing, speaking and reading)
Technology:

Experience in technology