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Director of Business Development and Growth

Full time
Apply by 31 December 2020

Job description

Location: 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

  • Ideate, define, and prioritise potential opportunities, in collaboration with the CCO. 
  • Conduct strategic and financial analysis to understand the required investment and returns for M-KOPA.
  • Secure feedback on potential implementations / solutions and iterate quickly to understand customer demand, competition and how other players have implemented similar opportunities. 
  • Design effective market roll-out plans and identify what processes, operations, tech, people, and funding are required across M-KOPA to commercialise business opportunities. 
  • Manage ongoing scale-up of new opportunities and work cross-functionally to resolve any issues that emerge, as you implement and coordinate execution with M-KOPA’s core sales, operations, product development, and tech teams.

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:

  • Passion for M-KOPA’s social mission of upgrading lives and making products more affordable and accessible
  • 6+ years of work experience in a relevant function (e.g., business development, product development, or strategy) and industry (e.g., digital financial services, alternative lending, or mobile consumer products)
  • Professional experience in East or West Africa and ability to travel to East and West Africa as needed
  • Significant experience developing strategic plans, conducting strategic analyses, and modelling the financial implications of commercial and operational scenarios
  • Excellent project and stakeholder management skills to coordinate across internal teams and external partners
  • High motivation and a strong sense of ownership
  • Excellent relationship skills and communication skills (spoken, written, and visual)
  • Low ego and enthusiasm for engaging frequently with a wide range of people
  • Comfort with uncertainty and fast-paced environments


About M-KOPA

M-KOPA Solar, headquartered in Nairobi, Kenya, is the global leader of "pay-as-you-go" energy for off-grid customers. The company was founded in 2011 by former executives behind M-PESA (the world's leading mobile payment platform) on the belief that mobile technology could revolutionize energy services in emerging markets the same way it has already revolutionized the delivery of communications and financial services.


Learn more about M-KOPA and see other open jobs on their career page.

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