Strategy Manager (Remote) at M-Kopa Solar

MISSION M-KOPA’s mission is to make high quality energy affordable to everyone. OUR GROWTH SO FAR… M-KOPA has connected more than 400,000 homes in Kenya,Tanzania and Uganda to solar power with over 550 new homes being added every day. Each 8W battery powered-system comes with three lights, mobile phone-charging and a solar powered radio. Customers can now opt for a 20W system with digital TV. As of July 2016, M-KOPA has connected over 400,000 homes to affordable solar power. Current customers will make projected savings of US$ 300 Million over the next four years. M-KOPA’s customers will enjoy 50 million hours of kerosene-free lighting per month. Total employment created in East Africa is 2,500. In March 2016, M-KOPA emerged boldest at Financial Times Arcelor Mittal- Boldness in Business Awards in the Developing Markets category. In February 2016, M-KOPA was recognised as the Best Mobile Innovation for Emerging Markets at the Global Mobile Awards. In 2015, M-KOPA was recognised by Fortune Magazine as one of the Top 50 Companies Changing The World and won the Zayed Energy Future Prize. M-KOPA has also won the 2014 Bloomberg Pioneer Award and 2013 FT/IFC Excellence in Sustainable Finance Award.

Summary

Your main objective will be to work within the customer acquisition and retention sales teams to provide analytical support and strategic insights to drive top-line growth and operational efficiencies across all markets and sales channels. Working directly with the Director of Commercial Operations and the Director of Business Development & Growth, you will help assess the current commercial situation, identify future needs, and create solutions to help meet those needs using data and analytics.

To achieve this, you’ll be expected to:

1. Work closely with the Director of Commercial Operations and Director of BD & Growth to develop and execute against M-KOPA’s strategy for customer acquisition and retention


2. Coordinate with Data and BI teams to develop effective commercial performance metrics and build commercial reporting dashboards to ensure the right actions are taken to achieve business targets and to provide effective cross-market performance benchmarks


3. Identify and define / scope opportunities for operational process and efficiency improvements within the Commercial team


4. Lead the analysis of customer segmentation, marketing campaigns, and sales performance across all channels (including direct field-force, indirect partners, digital, and outbound telesales) to inform decision-making


5. Working closely with Finance and Credit, support pricing analysis to set product prices while balancing margin, growth, and credit priorities


6. Help identify improvements in M-KOPA’s deployment of direct sales and telesales agents, including training, upskilling, productivity, and retention


7. Drive competitive analysis, including building processes to regularly collect and update competitive intel from desk research, in-market research, and our own salespeople


8. Lead financial analysis to understand the financial performance of products, set effective sales and cost targets, and build robust business plans for the next 1-5 years


9. Lead in developing business cases for new commercial initiatives


10. Help launch and grow Commercial initiatives in new countries, ensuring best practices are transferred and localised from existing countries


11. Drive ad hoc special projects, often working cross-functionally across the business to do so

You Might Be A Good Fit If You

1. Are passionate about our mission of making everyday essentials accessible to everyone


2. Have 2+ years of work experience in strategy, business operations, management consulting, investing, investment banking, or comparable roles


3. Are strong analytically and have significant experience building models in Excel and engaging with junior and senior stakeholders to both develop effective models and communicate the model outputs; you make data-driven decisions well


4. Have significant experience solving open-ended strategic business problems, from identifying the problem that needs to be solved through developing actionable recommendations for business stakeholders


5. Have strong project management and organisational skills


6. Are a collaborator and have low ego


7. Are highly motivated and have a strong sense of ownership


8. Love fast-moving environments with a sense of urgency to get the job done


9. Have high integrity and openness, combined with a commitment to good governance


10. Have emerging markets experience a plus (particularly experience in East or West Africa)


11. Have experience with any of the following: Looker, SQL, R, Python, advanced data science methods and/or statistics


12. Have a bachelor’s degree or equivalent experience

This position will report to Director of Business Development & Growth and can be based anywhere where possible to work within a time zone -1/+3 hours UTC.  We can offer a full-time permanent contract of employment to candidates’ resident in the UK, Kenya, Uganda or Nigeria, where our offices are based, together with a competitive salary (dependent on skills and experience), company bonus (dependent on company performance and OKRs), and a range of company benefits. For applicants who are resident in countries outside of where our offices are based, we can offer a 3 year consultancy contract, together with a freelance daily rate and an annual bonus incentive. You will also need to travel as needed to Kenya, Uganda, Nigeria, and/or Ghana to engage with our customers and in-country teams.

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