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GTM Manager, Africa

d.light design

d.light design

Nairobi, Kenya
Posted on Friday, August 25, 2023

Job Description

Position Description:

The GTM Manager for the Africa region will be responsible for driving and executing the company's go-to-market strategy. Your mission: to masterfully orchestrate both new customer acquisition and upselling endeavors, translating them into tangible business successes. The individual will play a pivotal role in developing and implementing marketing and sales strategies, fostering partnerships, and managing trade channels to optimize market penetration and revenue growth in Africa.

Roles and Responsibilities

Develop and Execute GTM Strategy:

  • Analyze market trends, customer insights, and competition to create a comprehensive GTM strategy for new product launches and upselling.
  • Develop marketing and sales plans to effectively launch/position/promote d.light's products, pricing and solutions in the market.
  • Identify potential market segments and opportunities for business/channel expansion.
  • Establish and monitor key performance indicators (KPIs) to track the success of go-to-market strategies and upsell initiatives. Analyze data to measure performance, identify areas for improvement, and drive continuous optimization.
  • Conduct regular market visits and gather feedback, leverage insights to refine and adapt strategies to address market dynamics effectively.   
  • Identify potential partnerships and collaboration opportunities to expand market presence.
  New Product Launch:
  • Plan and execute successful product launches in collaboration with cross-functional teams.
  • Design campaigns and schemes for product launches, promotional activities, and collection drives as per the business need.
Customer Upsell Initiatives:
  • Lead efforts to identify and capitalize on upsell opportunities within the existing customer base.
  • Develop targeted campaigns and strategies to promote the adoption of additional products, thereby increasing customer lifetime value.
Marketing and Branding:
  • Work closely with marketing teams to develop compelling product positioning, messaging and marketing collateral.
  • Promotional activities that resonate with target audiences and business objectives.
  • Ensure brand consistency and visibility across various channels.
  • Monitor the effectiveness of marketing efforts and make data-driven adjustments as necessary
Sales and Distribution Management:
  • Collaborate with the sales team to provide them with the necessary tools, resources, and training to effectively sell new products and upsell to existing customers. Ensure sales teams are well-equipped to communicate value propositions and address customer needs.
Budget and Resource Management:
  • Manage budgets allocated for go-to-market activities and upsell initiatives, ensuring efficient allocation of resources to achieve desired outcomes.
Reporting and Analysis:
  • Regularly communicate progress, challenges, and opportunities to senior management and relevant stakeholders. Provide actionable insights and recommendations to inform strategic decision-making.


Desired Skills and Experience:

  • Bachelor's degree in Business, Marketing, or a related field. MBA is a plus.
  • Proven experience (5+ years) in go-to-market strategy development and implementation in the African market or similar regions.
  • Strong knowledge of the African market, consumer behavior, upselling and distribution channels.
  • Experience in the solar energy, renewable energy, or consumer electronics industry is a plus.
  • Excellent leadership and team management skills. Proven ability to work in cross-functional and multicultural teams.
  • Demonstrated ability to build and maintain partnerships with stakeholders.
  • Exceptional communication and presentation abilities.
  • Results-driven with a track record of achieving and exceeding targets.
  • Entrepreneurial 'getting things done' attitude, demonstrating great     intuition, pragmatic decision-making and backing ideas with data.
  • Advanced analytical skills with experience in collecting, organizing, analyzing, and disseminating abundant information with accuracy.
  • Managed substantial budgets; experience in coordinating agencies to complete multiple projects successfully.
  • Willingness to travel (even to remote locations).