Analista de Estratégia e Operações de Vendas

Job Description

This role is a key analytical partner to the national sales leadership, responsible for driving the productivity and growth of d.light Zambia's sales organization. The primary purpose of this role is to transform complex data into actionable commercial insights that optimize sales forecasting, target setting, and field-force performance. Key focus areas include performance analysis across diverse channels, commission validation, and the continuous improvement of operational processes and controls to ensure high portfolio quality and execution excellence.

Key Responsibilities

• Analyze sales, customer repayment, field-force productivity and operational performance across provinces, products, channels and sales teams.
• Reconcile and validate sales, customer, field-force and commission data across ATLAS, Tableau, Finance and other systems.
• Prepare sales forecasts, capacity models, scenario analyses and recommendations for target allocation, recruitment, inventory allocation and geographic expansion.
• Prepare and facilitate weekly and monthly performance-review sessions, ensuring that discussions result in clear actions, accountable owners and deadlines.
• Analyze lead conversion, customer acquisition quality, early delinquency and field-force performance.
• Manage key sales operations processes, including field-force registration, activation, hierarchy changes, transfers, suspension and off-boarding on ATLAS.
• Monitor field-force retention, inactivity and churn and recommend actions to improve engagement and productivity.
• Coordinate the resolution of escalated field and sales operational issues within agreed service levels.
• Document and improve sales processes, controls, SOPs and reporting systems.
• Administer and validate field-force commissions, bonuses and incentives.

Requirements

• A bachelor's degree in Economics, Finance, Statistics, Mathematics, Business Analytics, Data Analytics, Engineering, Commerce or a related quantitative discipline.
• At least three years' experience in sales operations, commercial analysis, business intelligence, financial planning and analysis, revenue operations or a similar analytical role.
• Demonstrated experience analyzing large datasets and translating findings into business decisions.
• Experience preparing forecasts, performance dashboards, variance analyses and management reports.
• Experience in PAYGo solar, telecommunications, financial services, FMCG, retail, agency banking or another distributed sales environment will be an advantage.
• Technical Skills: Advanced MS Excel / Google Sheets skills (PivotTables, XLOOKUP / INDEX-MATCH, SUMIFS, scenario modeling, dynamic dashboards). Hands-on experience with Power Query, Power BI, Tableau, and CRM/ERP tools required; SQL knowledge is an added advantage.
• Analytical & Business Acumen: Strong numerical reasoning, commercial judgment, and structured problem-solving skills, with a track record of using evidence to challenge assumptions.
• Communication & Execution: Excellent ability to communicate complex findings clearly, take end-to-end ownership, and navigate competing priorities effectively.

Benefits

• Competitive Remuneration Package
• Medical Cover