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.engie-energyaccess.com  

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.

What You Can Expect

As a Sales Representative II with ENGIE North America, your primary objective is to oversee ENGIE channel partner relationships and actively seek out and secure Commercial and Industrial (C&I) customers for ENGIE retail business in the New York (NYISO) & New England (NEPOOL) ISO regions to ensure a robust pipeline of opportunities. The role will sit in the NYC Metro Area and will report to the Regional Vice President of Sales, ISO New England.

• Develop and Close Sales Opportunities while leveraging market knowledge and networking skills to build a robust sales pipeline and book of business within New York and New England retail sales territories through collaboration with channel partners
• Assess and Qualify Customer Needs by gathering consumption data, account information, and creditworthiness details to provide tailored pricing proposals and evaluate customers' financial viability in line with Credit Guidelines
• Articulate and Align Product Offerings: Master ENGIE's product offerings and clearly communicate how proposals meet or exceed customer requirements, ensuring alignment with their specific load patterns and business needs
• Negotiate and Finalize Agreements: Use negotiation skills, margin guidance, and legal support to structure transaction terms and conditions, securing agreements that maximize revenue and customer satisfaction
• Propose Competitive Offers: Present electricity supply and renewable product solutions to customers and brokers, ensuring proposals are evaluated on a like-to-like basis to enhance deal success rates
• Collaborate for Strategic Success: Partner with Key Account Team members on significant transactions, utilizing regional and CRM expertise to improve closing rates and ensure seamless customer service delivery

What You’ll Bring

• You hold a Bachelor’s degree in Business or a closely related discipline; in lieu of the educational requirement, we will accept a minimum of five (5) years of relevant industry experience where you gain experience in retail energy sales or developing and implementing effective sales strategies to meet or exceed sales targets
• You have persuasive communication, effective negotiation skills, and interaction with executive-level decision-makers
• You are a self-driven individual capable of quickly learning new products, processes, and systems
• Ability Manage multiple assignments concurrently on a timely basis with a high degree of accuracy and professionalism

Additional Details

• This role is eligible for our hybrid work policy, consisting of three (3) days in office and two (2) days working remotely
• Must be available to travel domestically up to 15% of the time and with the need for some overnight trips
• Must possess a valid U.S. driver’s license/clean driving record for travel and car rentals
• Must be willing and able to comply with all ENGIE ethics and safety policies

Compensation

Salary Range: $76,750 – $127,875 USD annually

This represents the average expected pay range for a qualified candidate.

Actual offered salary may depend on geography, experience, industry knowledge, education, internal pay alignment, or other bona fide factors.

ENGIE complies with all federal, state, and local minimum wage laws. Actual salary offered may vary depending on geography, experience, education, internal pay alignment, or other bona fide factors. 

In addition to base pay, this position is eligible for a competitive bonus / incentive plan.

Your Talent Acquisition Partner can share more specific information regarding the benefits or the salary for the position based on the work location.

At ENGIE, we take your well-being seriously. Our comprehensive benefits package includes options for medical, dental, vision, life insurance, employer-paid short-term and long-term disability insurance, ESPP, generous paid time off including wellness days, holidays and leave programs. We also help you plan for retirement by offering a 401(k) Retirement Savings Plan with a company match.  But that's not all – we're dedicated to the health and happiness of your entire family, offering supplemental benefits for full time employees that enhance emotional and physical well-being through all stages of life from family forming to caregiver benefits. Explore our benefits package to see how we can support you. Learn more.

Why ENGIE?

ENGIE North America isn’t just participating in the Zero-Carbon Transition, we’re leading it!  Join us as we develop energy that is renewable, efficient, and accessible to everyone.  

At ENGIE, our goal is to support, promote, and thrive on diversity, equity, and inclusion.  We do so for the benefit of our employees, customers, products and services, and community.  ENGIE is proud to be an equal opportunity workplace, and we are firmly committed to creating an equitable and inclusive environment for all employees.

We are committed to providing employees with a work environment free of discrimination and harassment.  All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.

If you need assistance with this application or a reasonable accommodation due to a disability, you may contact us at ENGIENA-ENGIEHR@engie.com. This email address is reserved for individuals with disabilities in need of assistance and is not a means of inquiry regarding positions or application status.

We are unable to sponsor or take over sponsorship of an employment visa for this role at any time.

The safety of our employees is our number one priority. All employees at ENGIE have both a duty and the authority to STOP WORK if unsafe acts are observed. 

Key Responsibilities:

Support project administrative tasks for Business Development Team, but not limited to,

• Document preparation.
• To conduct market research and prepare the analyst report
• To assist in executing on marketing project.
• Support BD manager and senior team member in updating/ follow up with stakeholders
• Any other duties as required by management.
• Perform hands on engineering tasks/ procedures.

Skills & Experience:

• Proficiency in all Microsoft Office Applications.
• Effective communication skills.
• Candidate must possess or currently pursuing a Bachelor's Degree in Business Studies / Administration / Management, Marketing, or equivalent
• Detailed oriented, fast learner, able to multi task
• Applicants must be willing to work in Cyberjaya.
• Minimum 3-6 months internship in Business Development Department.

What You Can Expect

As our Sales Manager with ENGIE North America, your primary objective is to prospect and acquire new Commercial and Industrial (C&I) customers for ENGIE retail business in the New York (NYISO) & New England (NEPOOL) ISO regions to ensure a robust pipeline of opportunities.

This position will sit in the NYC Metro Area and will report to the Regional Vice President of Sales, ISO New England.

• Identify and Develop Sales Opportunities: You will self-originate leads by leveraging marketing campaigns, market knowledge, data analysis, cold calling, and networking to build a strong sales pipeline within the New York/New England C&I customer territory
• Qualify Customers and Assess Needs: You will evaluate creditworthiness using Credit Guidelines, gather consumption and account data, and assess customer needs through effective questioning and listening to deliver tailored price proposals informed by load patterns
• Present and Align Product Offerings: You will gain in-depth knowledge of ENGIE's products and articulate how proposed solutions meet or exceed customer requirements, ensuring offers are competitive and evaluated on a like-to-like basis
• Negotiate and Finalize Agreements: You will collaborate with brokers, customers, and legal teams to negotiate terms, ensuring alignment with margin guidance and securing agreements that maximize revenues and customer satisfaction

What You’ll Bring

• You hold a Bachelor’s degree in Business or a closely related discipline; In lieu of the educational requirement, we will accept a minimum of seven (7) years of relevant industry experience in retail energy sales
• You are persuasive at communication, effective negotiation skills, and interaction with executive-level decision-makers
• You are a self-driven individual capable of quickly learning new products, processes, and systems
• You have the ability to manage multiple assignments concurrently on a timely basis with a high degree of accuracy and professionalism
• You have the ability to work closely with Key Account Teams and functional support groups to close transactions with key customers, ensuring seamless service delivery and the realization of expected revenues and margins

Additional Details

• This role is eligible for our hybrid work policy, consisting of three (3) days in office and two (2) days working remotely
• Must possess a valid U.S. driver’s license/clean driving record for travel and car rentals
• Must be willing and able to comply with all ENGIE ethics and safety policies

Compensation

Salary Range: $99,000 – $151,800 USD annually

This represents the average expected pay range for a qualified candidate.

Actual offered salary may depend on geography, experience, industry knowledge, education, internal pay alignment, or other bona fide factors.

ENGIE complies with all federal, state, and local minimum wage laws. Actual salary offered may vary depending on geography, experience, education, internal pay alignment, or other bona fide factors. 

In addition to base pay, this position is eligible for a competitive bonus / incentive plan.

Your Talent Acquisition Partner can share more specific information regarding the benefits or the salary for the position based on the work location.

At ENGIE, we take your well-being seriously. Our comprehensive benefits package includes options for medical, dental, vision, life insurance, employer-paid short-term and long-term disability insurance, ESPP, generous paid time off including wellness days, holidays and leave programs. We also help you plan for retirement by offering a 401(k) Retirement Savings Plan with a company match.  But that's not all – we're dedicated to the health and happiness of your entire family, offering supplemental benefits for full time employees that enhance emotional and physical well-being through all stages of life from family forming to caregiver benefits. Explore our benefits package to see how we can support you. Learn more.

Why ENGIE?

ENGIE North America isn’t just participating in the Zero-Carbon Transition, we’re leading it!  Join us as we develop energy that is renewable, efficient, and accessible to everyone.  

At ENGIE, our goal is to support, promote, and thrive on diversity, equity, and inclusion.  We do so for the benefit of our employees, customers, products and services, and community.  ENGIE is proud to be an equal opportunity workplace, and we are firmly committed to creating an equitable and inclusive environment for all employees.

We are committed to providing employees with a work environment free of discrimination and harassment.  All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status.

If you need assistance with this application or a reasonable accommodation due to a disability, you may contact us at ENGIENA-ENGIEHR@engie.com. This email address is reserved for individuals with disabilities in need of assistance and is not a means of inquiry regarding positions or application status.

We are unable to sponsor or take over sponsorship of an employment visa for this role at any time.

The safety of our employees is our number one priority. All employees at ENGIE have both a duty and the authority to STOP WORK if unsafe acts are observed. 

About ENGIE UK

About ENGIE

ENGIE is a global leader in low-carbon energy supply and services. We have been active in the UK energy market for over 20 years, focusing on energy storage and renewable energy (solar, wind, biogas), while supplying energy to organisations of all sizes.

We are reshaping the energy future by reconciling economic performance with a positive impact on people and the planet. We are looking for individuals committed to helping turn our vision into reality.

About the Role:

Are you a strategic leader with a passion for driving sales support excellence? Engie UK is seeking a dynamic and experienced Head of Sales Support to lead our sales support team. In this role, you will ensure a high level of quality, efficiency, and compliance, contributing significantly to our growth targets and objectives.

Purpose of the Role:

The purpose of the Head of Sales Support role is to provide strategic direction and operational management for the Sales Support teams. This role is crucial in ensuring that the sales support function operates efficiently and effectively, meeting the needs of both internal and external customers. The Head of Sales Support will drive continuous improvement in processes, manage resources effectively, and support the sales teams in achieving their targets.

Key Responsibilities:

• Provide strategic direction, operational management, and continual development for the Sales Support teams.
• Lead and develop the Sales Support teams to ensure a high-performing team with a positive culture and strong engagement.
• Manage resource planning to maximise commercial opportunities and ensure appropriate resource allocation.
• Ensure all team processes and policies are documented, robust, and fit for purpose.
• Define, set, and manage quality standards to meet the expectations of internal and external customers and partners.
• Manage workflows and tenders, liaising with Account Managers and the Sales Management Group as required.
• Own key systems including Junifer, CRM, and CSPs, leading incident resolution and ongoing development.
• Provide input on wider strategic sales matters and assist in proposition development to drive product and service innovation.
• Ensure adherence to Sales Limits of Authority and other internal process and risk frameworks.
• Provide regular reporting to Sales and Operational Leadership teams on B2B team performance.

Key Performance Indicators:

• Volume of tenders and quotes processed in line with agreed service levels.
• Positive impact on the delivery of sales results.
• Correct setup of quotes with minimal errors and re-work.
• Supporting Sales Teams to ensure accurate and timely processing of contract documentation.
• Continuous improvement of Sales Support processes.

Qualifications and Skills:

• Degree level or equivalent, or specific related experience.
• Positive and flexible approach to work.
• Strong numeric and IT skills, fluent in Microsoft Word and Excel.
• Process improvement methodology expertise.
• Excellent negotiation and verbal reasoning skills.
• Proven ability to manage customer relationships and resolve complex issues.
• Strong understanding of customer needs and behaviour.
• Awareness of regulatory and industry requirements.
• Effective communication and negotiation skills.
• Ability to build positive relationships and manage competing priorities with challenging deadlines.

Experience:

• Previous experience in providing sales support.
• Senior management experience.
• Proven ability to organise and produce accurate work to tight deadlines.
• Experience in managing customer relationships and dealing with senior stakeholders.

How to Apply:

If you are ready to take on this exciting challenge and make a significant impact on our sales support function, we would love to hear from you. Please submit your CV outlining your suitability for the role.