Commercial Operations Lead

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 the 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 growth
• Lead and coordinate all Regional Sales Managers across their'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 their growth strategy

PAYGO Performance and Collections

• Own their 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 their network, coordinating with the Warehouse Manager
• Develop and maintain SOPs for all key commercial and operational processes
• Lead operationalisation of the 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 the distribution strategy
• Represent 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