Commercial Director

Location: Kampala, Uganda

Department: Sales & Marketing

Type: Full Time

Min. Experience: Senior Manager/Supervisor

About Fenix

Fenix International is a next-generation energy company.  Our mission is to transform our customers’ quality of life through disruptive innovation in energy and financial services. Our flagship product, ReadyPay Solar, is an expandable, lease-to-own solar home system financed through affordable instalments starting under $0.19 per day. We use real-time transaction data to create a unique credit score to finance power upgrades and other life-changing loans and open up a wider world of energy and financing for our customers.

To date, Fenix has sold over 150,000 ReadyPay Power systems in Uganda, bringing clean, reliable power for lights, phones, radios, TV and much more to over 900,000 people in Uganda.  In 2017, Fenix announced that it was joining forces with ENGIE, one of the world's largest energy companies and a leader in the move to renewable, decentralised and digital energy.  ENGIE will make significant commercial investments in Fenix to accelerate the path to our mission. Fenix will operate as a distinct and autonomous company within the ENGIE group in order to retain our unrelenting focus on innovation, smart iterative design, strong team culture and exceptional customer experience. Together, Fenix and ENGIE plan to bring life-changing energy and financial services to tens of millions of off-grid customers and to make universal access to modern energy a reality across Africa.

 

The role

At Fenix, one of our core values is to think big and make things happen. As Commercial Director at Fenix, you will embody this value. We are seeking a seasoned and experienced commercial director to lead our sales and consumer credit strategies in Uganda/Zambia in order to optimize total customer lifetime value by accelerating customer acquisition and stickiness and continuously improving customer repayment.

THINK BIG: Grounded in our mission to bring life-changing solar energy and financial services to millions of people across Uganda, you will design and implement scalable sales and customer credit strategies, building on success and growth to date. You will use our unique data sets of sales patterns, customer demographics, and customer repayment behavior to create and refine a portfolio of data-driven strategic sales and customer repayment initiatives tailored for this large and underserved consumer base in emerging markets.

Furthermore, you will contribute significantly to Fenix’s strategic planning process at the national level. The lessons you learn in Uganda will be applied to new markets as we scale across Africa.

MAKE THINGS HAPPEN: You will be responsible for the implementation and success of our sales and customer credit strategy. You and your team will recruit, train, manage, and retain a highly motivated team of full time sales managers, thousands of commission based sales agents, and a team of field-based customer credit managers that will ultimately deliver on our vision of expanding our base of high-quality customers and electrifying  millions of households by 2020.

 

Key Responsibilities

Acquire new customers and increase repeat sales for our most creditworthy existing customers

  • Continuously refine and iterate on our national sales strategy that aims to reach millions of customers in need of ReadyPay Power by 2020, both by acquiring new customers and increasing repeat sales to existing customers
  • Test, validate, and refine Fenix Uganda’s strategic sales and marketing initiatives based on analysis of our unique data set and field-based insights, in order to amplify our sales model to drive new customer acquisition

Continuously improve customer repayment

  • Develop a commercial strategy that optimizes customer lifetime value (CLV) through increasing new sales, improving loan performance, and growing active customers and repeat sales  
  • Use our unique data set as well as insights derived from the field to refine and iterate on our customer retention strategy, in order to improve payment velocity, repayment rates and repeat sales

Own and advance relationships with key stakeholders

  • Manage the relationship with our key commercial partner, MTN Uganda, in order to ensure value creation for both Fenix and MTN
  • Create and own relationship management of key stakeholders within the sales process, especially with distribution partners
  • Identify and assess additional sales channels to expand sales coverage across Uganda including distributors, corporation and NGO partners

Provide leadership to the teams that drive sales and customer repayment

  • Live and communicate Fenix’s mission to improve the quality of life of our customers
  • Uphold and help continually build the Fenix culture which always embraces Fenix’s vision and values and always puts the customer’s experience first
  • Build upon, support, and provide exceptional leadership to the existing sales, marketing, and customer repayment teams including sales managers, analysts, customer repayment field staff, and thousands of freelance sales agents, including testing and setting compensation, targets, and incentive structures
  • Oversee the recruitment, training and ongoing management of sales, marketing, and customer repayment teams
  • Support team development by performing regular reviews and trainings, retaining high performing team members, and finding creative ways to boost low performing sales team members

 

Required Skills and Experience

  • At least 5 years working in a senior role within a progressive sales and/or financial services environment with strong, quantifiable results
  • Proven experience and a passion for motivating and leading large teams to deliver on ambitious goals within a commercial business environment
  • Ability to draw the right insights from data to create and nimbly adjust strategy, make difficult decisions that often require tradeoffs, balanced with a bias to action
  • Experience or passion for working in developing markets, ideally in Sub-Saharan Africa

 

To Apply

Please submit your resume and cover letter through the job posting at www.fenixintl.com/careers

Fenix offers a competitive salary and a fun work environment. We recognize the value of diversity in our workforce, and encourage all qualified candidates to apply. We thank all candidates who choose to apply, however, only those selected for a further interview will be contacted.

 

 

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