Commercial Director – Electric at BURN March, 2023

Primary Responsibilities:

Commercial Strategy:

  • Play an active role in the development and implementation of the strategic direction the product should take.
  • Define the product B2B and B2C sales strategies.
  • Ensure plans are well supported with market research and testing.
  • Communicate and collaborate with senior management to insure alignment with other business goals.
  • Defining (in collaboration with product management) project objectives, budgets, timelines, and deliverables.
  • Identify and develop strategic partnerships.  

Sale Pilot Design:

  • Work with the market research team to design and execute pilots to answer key product questions, collect user feedback, and measure product impact.
  • Own the sales process definition for research pilots.
  • Support pilot design by setting pilot, goals, methodologies, and locations.  
  • Set goals to reach grant-funded milestones.
  • Proactively identify major project risks and develop risk mitigation strategies.

Problem-Solving: Solve a variety of challenges as they arise in distribution, staffing, partnerships, and financials.

Team management:

  • Implement and lead systems and tools for proper management of direct reports.  
  • Coordinate team members, procurements, schedules, and tasks to deliver results for project milestones.
  • Work together with the project controller (finance) to keep the budget tracking updated.
  • Making sure that projects and teams are well structured, and that communication is efficient and effective.
  • Managing sales teams to ensure implementation of pilots and sales activities is correctly carried out.
  • Coordinate regular project meetings, develop agendas and send meeting minutes.
  • Assist with hiring and onboarding new team members.
  • Identify staffing needs based on the business strategy.

Support Product Development:

  • Synthesize product specifications and parameters based on market research, lab testing results, and product development goals, as well as develop reports and gate presentations
  • Initiate risk and safety analyses of new products.
  • Ensure lab testing, electronics development, and market research are answering key product development questions.
  • Fundraising and partnership development:
    • Assist with building partnerships across the electric and clean cooking sector to support the project.
    • Actively initiate and maintain internal and external communication, develop and give presentations for management, grantors, and other external collaborators.
    • Assist in identifying and writing grants that are well aligned with Burns’s mission, vision, and capacity.
    • Drafting narrative and financial proposals and reports for internal and external use
    • When required, represent BURN at conferences and events in Kenya and abroad.

Skills and Experience

  • Experience developing business strategies and plans.
  • Bachelor or MBA degree, preferably in business, market intelligence, or marketing
  • 5 years of experience in project management and demonstrated ability to coordinate complex projects with many stakeholders to deliver results on time.
  • Strong analytic/number-crunching background, particularly with sales and marketing data
  • High level of comfort working with high-level business clients.
  • Excellent written and verbal communication skills in English.
  • Enthusiastic, entrepreneurial, a desire to ‘sell for good’ and willing to get your “hands dirty”.
  • Experience in identifying and developing B2B distribution partnerships in Ghana.
  • Experience managing key accounts across a range of distribution channels.
  • Previous experience in market research or M&E.
  • Knowledge of the sales and marketing fields in (ENTER TARGET MARKETS), preferably in consumer durables and/or fast-moving consumer goods.

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