Détails de l'offre

GAV-CI is recruiting a Group Commercial Director (M/F)

Context

GAV-CI designs and deploys solar borehole drilling, photovoltaic pumping and Laser Spray micro-irrigation solutions.

Operating across the entire territory of Côte d'Ivoire, the company is entering a major growth phase involving the creation 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 presence in institutional and donor-funded markets.

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

Position Purpose

The Group Commercial Director will be responsible for driving revenue growth, building a professional commercial function, and industrialising market access across three geographies and four key segments:

• B2B;
• B2G;
• B2C / PayGo;
• Donors and institutional partners.

Main Responsibilities

1. Commercial Strategy and Management

• Design and execute the Group commercial strategy and action plan, including targets by segment, geographic area and sales team member.
• Structure and optimise the sales cycle: qualification process, pipeline management, forecasting, conversion rates and average sales cycle duration.
• Lead pricing strategy and margin optimisation in coordination with the CEO and Procurement department.
• Prepare monthly commercial performance reports for the Management Committee and Board of Directors.

2. B2B Business Development

• Develop strategic accounts including agro-industrial companies, cooperatives, NGOs and producer organisations.
• Negotiate multi-year framework agreements and distribution partnerships.
• Build integrated commercial offers combining equipment, services and digital solutions ("Ma Parcelle").

3. B2G and Donor Development

• Lead and manage responses to national and international tenders.
• Develop and maintain institutional relationships with ministries, technical agencies and local authorities.
• Build public-private partnership offers and national-scale framework agreements.
• Develop relationships with donors, development agencies, climate funds and multilateral institutions.

4. Regional Expansion: Guinea and Ghana

• Lead market studies, regulatory assessments and market entry strategy definition.
• Identify, negotiate and establish partnerships with local stakeholders.
• Structurally develop each regional hub: legal setup, recruitment and acquisition of first anchor contracts.
• Ensure the transfer of the Ivorian commercial model while adapting it to local market realities.

5. PayGo Development and Financial Partnerships

• Design, together with microfinance institutions and banking partners, the commercial framework for the PayGo offering.
• Negotiate financing agreements, risk-sharing mechanisms and collection terms.
• Ensure alignment between commercial commitments, technical capabilities and credit requirements.
• Monitor portfolio performance indicators: subscription rate, collection rate and customer acquisition cost.

6. Commercial Team Management and Organisation

• Recruit, structure and develop the Group commercial team.
• Implement commercial tools and operating routines: CRM, pipeline reviews, key account plans and sales committees.
• Define the variable compensation policy and individual sales objectives.

Candidate Profile

Requirements

Experience

• 8 to 10 years of experience in commercial roles, including at least 3 years managing a sales team.
• Proven experience in complex sales environments in West Africa: long sales cycles, multiple decision-makers, public tenders or donor-funded projects.
• Demonstrated ability to open new markets or build new business lines, beyond managing an existing customer portfolio.
• Fluent professional French and English.

Key Attributes

• Willingness and ability to travel extensively across the region.
• Strong commercial discipline: pipeline management, data-driven culture and ability to commit to and deliver against budgets.
• Ability to operate effectively in a growth environment where processes and structures are still being built.

Differentiating Assets

Previous experience in the following sectors will be a significant advantage:

• WASH (Water, Sanitation and Hygiene);
• Rural water supply;
• Decentralised solar energy;
• Agri-tech;
• Rural finance.

These backgrounds provide immediate technical credibility with institutional stakeholders, a strong understanding of donor requirements and access to relevant networks.

Candidates from these sectors with non-traditional commercial career paths are strongly encouraged to apply, provided they demonstrate proven business development capabilities, including:

• Contracts successfully won;
• Partnerships structured;
• Quantified commercial targets achieved.

Additional assets:

• Knowledge of inclusive finance mechanisms (leasing, hire purchase, microfinance, PayGo).
• Institutional network in Guinea or Ghana.
• Engineering background or strong technical-commercial dual expertise.

Key Performance Indicators (First 12 Months)

Terms and Conditions

• Permanent contract with probation period in accordance with the Ivorian Labour Code.
• Fixed salary with a variable component linked to commercial performance objectives.
• Eligibility for the employee share ownership plan (ESOP) under applicable conditions.
• Regional travel expenses covered.

rh@greenagrovalley.org