Détails de l'offre

GAV-CI RECRUITS A GROUP COMMERCIAL DIRECTOR

1. Context

GAV-CI designs and deploys solar borehole drilling, photovoltaic pumping and Laser Spray micro-irrigation solutions. Operating across the whole of Côte d'Ivoire, the company is entering a phase of significant growth, marked by the development of regional hubs, the establishment of subsidiaries in Guinea and Ghana, the industrialisation of its PayGo offering with microfinance institutions, and the expansion of its activities in institutional and donor-funded markets.

The successful candidate will be the principal architect of this commercial transformation.

2. Purpose of the role

Drive group revenue growth, build a professional commercial function and industrialise market access across three geographies and four segments:

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  B2B;

  
  


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  B2G;

  
  


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  B2C / PayGo;

  
  


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  Donor-funded markets.

  
  

3. Areas of responsibility

3.1 Commercial strategy and steering

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  Design and execute the group's commercial plan, including targets by segment, region and team member;

  
  


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  Structure the sales cycle: qualification, pipeline management, forecasting, conversion rates and average sales cycle duration;

  
  


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  Define pricing policies and margins in coordination with the CEO and Procurement teams;

  
  


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  Prepare the monthly commercial report for the Executive Committee and the Board.

  
  

3.2 B2B development

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  Develop partnerships with agri-industrial companies, cooperatives, NGOs and producer organisations;

  
  


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  Negotiate multi-year framework agreements and distribution partnerships;

  
  


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  Structure integrated equipment, service and digital solutions around the "Ma Parcelle" platform.

  
  

3.3 B2G and donor development

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  Monitor and lead responses to national and international tenders;

  
  


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  Maintain relationships with ministries, technical agencies and local authorities;

  
  


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  Develop public-private partnership models and national framework contracts;

  
  


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  Strengthen relationships with development agencies, climate funds and multilateral institutions.

  
  

3.4 Regional expansion – Guinea and Ghana

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  Lead market studies, regulatory assessments and market-entry strategies;

  
  


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  Identify, negotiate and formalise partnerships with local stakeholders;

  
  


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  Structure regional hubs operationally: legal establishment, recruitment and first strategic contracts;

  
  


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  Ensure the transfer and adaptation of the Ivorian commercial model.

  
  

3.5 PayGo and financial partnerships

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  Design the commercial architecture of the PayGo offer with partner microfinance institutions and banks;

  
  


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  Negotiate financing agreements, risk-sharing mechanisms and collection procedures;

  
  


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  Ensure alignment between commercial commitments, technical capacity and financing requirements;

  
  


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  Monitor key performance indicators: subscription rates, collection rates and customer acquisition costs.

  
  

3.6 Management and organisation

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  Recruit, structure and develop the group's commercial teams;

  
  


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  Implement management tools and governance rituals: CRM, pipeline reviews, account plans and sales committees;

  
  


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  Define compensation policies and individual performance objectives.

  
  

4. Candidate profile

Requirements

Experience

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  8 to 10 years of commercial experience, including at least 3 years in team leadership;

  
  


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  Proven experience in complex sales environments in West Africa involving long sales cycles, multiple decision-makers, public tenders or donor-funded projects;

  
  


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  Demonstrated ability to launch new markets or build new business lines.

  
  

Languages

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  Fluent professional French and English.

  
  

Key competencies

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  Strong regional mobility;

  
  


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  Excellent commercial discipline, data-driven decision-making and budget ownership;

  
  


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  Ability to operate in a fast-growing environment where processes are still being built.

  
  

Preferred qualifications

Experience in one or more of the following sectors is highly desirable:

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  WASH;

  
  


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  Rural water supply;

  
  


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  Decentralised solar energy;

  
  


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  Agri-tech;

  
  


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  Rural finance.

  
  

Additional assets include:

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  Knowledge of inclusive finance mechanisms such as leasing, hire-purchase, microfinance and PayGo;

  
  


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  An established institutional network in Guinea or Ghana;

  
  


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  An engineering background or dual technical-commercial expertise.

  
  

Candidates from these sectors who do not follow a traditional commercial career path are encouraged to apply, provided they can demonstrate proven business-development achievements.

5. Performance indicators (first 12 months)

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  Contracted revenue aligned with the group budget by segment;

  
  


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  Improvement in the success rate of B2G tenders;

  
  


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  At least one PayGo partnership agreement signed and operational with a microfinance institution;

  
  


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  Establishment of a regional subsidiary or hub with a first anchor contract;

  
  


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  Qualified commercial pipeline covering at least the N+1 budget;

  
  


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  Recruitment and operational integration of the target commercial team.

  
  

6. Terms and conditions

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  Permanent contract with a probationary period in accordance with the Ivorian Labour Code;

  
  


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  Competitive fixed salary with a variable component linked to commercial objectives;

  
  


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  Eligibility for the employee share ownership plan (ESOP), subject to applicable conditions;

  
  


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  Full coverage of regional travel expenses.

  
  

Applications should be sent to: [email protected]