Head of Commercial

4 days ago
Full time role


Mobisol is a young Berlin Start-up founded in 2010. They provide an alternative to fossil fuel sources for low-income customers ...

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Job Description

Job Title: Head of Commercial

Department: Commercial

Reporting line: Country Director - Mozambique

Location: Maputo, Mozambique

Job Grade: 18


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 1.8 million customers and more than 9 million lives impacted so far, ENGIE Energy Access aims to impact 20 million lives across Africa by 2025. 

Job Purpose/Mission  

ENGIE Energy Access (EEA) Mozambique is looking for a dynamic and entrepreneurial Head of Commercial to take on a unique leadership role in a rapidly growing company at the front lines of renewable energy and mobile payment technology. Candidates should expect a fast-paced startup culture and will be expected to take ownership of a wide range of responsibilities to help develop EEA Mozambique into a mature business over the coming years. 

The role will report to the Country Director and will work cross-functionally with our operations, customer experience, product development, operations, marketing, and technical teams on the ground to develop, scale and manage our footprint, increase quality sales velocity, and establish the best-in-class credit operation, to manage credit risk, and to provide an exceptional experience to our customers.  

As Head of Commercial, you will be based in Maputo, Mozambique with regular travel to the field. You will manage a large and dispersed team of over 50 sales managers, 800 sales agents, Marketing manager and team, as well as the Customer Finance (Credit) team and create and execute on a strategy that can deliver strong sales results, increase brand awareness and trust and that directly influence customers’ repayment behaviour, their positive experience with EEA Mozambique, and their ongoing loyalty to the brand—all crucial to the success of the business and in increasing access to financing for BOP consumers.  And you will have responsibility for the overall management of credit risk at EEA Mozambique. 

Key Responsibilities   

  1. Set and manage the overarching strategic direction, priorities and focus areas for Commercial (sales, marketing and business development), cascading and ensuring alignment throughout EEA-MOZ.
  2. Manage consolidated country P&L commercial performance (primarily revenue and gross profit), with a secondary focus on driving overall EBITDA.
  3. Where the country is underperforming on sales and commercial targets, manage turnaround efforts to remediate performance.
  4. Establish a best-in-class commercial operating model, with a high-impact and right- sized organizational structure, tools, reports, standards and systems.
  5. Lead our go-to-market strategy through understanding our customers, the market and competitive landscape then determining competitive positioning with regards to products, prices, channels and locations.
  6. Develop and lead the Commercial team with full responsibility for the team’s workplan, coaching and professional development.
  7. Lead and oversee strategic projects to improve commercial performance.  

Detailed Responsibilities   

Strategy, Planning & Budgeting (20%)   

  • Set and manage the strategic direction, priorities and focus areas for commercial across EEA-MOZ over the short, medium and long-term.
  • Develop the Commercial strategy to drive efficient customer acquisition and revenue growth throughout EEA-MOZ, including directly owning key inputs with our go-to-market strategy (locations, distribution channels, marketing, partnerships etc.) and collaborating cross- functionally to determine other key strategic inputs (e.g. product, pricing, CX, etc.).
  • Ensure regions have localised strategies in line with the country strategy and have robust plans to deliver the country targets, including allocating sufficient investment and resources to reliably execute.
  • As part of the management team, provide thought partnership for cross-functional leads, provide input into strategies, act as a key stakeholder on cross-functional decisions and ensure that core commercial and enabling functions align with the sales strategy.
  • Develop the Commercial team budgets, and track departmental expenditures, financial goals and budgets.  

Governance, Reporting, Analytics & Performance Management (30%)   

  • Continuously manage country P&L performance, including:
  • Primary focus on revenue (though sales volumes, kit mix and price).
  • Focus on EBITDA, through aligning commercial teams to focus on both sales and credit KPIs.
  • Set sales targets across sales channels and Regions.
  • Oversee the development of reports, analysis and insights for financial performance and other operational KPIs for sales (per sales manager / agent, active agents) and marketing (brand health, marketing spend, referrals, etc.).
  • Establish the governance framework to track performance against commercial goals at National and Regional level.
  • Where there is underperformance, provide hands-on support to turnaround and make key decisions to remediate performance.
  • Continuously monitor performance of other key functions that drive sales, including product, pricing, sales, distribution, portfolio health, customer experience, software, and service with potential partners, working with them to take remediation action to address underperformance. 

Commercial Operations (30%)   

  • Lead and manage development of a robust sales operating model, including: 
  • Develop procedures and policies for core sales operations functions (lead and opportunity management; recruitment and training, tools of trade, incentives, size and structure, reporting and performance management etc.)
  • Implement procedures and policies throughout the sales function, monitor and ensure compliance, continually test and improve.
  • Lead market research, including the market and competitive landscape to identify analyze threats and opportunities.
  • Segment EEA-MOZ customers and develop tailored strategies to target.
  • Identify trends in customer behavior closely following sales, product usage, customer retention, upgrades and competitors, leveraging this data to enhance our commercial strategy.
  • Establish and manage external partnerships, including negotiating ongoing contracts with suppliers and customers; managing and reviewing contracts and making recommendations regarding commerciality.  

Leadership, Management & Culture (20%)   

  • Develop and lead a team of sales and commercial managers and analysts, including full responsibility for coaching and their professional development.
  • Manage the team’s work plan and workload to ensure delivery of agreed goals.
  • Provide strong leadership, management and coaching for regional sales teams, including with support to other members of the Management Team.

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.  

Knowledge and skills   


  • 10 years minimum work experience, at least 5 of which was in a role which involved business strategy development and people management.
  • 2 to 3 years minimum work experience in related areas or sectors such as microfinance, digital financial services, project management, data analysis, or field team management, with proven track record of generating and converting opportunities into commercial contracts.
  • Knowledge and Experience in Sales Management, and Management of customers, partners and supply chain relationships.
  • Experience with business analytics and data-driven decision-making and nimbly adjust strategy, make difficult decisions that often require trade-offs, balanced with no bias to action.
  • Experience working with and implementing projects through commission-based field staff in an emerging market.
  • Experience in design thinking (a.k.a. human-centered design).
  • Data Systems and Analysis: strong experience with Tableau/Power BI/data visualization software is a huge plus.
  • Demonstrated ability to manage large teams, especially in a high-growth and performance-driven environment.
  • Solid understanding of credit risk and consumer lending.
  • Articulate with excellent rapport and team building skills.


  • Degree in Business Administration, Management, Renewable Energy or any related field (required)
  • Master’s degree in a related field (desired) 


  • Fluency in English is a must have.
  • Portuguese (fluent)
  • Local languages (is an advantage) 


  • Advanced quantitative analysis skills and proficiency in MS Excel and PowerPoint/One Drive Tools.
  • High level of comfort working with data, with the ability to translate analysis to insights, and insights to action .


We thank all applicants for their interest, however due to the large volume of applications we receive, only shortlisted candidates will be contacted. 

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! 


Mobisol is a young Berlin Start-up founded in 2010. They provide an alternative to fossil fuel sources for low-income customers ...

View Company Profile