Commercial Business Analyst

BURN MANUFACTURING • Full-time • Nairobi, Nairobi • 2w ago

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.

Duties and 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.
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.

Qualified Female Candidates encouraged to Apply

BURN does not charge a fee at any stage of the recruitment process (application, interview, meeting, processing, training, or any other fees).