Commercial Business Analyst
IT
Nairobi, Kenya
Posted on Jul 8, 2026
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
Commercial Analysis & Pricing
BURN does not charge a fee at any stage of the recruitment process (application, interview, meeting, processing, training, or any other fees).
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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
BURN does not charge a fee at any stage of the recruitment process (application, interview, meeting, processing, training, or any other fees).
