M-KOPA is the pioneer and global leader of Connected Asset Financing that offers millions of underbanked customers access to life-enhancing products. Our advanced connected asset financing platform combines digital micropayments and IoT connectivity to offer access to products including solar lighting, televisions, fridges, smartphones, financial services and more.
Our mission is to make financing for everyday essentials accessible to customers in Africa and beyond so they can achieve progress in their lives. Through the power of connected devices, we establish a unique and secure relationship with our customers, allowing them instant access to a product whilst building ownership overtime through flexible micro-payments. Through regular payments, customers can unlock access to more products and services to continue their relationship and build their credit history with M-KOPA
About the role
M-KOPA is looking for a Commercial Strategy Manager.
M-KOPA provides affordable and accessible financial services to underbanked customers, including asset financing for appliances (e.g., smartphones), digital loans (e.g., one-time personal loans and “buy now, pay later” financing), and other financial services (e.g., insurance). They can serve this traditionally underserved customer segment through their innovative IoT solutions and credit scoring analytics/data science.
The objective of M-KOPA’s Commercial teams is to acquire and retain these customers. They acquire customers through a direct salesforce of thousands of sales agents and through indirect channels; they retain customers who have demonstrated strong credit performance by offering additional products through various engagement channels (e.g., outbound telesales, USSD, the M-KOPA smartphone app, etc.).
As a Strategy Manager on M-KOPA’s Commercial team, the role holder will work within the customer acquisition and retention sales teams to provide analytical support and strategic insights to drive top-line growth and operational efficiencies across all markets and sales channels. Work closely with Finance and Credit to support pricing analysis and set product prices while balancing margin, growth, and credit priorities Help identify improvements in M-KOPA’s deployment of direct sales and telesales agents, including working directly with the Director of Commercial Operations and the Director of Business Development & Growth, to help assess the current commercial situation, identify future needs, and create solutions to help meet those needs using data and analytics.
Key Responsibilities:
- Work closely with the Director of Commercial Operations and Director of BD & Growth to develop and execute against M-KOPA’s strategy for customer acquisition and retention.
- Coordinate with Data and BI teams to develop effective commercial performance metrics and build commercial reporting dashboards to ensure the right actions are taken to achieve business targets and to provide effectively cross-market performance benchmarks.
- Identify and define/scope opportunities for operational process and efficiency improvements within the Commercial team.
- Lead the analysis of customer segmentation, marketing campaigns, and sales performance across all channels (including direct field force, indirect partners, digital, and outbound telesales) to inform decision-making training, upskilling, productivity, and retention.
- Drive competitive analysis, including building processes to regularly collect and update competitive intel from desk research, in-market research, and their own salespeople.
- Lead financial analysis to understand the financial performance of products, set effective sales and cost targets, and build robust business plans for the next 1-5 years.
- Lead in developing business cases for new commercial initiatives.
- Help launch and grow Commercial initiatives in new countries, ensuring best practices are transferred and localised from existing countries.
- Drive ad hoc special projects, often working cross-functionally across the business to do so.
Experience
- 3 – 8 years
Persons of all gender, race, sex, orientation, age, and identity are encouraged to apply.
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