Director of Business Development and Growth
M-KOPALocation: London (with at least 25% travel)
Reporting To: Chief Commercial Officer (CCO)
Your Purpose:
As Director of Business Development & Growth, you will be responsible for identifying and developing new commercial opportunities that will drive significant top-line growth for M-KOPA. You will also be responsible for the commercial roll-out of digital products that retain our existing smartphone customers and grow their lifetime value. Revenue and sales targets will be set for this position, related to the opportunities developed, but at least $5M revenue is expected to be delivered in the second year of being in the function.
What Will You Do:
You will lead commercial strategy and business development initiatives, in collaboration with the CCO, including designing and closing partnership agreements that enhance M-KOPA’s long term business objectives.
You will manage key client-partner relationships for M-KOPA, build a robust sales pipelines with identified targets and manage the sales cycle with partners.
You will identify new commercial opportunities that will have the biggest impact on M-KOPA’s top-line growth.
You will develop these opportunities from conception to commercialisation and ensure their effective integration into M-KOPA’s core sales, operations, product development, and tech teams.
These opportunities might include new customer segments, new sales channels, changes to our pricing and the introduction of discount and loyalty schemes, etc. As part of this you will
You will lead commercial activities to grow the lifetime value of M-KOPA’s smartphone customers through our digital channels by providing existing customers with additional products and services that are highly attractive to them and economically beneficial to M-KOPA. You will interface closely with sales and telesales teams on this.
What We’re Looking For:
About M-KOPA
At M-KOPA, our aim is to increase access to life-improving technologies at huge scale. We do this through an innovative credit model – pay-as-you-go asset financing – of which M-KOPA was an early global pioneer. With offices in Nairobi, Kampala, Lagos, and London, M-KOPA serves over 1 million low-income households in Sub-Saharan Africa. Since its commercial launch in 2012, M-KOPA has made its name in off-grid solar power, providing customers with solar panels and solar-powered lights, televisions, radios, fridges, and more – this is often our customers' first access to electricity.
M-KOPA's affordable credit model can also be applied to assets beyond off-grid solar power, and in 2019, we began providing credit for smartphones, which enables our customers to move from feature phones to smartphones and improve their connectivity, communication, and information access. Today, smartphone financing is a rapidly growing business line – with enormous opportunities for innovation and increasing our customer impact.
M-KOPA currently employs over 1,000 full-time staff across its operating countries. We value progress, innovation, pragmatism, collaboration, and – most of all – our customers. We have been well recognised for our pioneering business model and scale.