Channel Sales Manager (m/w/d)

Job Description

BURN is seeking a dynamic and results-driven Channel Sales Manager - Electric to lead the growth and performance of our electric cooking business in Mozambique. This role holds full commercial and operational ownership of the country business, including revenue growth, P&L management, sales execution, and market expansion.

The Channel Sales Manager will be responsible for developing and executing country-level commercial strategies, optimising sales and distribution channels, and building high-performing cross-functional teams to deliver both financial and impact targets. This is a high-impact leadership role requiring strong business acumen, operational excellence, and the ability to scale performance in a fast-growing, mission-driven environment.

The successful candidate will play a critical role in expanding access to clean electric cooking solutions while ensuring financial sustainability, operational efficiency, and strong stakeholder partnerships across Mozambique.

Duties and Responsibilities

• Commercial Strategy & Execution
  • Develop and lead country-level growth electric strategies in alignment with BURN's global goals.
  • Own end-to-end delivery of revenue, sales, and impact targets across both markets. Ensure data-driven decision-making using performance dashboards, forecasts, and KPI tracking.
• Full P&L Ownership
  • Oversee Mozambique Electric P&L with accountability for sales, margins, operational costs, and cash flow.
  • Optimise customer acquisition costs, sales and distribution spend, and overall financial sustainability.
• Quality & Performance Management
  • Drive achievement of key quality metrics, including repayment efficiency, customer usage rates, and agent productivity.
  • Ensure robust monitoring systems are in place for tracking and improving performance.
• Team & Culture Leadership
  • Build, lead, and inspire high-performing, cross-functional in-country teams across all major business functions.
  • These include sales and distribution, logistics, warehousing, production, quality assurance, procurement, finance, human resources, customer experience, marketing, training, market research, and monitoring, reporting & verification (MRV) for carbon projects.
  • Foster a culture of ownership, accountability, continuous learning, and results.
  • Ensure team alignment with country goals, strong performance management systems, and clear career progression pathways.
• Sales & Distribution Oversight
  • Own all sales channels (direct, partner, digital) and ensure cost-effective last-mile distribution. Lead route-to-market design and continuous improvement based on customer and carbon requirements.
• Cross-Country & HQ Collaboration
  • Work closely with HQ teams (Strategy, Marketing, Carbon, Product, Finance, etc.) to execute aligned priorities. Share learnings and innovations across countries to support collective growth. Participate in regional strategic forums and best practice exchanges.
• Market Development
  • Lead expansion into new cities or territories within the country. In the start-up market, lead setup of legal entity, licensing, staffing, and initial pilots.
• Stakeholder Engagement
  • Represent BURN with regulators, partners, funders, and carbon stakeholders. Ensure compliance with all local laws and permit requirements. Support carbon project integrity through ongoing customer monitoring and reporting.

Skills and Experience

• 5-10+ years in channel sales via an agent model, or partner management, preferably in: Renewable energy, clean cooking / LPG distribution, Solar home systems
• Scaling products through agent networks
• Experience with carbon credit monetisation programs
• Experience with behaviour change marketing campaigns
• Multilingual capability
• Proven track record of meeting or exceeding targets
• Paygo is an added advantage
• Bachelor's degree in business, Marketing, or related field (MBA often preferred)
• Strategic mindset with execution capability
• Strong negotiation and contract management skills
• Channel sales forecasting and pipeline management
• Proven track record of achieving volume and revenue targets
• Communication & Relationship Skills
• Commercial acumen
• Ability to influence without direct authority
• Exposure to donor-funded or development-financed projects
• Ability to design demand generation campaigns in behaviour-change markets
• Distributor credit management and risk mitigation
• Data-driven sales performance tracking
• Ability to influence without authority

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.