Commercial Lead

Location: Maputo, Mozambique

Department: Commercial

Type: Full Time

Min. Experience: Experienced

We are building a diverse and inclusive leadership team, women are particularly encouraged to apply for this role.

Job Description

At Fenix, one of our core values is to think big and make things happen. As Commercial Manager at the newly launched subsidiary Fenix Mozambique, you will embody this value.

THINK BIG: Grounded in our mission to bring life-changing solar energy and financial services to millions of people across Cote d’Ivoire, 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 Mozambique will be applied to new markets as we scale across Africa.

MAKE IT 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 2021.

Responsibilities

  • Acquire new customers and increase repeat sales for our most creditworthy existing customer.
    • Continuously refine and iterate on our national sales strategy that aims to reach millions of customers in need of ReadyPay Power by 2021, both by acquiring new customers and increasing repeat sales to existing customers
    • Test, validate, and refine Fenix Mozambique’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
    • Collaborate with the country Operations Lead to create an ambitious and highly efficient sales, delivery and distribution strategy to enable rapid growth and outstanding, convenient after-sales service
  • 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
    • Create and own relationships, and negotiate key contracts with key stakeholders within the sales process, especially with distribution partners, mobile money providers, content providers etc.
    • 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

  • 5 or more years working in a senior role within a progressive sales and/or financial services environment with strong, quantifiable results
  • Significant experience servicing rural customers in Mozambique
  • Exceptional verbal and written communication skills in English and Portuguese
  • 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

Highly Desired Skills and Experience

  • Experience managing a successful loan portfolio and ensuring repayment, ideally in microfinance or asset finance
  • Experience building a large, results-driven team
  • Proficiency in Emakhuwa, Cisena, Xichangana and other local languages

 

To Apply

Please submit your resume and cover letter through the job posting at www.fenixintl.com/careers/. In your cover letter, please be sure to highlight the following:

  1. Why you are interested in Fenix International, and
  2. What excites you about this particular role.

Fenix offers a competitive salary and a fun, fast-paced and high-growth 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.

About Fenix

Fenix International is a technology company in the ENGIE group whose mission is to improve our customers’ quality of life through energy and financial inclusion. Our flagship product, ReadyPay Solar, is an expandable, lease-to-own solar home system financed through affordable installments from just $0.15 per day. We use real-time transaction data to create a next-generation credit score to finance power upgrades and other life-changing loans.

To date, we have sold over 300,000 ReadyPay Power systems across Africa and we are growing our product portfolio and geographic coverage to bring power and a wider world of financing to over 5 million customers by 2021.

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