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Open nowPosted 123 days ago

Commercial Operations Lead

designthink-advisory8 open roles

Where
Nigeria
Work mode
Remote
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Your applicationOpen nowCommercial Operations Leaddesignthink-advisory · Nigeria

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  6. 57.8%60 days
This job: posted 123 days ago

The posting

Job Advert

Job Title - Commercial Operations Lead

Job Type - Full Remote, Full Time

Location - Abuja, Nigeria

Company Overview

Our client is a trusted provider of alternative clean energy solutions, serving both household and commercials client across Sub-Saharan Africa. They specialise in delivering end-to-end solar solutions through scalable and cost-effective platforms, positioning them as a leading provider of solar home systems and energy services in the region.

Role Summary

The Commercial Operations Lead will lead our client's nationwide commercial and operational engine. This is a dual-mandate role: drive revenue growth through a disciplined, data-led field sales and agent network, while ensuring the operational infrastructure that supports it, logistics, procurement, PAYG fulfilment, and after-sales, runs to the highest standard. This person will manage Regional Sales Managers, oversee a network of agents and dealers across Nigeria, own PAYGO performance metrics, and serve as the operational execution partner for the Chairman and MD. They must be equally comfortable in a room with a banking partner and in the field with a Regional Sales Manager troubleshooting a distribution problem.

Key Responsibilities

Nationwide Sales Network Management Primary Mandate

  • Lead the nationwide recruitment, activation, and productivity of agents, dealers, and distribution partners across Nigeria. This is the single most critical driver of our client's growth
  • Lead and coordinate all Regional Sales Managers across our client's territories: Abuja/FCT, Lagos, Kano, Kaduna, Benue, Ilorin/Ekiti, Calabar/AkwaIbom, and new territories as the network expands
  • Set, track, and enforce monthly and quarterly sales targets per region; hold RSMs accountable for performance
  • Recruit, onboard, develop, and performance-manage a field sales force of 50+ personnel nationwide
  • Build and maintain a live, accurate database of all agents, dealers, and mini-distributors, location, performance, payment status, and contact details
  • Design and implement agent commission structures, incentive programmes, and performance management frameworks
  • Identify underperforming regions, diagnose root causes, and implement turnaround plans
  • Expand the agent and dealer network into new territories in line with our client's growth strategy

PAYGO Performance and Collections

  • Own our client's PAYGO portfolio performance, customer acquisition rates, repayment performance, Portfolio at Risk (PAR), and collections efficiency
  • Work closely with the Call Centre Manager to align outbound collections activity with field visit schedules
  • Monitor repayment performance by region and agent; intervene early on emerging PAR issues
  • Understand and continuously improve the full PAYGO customer journey, from acquisition through activation, repayment, and renewal
  • Ensure agent commission structures incentivise not just sales volume but repayment quality

Operational Execution

  • Receive strategic proposals and partnership briefs from the Chairman or MD and develop clear, time-bound execution plans
  • Oversee procurement, warehousing, and distribution of solar products across our client's network, coordinating with the Warehouse Manager
  • Develop and maintain SOPs for all key commercial and operational processes
  • Lead operationalisation of our client's ANGAZA platform across all functions, ensuring data accuracy and full utilisation
  • Define and track operational and commercial KPIs, reporting to the MD weekly
  • Manage after-sales, warranty, and installation coordination in partnership with the Support Operations function

External Engagement and Partnerships

  • Accompany the Chairman or MD to meetings with banking partners, government bodies, and institutional clients when required
  • Support the development of B2B, B2G, and B2I proposals from a commercial feasibility perspective
  • Build and maintain relationships with NGOs, microfinance banks, cooperatives, and rural enterprise networks relevant to our client's distribution strategy
  • Represent our client at trade fairs, exhibitions, and sector events

Education, Qualification and Experience

  • Bachelor's degree in Business, Engineering, Economics, or related field
  • 7+ years in commercial or operational leadership
  • Proven track record managing nationwide field sales teams of 50+ personnel
  • Direct experience managing Regional Sales Managers reporting to the C-suite
  • Experience building and managing agent, dealer, or distributor networks at scale
  • Strong understanding of PAYGO, instalment sales, or last-mile financing models
  • Fluency in Portfolio at Risk (PAR) metrics and collections performance management
  • Data-driven, works from dashboards and KPI-driven accountability
  • Willing and able to travel extensively across Nigerian states

Strongly Preferred

  • PAYG solar, off-grid energy, or energy access sector, most valuable profile
  • Experience in microfinance distribution, fintech lending, or FMCG last-mile delivery
  • Familiarity with ANGAZA or a similar PAYGO CRM/operations platform
  • Existing agent or dealer network relationships in Nigeria
  • Experience in B2B or institutional sales alongside B2C field operations
  • Prior exposure to banking, DFI, or government partnership meetings
  • Fluency in Hausa, Yoruba, or Igbo is a strong advantage for field and agent engagement
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