Commercial Strategy Manager
ZM
Job Title: Commercial Strategy Manager
Department: Commercial
Reporting line: Head of Commercial
Location: Lusaka, Zambia
Job Grade: Hay Level 16
About ENGIE Energy Access
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 1,800 employees, operations in nine countries across Africa (Benin, Côte d’Ivoire, Kenya, Mozambique, Nigeria, Rwanda, Tanzania, Uganda and Zambia), over 1.9 million customers and more than 9 million lives impacted so far, ENGIE Energy Access aims to impact 20 million lives across Africa by 2025.
www.linkedin.com/company/engie-africa
Job Purpose/Mission
The Commercial Strategy Manager will play a pivotal role in driving revenue growth and optimizing market opportunities by analyzing market trends, customer behaviors, and competitive landscapes. This position requires strategic alignment across sales, marketing, and operations to achieve commercial objectives. The ideal candidate will demonstrate expertise in data analysis, high-level presentation skills, and the ability to foster collaboration across business functions.
Responsibilities
- Revenue Growth and Diversification: Develop and execute strategies to drive sustained revenue and sales volume growth by Identifying and capitalising on opportunities to diversify revenue through new markets, products, and business models.
- Optimize Pricing Strategies: Provide valuable insights into the pricing model to enhance competitiveness and maximize profitability.
- Sales Optimisation: Streamline and document sales processes to improve efficiency and achieve targets, and monitor and refine sales forecasts, ensuring alignment with company objectives.
- Incentive Development: Design and manage incentive programs to drive team performance and market penetration.
- Process Optimisation and Commercial Excellence: Lead the development, documentation, and continuous improvement of commercial processes. Design and execute policies that enhance commercial excellence and drive operational efficiency.
- Strategic Alignment: Coordinate cross-functional alignment between sales, marketing, operations, and product teams to execute cohesive commercial strategies.
- Market Analysis and Insights: Conduct comprehensive analyses of trends, customer behaviors, and competitive landscapes to uncover opportunities. Leverage data-driven insights to guide decision-making and present actionable recommendations to management.
- Collaboration and Partnerships: Build and maintain strategic partnerships to expand market reach and sales channels. Align marketing efforts with commercial objectives, ensuring ROI and success metrics are achieved.
- Innovation and Growth: Develop, pilot, and scale innovative revenue strategies and solutions for long-term growth. Adapt to changing market dynamics and customer needs to maintain a competitive edge.
- Team Leadership and Training: Lead, train, and mentor the sales team to align with organizational goals and commercial strategies and foster a culture of continuous improvement and high performance within the team.
- Project Management: Manage and deliver commercial projects, ensuring timelines, budgets, and objectives are met by applying strong project management skills to coordinate complex initiatives across multiple teams.
- Perfromance and Reporting: Establish clear metrics and frameworks for evaluating and improving commercial activities, track, report, and analyze KPIs for revenue, sales, and commercial initiatives. Provide regular updates and insights to leadership to guide strategic decision-making.
Knowledge and Skills Required
- Experience:
- Minimum 6+ years of experience in strategy formulation and revenue-driving roles.
- At least 3-4 years of experience in strategy, business management, or organizational development, ideally in telecoms, financial services, FMCG or similar sectors.
- Proven track record in go-to-market strategy development, sales optimization, and revenue diversification.
- Skills:
- Exceptional analytical and data interpretation skills with experience in using advanced Excel tools.
- Proficiency in developing professional presentations using PowerPoint to communicate complex ideas effectively.
- Strong leadership skills with experience managing and mentoring teams.
- Excellent project and change management abilities.
- High-level communication skills, including the ability to engage and influence executive stakeholders.
- Strategic thinking with a results-oriented approach and the ability to work independently.
- Qualifications:
- Bachelor’s degree in Business Administration, Finance, Economics, or a related field.
- A postgraduate qualification (e.g., MBA) is highly desirable.
ENGIE is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We evaluate applications based on business needs, job requirements, and individual qualifications, without regard to origin, age, gender identity, sexual orientation, religion, marital status, disability, political opinions, union involvement, or citizenship.