Description
Department: Commercial
Reporting Line: Commercial Director
Job Overview
This position will lead the Marketing team that is based in Lagos, Nigeria, but expected to spend at least 60% of the time on the field in our various locations across the country.
The Operational Marketing Manager supports the Organisation’s marketing strategy by helping plan, execute and track grassroots marketing programs.
The incumbent should have an intimate knowledge of B2C sales and will help the Organisation (and field-based Sales teams in particular) achieve goals by building strong marketing strategies and campaigns that resonate with our customers.
Key Responsibilities
Creation of grassroots marketing strategies, campaigns and promotions, with the aim of driving sales and improving product & brand knowledge.
Align with the priorities of commercial teams to deliver marketing initiatives that will support overall business results
Analyse data, monitor grassroots marketing campaigns and evaluate results Review campaigns and analyze data to determine ROI from marketing initiatives and recommend changes, if needed to drive business growth
Own, evangelize and drive cohesiveness of key brand messages and USPs within field teams
Oversight of the team that oversee the leads generation process, from both online and off-line channels
Segment Marketing: Marketing strategies for; Product Marketing, Community Relations, Regional Marketing: Nigeria (All States)
Plan strategic events to raise the profile of the Organisation
National & International Communications
Manage Company perception and brand equity
Detailed Responsibilities
Brand & Marketing Strategy:
Oversee brand strategy- Oversee the development and implementation of the Company’s overall brand, marketing and communications plan.
Marketing Strategy- Create and execute a broad marketing strategy for EEA Nigeria, and be responsible for understanding the business model, the company’s services, products and solutions, and positioning them favorably before target audience markets
Event strategy- Create a focused event participation strategy for sponsored and corporate events that will help EEA Nigeria reach its target audience, customers & desired partnerships.
Customers:
Customer Segmentation- Define customer segments, needs and value propositions
Value Proposition to Customers- Translate EEA’s offering into relatable value propositions for customers to drive uptake and build loyalty Position
EEA Nigeria as the gateway to valuable data for consumers in the bottom of the pyramid stratum
Budgeting:
Oversee Budget- Develop and oversee marketing budget and resource management to ensure optimal ROI on marketing spend
Collaboration:
High-Level Support- Collaborate with the leadership team, commercial and product heads to articulate the marketing strategy. This process will involve rigorous prioritization and planning to ensure that the Marketing team provides adequate support to all other teams within the business
New Markets Entry- Work with the Commercial Director, Head of Sales and Expansion Manager to develop innovative, capturing GTM strategies for new market entry.
Brand Perception:
PR- Build EEA Nigeria’s reputation, visibility and Top of Mind Awareness with press, newsletters, thought leadership and targeted campaigns
Value Proposition to Partners- Define value proposition to potential Partners
Traditional and Digital Media- Be an expert in traditional and digital marketing strategies that drive awareness and create leads
Data:
Research Insights- Will be data driven and create a strategy for how to best disseminate research insights through various communication channels
Vendor/Supplier Management:
Manage relationship with 3rd party suppliers (marketing & media agencies, printers, collateral producers, etc.) to ensure price efficiency, adherence to guidelines and maintain EEA high-quality standards
Required Skills & Experience
Bachelor's Degree in Marketing, Communications, or related field. MBA is an added advantage
Minimum of 8+ years of marketing experience. 3 years managing a Marketing Team.
Strategic thinker and has executed strategic direction for a marketing unit.
The incumbent must be creative, witty, smart, good narrator, storyteller, excellent written, verbal and analytical skills.
Ability to translate brand and marketing strategy into simple and relatable initiatives for internal (staff) and external (customers) audiences
Ability to market and engage with rural communities to gain market penetration
Has worked in a B2C technology or FMCG business previously. Work experience that covers extensive field/BTL marketing, product launch, strong corporate comms experience, brand management etc.
Deep understanding of the various marketing disciplines
Highly creative and innovative brand builder
Demonstrated results in building brand equity
Experience in leveraging customer analytics and segmentation to drive business growth
Can thrive working in a fast-paced company and able to liaise with stakeholders across multiple social strata, businesses and departments to get things done.
Manager Expectations:
At EEA, we have high expectations for our managers. Each manager plays a key role in creating an exceptional experience not only for our customers but for every person on our team. Our managers help EEA realize our ambitious goals while developing their own leadership skills and facilitating growth for their direct reports.
We believe that great managers:
Get things done, and are highly productive and results-oriented
Empower their team members to own their work and challenge them to achieve more than they thought possible
Communicate and collaborate effectively both within and across teams, listening and sharing information
Know and care about their team members, help them to use their strengths at work, invest in their professional development, and prioritize feedback
Live by the company values and mission, lead others to do the same, and create an inclusive and equitable environment
Make the vision and strategy clear, and translate them into clear plans and expectations for the team and team members
Operate transparently and with accountability, and hold others accountable
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Department: Customer Finance
Reporting line: Head of Customer Finance
Job Purpose / Mission
Engie Energy Access is looking for dynamic, highly motivated and disciplined Customer Finance Representatives with a passion for entrepreneurship, renewable energy and financial inclusion.
This position is a key role within the Customer Finance Department of a fast-paced start up at the front lines of renewable energy and mobile payment technology.
This role requires individuals to work under limited supervision, perform duties associated with locating unreachable customers, direct interaction with customers and where need be deactivate non-paying customers while giving good customer experience.
Responsibilities, Deliverables and Activities
Key Responsibilities:
Manage Customer Finance Representatives to deliver on set targets
Support States and Region in their work with difficult arrears clients
Staff Coaching and training on arrears management
Manage Alternative delivery channel of payments
Manage additional ad hoc tasks as assigned by the Sales Managers and Customer Finance Manager
Deliverables and Activities:
Develop a scalable credit portfolio maintenance and recovery process.
Analyze credit data on sales results and develop operational plans and to address performance gaps and improvement.
Reach all quantitative and qualitative targets set by the customer finance department on Late to first payment, bounce backs, Repossession and Momo Agents.
Analyzing operational process and reviewing them to enhance result
Managing and maintaining the zone at a high positive credit portfolio
Coordinate and align with stakeholders to reduce arrears including holding recovery meetings with sales team leads.
Performing Repossession of our Kits and visit to difficult arrears clients.
Conduct coaching sessions on recovery activities for your team and Sales teams in the region
Monthly performance review and training for performance improvement with the customer finance representative team within the region.
Delivered better and seamless payment channel (Paga & Momo) to customer locations over time.
Manage repayment Payment integration within the respective regions
Manage an increased percentage of customers making payment via alternative delivery channels.
Work with our customers to understand needs and provide improvement to seamless and better payment channel in the zone/region
Qualifications
HND / B.Sc Degree or Diploma in a relevant field
Required Skills & Experience:
2 - 3 years experience as a Recovery Officer
Experience in leading a team
A good proficiency of Data Analytics Tool (Tableau, SQL, Microsoft Excel)
Ability to work with and manage a team in rural communities
Skilled in customer relations, negotiations and problem solving.
Ability to build relationships with colleagues, cross-functional counterparts, external business partners and management team.
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Reporting Line: Managing Director
Job Overview
The Commercial Director will play a critical role in ENGIE Energy Access Nigeria (EEAN). As Commercial Director, 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.
Key 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 EEAN
Manage consolidated country P&L commercial performance (primarily revenue and gross profit), with a secondary focus on driving overall EBITDA (given sales team core responsibilities for credit, product, operations, and CX outcomes)
Where the country is underperforming on sales and commercial targets, manage turnaround efforts to remediate performance
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 a commercial team (including State Managers) on a local, regional and national level, with full responsibility for the team’s workplan, coaching and professional development
Lead and oversee strategic projects to improve commercial performance
Detailed Responsibilities
Strategy, Planning & Budgeting (10%):
Set and manage the overarching strategic direction, priorities and focus areas for commercial across EEAN over the short, medium and long-term
Develop the commercial strategy to drive efficient customer acquisition and revenuegrowth throughout EEAN, including directly owning key inputs with our go-to-market strategy (locations, distribution channels, marketing, partnerships etc.) and collaborating cross-functionally to determine other key strategic inputs (e.g. product, pricing, CX, etc.)
Ensure regions have localised strategies in line with the country strategy and have robust plans to deliver the country targets, including allocating sufficient investment and resources to reliably execute
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 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 EEAN
Governance, Reporting, Analytics & Performance Management (40%):
Continuously manage country P&L performance, including:
Primary focus on revenue (though sales volumes, kit mix and price), gross profit (through maximizing sales of higher margin withs with a lower COGS) and cost of sale
Secondary focus on EBITDA, given sales team core responsibilities for credit, product, operations, and CX outcomes
Set the overarching sales target setting process, approve regional sales targets
Oversee the development of reports, analysis and insights for financial performance and other operational KPIs for sales (per sales manager / agent, active agents) and marketing (brand health, marketing spend, referrals, etc.)
Establish the overarching governance framework to track performance against commercial goals, lead national ] governance forums and hold State Managers and other departments accountable for results and plans
Where there is underperformance, provide hands-on support to turnaround 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 (30%):
Lead and manage development of a robust sales operating model, including:
Develop procedures and policies for core sales operations functions (lead and opportunity management; recruitment and training, tools of 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 Nigeria’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 commerciality.
Leadership, Management & Culture (20%):
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
Required Skills & Experience
Minimum of 12 years’ experience in progressive business leadership experience, with 3+ years leading a Commercial function (particularly FMCGs, MNOs & financial institutions)
Strong commercial 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 the ability to create a performance culture with strong governance, accountability and results
Strong understanding of the Nigeria commercial environment, ideally with time spent in various regions throughout Nigeria
General strategic, analytical and problem-solving skills, with the ability to set and communicate the strategic vision for commercial throughout the 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 communication 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!
Manager Expectations:
At EEA, we have high expectations for our managers. Each manager plays a key role in creating an exceptional experience not only for our customers but for every person on our team. Our managers help EEA realize our ambitious goals while developing their own leadership skills and facilitating growth for their direct reports.
We believe that great managers:
Get things done, and are highly productive and results-oriented
Empower their team members to own their work and challenge them to achieve more than they thought possible
Communicate and collaborate effectively both within and across teams, listening and sharing information
Know and care about their team members, help them to use their strengths at work, invest in their professional development, and prioritize feedback
Live by the company values and mission, lead others to do the same, and create an inclusive and equitable environment
Make the vision and strategy clear, and translate them into clear plans and expectations for the team and team members operate transparently and with accountability, and hold others accountable
go to method of application »
Department: Customer Finance
Reporting line: Head of Customer Finance
Job Purpose / Mission
Engie Energy Access is looking for dynamic, highly motivated and disciplined Customer Finance Representatives with a passion for entrepreneurship, renewable energy and financial inclusion.
This position is a key role within the Customer Finance Department of a fast-paced start up at the front lines of renewable energy and mobile payment technology.
This role requires individuals to work under limited supervision, perform duties associated with locating unreachable customers, direct interaction with customers and where need be deactivate non-paying customers while giving good customer experience.
Responsibilities, Deliverables and Activities
Key Responsibilities:
Customer engagement - Bounce backs & Repossessions for defined customers
Customer engagement - Customer surveys based on different parameters
Deliverables and Activities:
Mobile Money Development - Build Mobile Money Network in defined locations
Mobile Money Development - Develop and implement migration plan of new and existing customers to Mobile Money payment channels
Continuous improvement of Customer Finance field processes
Overall Responsibility for Credit performance in assigned locations
Qualifications
Degree or Diploma in a relevant field
Required Skills & Experience:
Knowledge of the service area geographies.
Skilled in both verbal and written communications.
Skilled in customer relations, negotiations and problem solving.
Ability to establish and maintain effective working relationships with internal and external customers
Demonstrated high levels of maturity
Team player who is able to work independently
Demonstrated honesty and integrity.
Fluency in English and local language(s) in assigned region
Experience with excel and Powerpoint added advantage
Community work experience
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