[Hiring] Commercial Operations Lead @DesignThink Advisory

Role Description

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.

Key Responsibilities

• Nationwide Sales Network Management Primary Mandate:
  • Lead the nationwide recruitment, activation, and productivity of agents, dealers, and distribution partners across Nigeria.
  • 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.

Qualifications

• 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.