ENGIE is a leading global energy company that builds its businesses around a model based on responsible growth to take on energy transition challenges. We provide individuals, cities and businesses innovative solutions based on our expertise in 4 key sectors: independent power production, natural gas, renewable energy and energy efficiency services to a low-carbon economy: access to sustainable energy, climate-change mitigation and adaptation and the rational use of resources.
Job Purpose/Mission
- 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.
Responsibilities
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
Knowledge and Skills
- More than 5 years work experience in a strategy role, data analysis, financial modelling or statistics.
- Bachelors degree or higher in a quantitative subject such as Math, Statistics, Economics, Engineering, etc.
- 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
Method of Application
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