VdE |Gerente Comercial | ENGIE Energy
Job Title: Commercial Perfotmance Manager
Department: Commercial
Reporting Line: Head of Commercial
Location: Maputo, Mozambique
Job Grade: 17
About ENGIE BU Africa ENGIE Energy Access
ENGIE Energy Access is a leading Pay-As-You-Go (PAYGo) and mini-grids solutions provider in Africa, with a mission to deliver affordable, reliable and sustainable energy solutions and life-changing services with exceptional customer experience. The company is a result of the integration of EEA International, ENGIE Mobisol and ENGIE PowerCorner; and 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 installments from $0.14 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 1,700 employees, operations in nine countries across Africa (Benin, Cote d’Ivoire, Kenya, Mozambique, Nigeria, Rwanda, Tanzania, Uganda, and Zambia), over 1 million customers and more than 5 million lives impacted so far, ENGIE Energy Access aims to remain a leading clean energy company, serving millions of customers across Africa by 2025.
www.engie-africa.com
www.linkedin.com/company/engie-africa
Job Purpose
The Commercial Performance Manager will be responsible for translating Mozambique’s overall sales, repayment, and loan completion goals into actionable targets for our commercial field teams. By constantly monitoring, evaluating, and benchmarking commercial performance across each region of Mozambique, you will leverage insights to develop and propose actionable performance improvement plans for the Regional Commercial Managers.
This crucial position has many important data-driven responsibilities, including setting monthly / 10-day sales, repayment, loan completion and debt collection targets; designing and refining incentive structures; developing exciting team promotions; and holding Regional Managers accountable to their performance, with the overall aim to deliver commercial excellence and overall business growth.
The role will report to the Mozambique Head of Commercial and they will work closely with our field development, marketing, customer finance, product, operations, finance, technology, and customer experience teams. The Commercial Performance Manager will also share best practices with similar teams in other markets as we work to build successful commercial operations across Africa.
Responsibilities
Field Team Performance Management
- Manage, maintain, and communicate strategic goals to a highly productive Commercial Field Team of Regional Managers, Sales Team Leaders, 600+ Sales Agents, credit field agents.
- Keep the team motivated through an efficient and attractive incentive structure and short-term team promotions, whilst controlling costs and following approved processes.
- Conduct bi-weekly meetings with Regional Managers to review their portfolio health, set goals and consult them on actions to take to work towards those goals.
- Support wider team development by conducting regular performance reviews and training, retaining high performing team members and finding creative ways to boost low performing members.
- Maintain a culture of quality amongst the team, promoting responsible lending, customer education and follow ups for customers who fall behind on their loan.
Portfolio Growth and Management
- Split and communicate annual customer acquisition (sales) targets into realistic but ambitious monthly and 10-day targets using historical data.
- Design specific sales strategies for various kit types e.g. high-end and upgrades, to increase our average revenue per sale and customer lifetime value.
- Ensure all regions maintain healthy portfolios with most customers trending towards completion – and quickly intervene / course correct with a change in strategy, revised targets and incentives when customer repayment falls below acceptable levels.
- Set collection targets (split between bouncing overdue customers back and repossessing from those who no longer have the capability or willingness to pay).
- Autonomously gain buy-in across teams for pilots (and eventually scale initiatives) geared at increasing customer acquisition, lowering cost of sale, improving credit management and lowering cost of debt collection, all of which can influence budget design.
Monitoring, Reporting & Optimization
- Build and constantly monitor dashboards for easy progress tracking against commercial targets and budget line items – and raise short to medium term risks and opportunities to the Head of Commercial.
- Own and update the field team tracker monthly and represent the ‘Sales’ function in leadership conversations e.g., in War Room.
- Oversee the updates for the Sales forecasting tool in line with historical and future sales projections.
- Research the efficiency of our competitors’ field team structures and incentives for benchmarking.
- Collaborate with the Software and Customer Finance teams to integrate effective, user and field-friendly systems, processes, and tools that enable the field team to have the most positive, cost-efficient impact on their portfolios.
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:
- Deliver ambitious results: As a high-performing and accountable leader, you create an enabling environment for effective action and bold decision which contribute to successful delivery of results.
- Act with integrity: As an ethical leader you are honest, respectful, objective, and transparent. You create and build upon a foundation of trust and openness.
- Inspire and mentor the team: As an inspirational leader you walk the talk. You empower and coach your team with trust and humility.
- Are accessible: as an accessible leader, you develop and maintain deep connections with stakeholders through approachability and active listening.
- Ensure diversity and inclusion: as an inclusive leader, you ensure diversity and foster a sense of belonging.
Required Knowledge And Skills
- 3+ years of B2C commercial experience in a developing country, mass market and/or at the last mile.
- Leadership experience: someone who has led and designed incentives for large, diverse teams with multiple layers of management.
- Proven understanding of what keeps dispersed teams and commission-based agents motivated and focused on specific activities.
- Performance Management: proven experience managing the performance of teams and individuals, celebrating and maintaining high performers and finding creative ways for low performers to improve, commanding respect from the team and exercising assertiveness when necessary.
- Data Driven, with technical experience using large datasets to build data visualisation and make decisions around incentives and performance management.
- Experience with survey design, analysis, and interpretation of qualitative and quantitative data.
- Project Management experience: the ability to breakdown projects into tasks, delegate and mentor individuals to successfully deliver their contribution within agreed timelines.
- A proven team player and cross-department collaborator, who is also an independent thinker.
- Demonstrated passion for our mission, values and customers.
- Commitment to live and work with EEA in Mozambique for at least 2 years.
Manager Responsibilities
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:
- Deliver ambitious results: As a high-performing and accountable leader, you create an enabling environment for effective action and bold decision which contribute to successful delivery of results.
- Act with integrity: As an ethical leader you are honest, respectful, objective, and transparent. You create and build upon a foundation of trust and openness.
- Inspire and mentor the team: As an inspirational leader you walk the talk. You empower and coach your team with trust and humility.
- Are accessible: as an accessible leader, you develop and maintain deep connections with stakeholders through approachability and active listening.
- Ensure diversity and inclusion: as an inclusive leader, you ensure diversity and foster a sense of belonging.
Qualifications
- BA Degree required, MA degree a plus.
Language(s)
- Excellent written and verbal communication in English & Portuguese
- Additional local languages are a plus, not required.
Technology
- Microsoft Office proficiency (word/excel/ppt/slides) especially intermediate to advanced Excel skills.
- Data systems: experience with Tableau/Power BI/data visualization software.
- SQL knowledge and experience.
ENGIE is an equal opportunity employer, promoting diversity and committed to creating an inclusive environment for all. All applications are screened based on business needs, job requirements and individual qualifications, without any regard to origin, age, name, sexual identity, orientation or preference, religion, marital status, health, disability, political opinions, union involvement or citizenship. Our differences are our strengths!
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