Commercial Business Analyst

About the Role

The Commercial Business Analyst reports to the Head of Commercial – Electric Business, with a dotted line to the Senior Director – Electric Business. The role leads sales performance management and commercial analytics while providing data-driven insights that improve sales, repayments, usage, carbon project execution, and overall business performance. The Analyst also supports strategic initiatives, prepares high-quality presentations for leadership, and strengthens decision-making across PAYGO, Carbon, B2C, and B2B channels.

Key Responsibilities

Sales Performance Support

• Support the weekly and monthly sales performance cycle by preparing dashboards, compiling insights, and coordinating action-tracking updates for channel leads.
• Assist channel leads in monitoring performance across all channels—Direct Sales, B2B, PAYGO, Carbon, and Country MRV—by providing timely data, reports, and analytical support.
• Help identify areas of underperformance at the channel, region, agent, or country level and provide data driven analysis to inform targeted actions proposed by channel leads.
• Maintain and continuously refine sales dashboards and real-time performance trackers to ensure channel leads have accurate and accessible information.
• Support channel leads in the creation, monitoring, and evaluation of sales targets, KPIs, and incentive structures by supplying relevant data, historical trends, and analytical recommendations.

Commercial Quality & Compliance Monitoring

• Track and report key quality metrics, including repayment efficiency, stove usage rates (KOPA usage/uptime), activation quality, carbon eligibility compliance, and correctness of customer onboarding data.
• Identify early warning signs for repayment risk, low usage, poor activation practices, and potential carbon ineligible sales.
• Collaborate with country teams to ensure strong operational discipline and high-quality sales execution.
• Provide leadership with insights on overall commercial health, quality trends, and risks.

Forecasting & Commercial Planning

• Lead monthly and quarterly forecasting for Electric stove demand, carbon volumes, market activations, and commercial revenue.
• Maintain forecasting models that integrate sales trends, repayment performance, seasonality, carbon rules, and field intelligence.
• Prepare scenario and sensitivity analyses to guide production planning, inventory allocation, country activation timing, and market prioritization.

Commercial Analysis & Pricing

• Conduct channel-level and country-level performance analysis, including contribution margin, CAC, repayment patterns, and unit economics.
• Support pricing analysis and recommendations to ensure profitability across all markets.
• Work with Finance to support commercial COGS analysis, carbon revenue modelling, and product economics.
• Prepare commercial deep-dive reports that highlight risks, gaps, and opportunities for improved performance.

Carbon Project Analytics & Support

• Track carbon project milestones, eligibility rules, activation progress, and country-level performance.
• Monitor carbon-creditable Electric sales and identify risks related to ineligible units or data inaccuracies.
• Work closely with MRV and field operations to strengthen carbon project execution and data integrity.

Strategy Support & Executive Presentations

• Support the Senior Director in preparing high-quality presentations for internal leadership, investors, donors, and board-level meetings.
• Conduct special strategic projects, including market deep-dives, competitive analysis, operational optimization, and feasibility assessments.
• Consolidate complex data into clear, executive-ready insights, charts, and visual storytelling.
• Prepare decision-ready business cases for new markets, partnerships, products, and carbon initiatives.

Market Research & Feasibility Studies

• Conduct market, competitor, and customer research to support expansion decisions and commercial strategy.
• Evaluate the feasibility of new markets, partnerships, agents, or sales models.
• Support development of B2B, institutional, NGO, and channel-specific proposals.

Budget Monitoring & Commercial Controls

• Track commercial expenditure versus budget and highlight major variances to leadership.
• Support internal controls around repayments, carbon processes, and commercial operations.
• Collaborate with Finance to ensure accurate reporting of commercial costs, carbon revenue, and project related expenses.

Cross-functional Collaboration

• Work collaboratively with Sales, MRV, Country Teams, Finance, Digital, Product, Carbon, and Supply Chain.
• Coordinate follow-ups and action items after performance reviews and strategy meetings.
• Serve as a central analytical support partner for both the Head of Commercial and Senior Director.

Skills and Experience

• Commercial Performance Analysis – Provide timely and actionable insights on sales, revenue, margins, and profitability to support commercial decision-making and business growth.
• Reporting & Dashboard Management – Deliver accurate daily, weekly, and monthly commercial reports and dashboards within agreed timelines.
• Forecasting & Planning – Develop and maintain accurate sales and revenue forecasts, analyze variances, and support budgeting and business planning.
• Pricing & Profitability Analysis – Conduct pricing, customer, and product profitability analyses to support margin improvement and commercial strategies.
• Business Intelligence & Insights – Analyze market trends, customer behavior, and business performance, providing recommendations that drive operational and commercial improvements.
• Stakeholder Support – Partner with Sales, Finance, Marketing, and Operations to provide analytical support, business cases, and data-driven recommendations.
• Process Improvement & Data Integrity – Improve reporting processes, maintain data accuracy, and implement automation or efficiency initiatives to enhance commercial reporting.
• Experience: 3–5 years’ experience in Business Analysis, Commercial Finance, Sales Analytics, or Financial Analysis.
• Experience working with large datasets.
• Experience supporting commercial or sales teams.
• Experience in reporting and business intelligence.