East Africa Sales Leader

East Africa Sales Leader

Client:  Greenlight Planet

Sector: Renewable Energy

Requirement: East Africa Sales Leader

The Client Greenlight Planet is a social, for-profit business that designs, distributes, and finances solar-powered home energy products, with an underserved population in mind: the 1.3 billion global consumers for whom the old-fashioned electrical grid is either unavailable or too expensive. After over a decade in business, Greenlight’s Sun KingTM products provide modern light and energy to 30 million people through their offices across 11 countries.   

The Challenge Greenlight Planet has two active business lines: their Pay-As-You-Go line and their Retail line where customers can purchase products on a cash basis. As their operations in East Africa continued to grow, they needed an East Africa Sales Leader to lead their Retail division across Kenya, Uganda, Tanzania, Rwanda, Ethiopia and the DRC. The right candidate would have strong experience in retail distribution and sales strategy, with a working knowledge of the various East African markets.  

The Results KCH embarked on an extensive mapping and search process across the FMCG retail space in East Africa. The challenge was that there is no established retail channel for a business like Greenlight, so the right person would need to think through this critically and build one from scratch. Coming from a multinational environment, not many candidates had this exposure or had been responsible for strategy and a P&L end to end. Nicodemus, however, brought with him strong working knowledge of multinational setups across East and Central Africa, as well as the experience of setting up the route to market from scratch for Kellogg’s as they set up in Kenya. For him, this was the perfect opportunity for him to move into a social impact organization and use his knowledge to impact millions of lives. ​