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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