Commercial Strategy

13 hours ago

Johannesburg, Gauteng, South Africa Allied Talent Partners Full time
Commercial Strategy & GTM Consultant

Department: Strategy

Employment Type: Fixed Term Contract

Location: Africa

Reporting To: Director of Business Development


Description Founded by Three Cairns Group in 2023, Allied Talent Partners (ATP) is a mission-driven, not-for-profit talent marketplace focused on overcoming human capital bottlenecks that hinder sustainable development in emerging economies, with an initial focus on Africa. We connect vetted professionals to high-impact opportunities in energy access and sustainability, strengthening local capacity and driving economic growth. Specializing in fixed-term, deliverable-based engagements, the organization manages project scoping, talent matching, contracting, payroll, and compliance – allowing partners to focus on impact.  

As ATP enters its next phase of growth, the firm is undertaking a commercial strategy refresh to sharpen its market positioning, clarify strategic priorities, and strengthen its go-to-market (GTM) approach. The objective is to ensure ATP's commercial strategy is aligned with evolving client needs, competitive dynamics, and internal growth ambitions, while remaining true to its mission and values. 

Role Description:

ATP is seeking an experienced Commercial Strategy & Go-to-Market Consultant to work closely with the leadership team from January through the end of Q The consultant will lead the commercial strategy refresh, diagnose ATP's current commercial approach, refine assumptions about target clients and offerings, define strategic choices, and translate these into a focused GTM plan and updated BD playbook. The role requires structured thinking, comfort operating in ambiguity, and the ability to move from strategy to execution with a hands-on, output-driven approach. 

The ideal candidate will bring a strong background in strategy, growth, or commercial transformation, with experience in professional services, advisory, or talent-based business models. Success in this role will require structured thinking, comfort operating in ambiguity, and the ability to move from strategy to execution. 

Key Responsibilities
Key Responsibilities

1. Commercial Strategy  Develop a refined commercial strategy grounded in a structured diagnostic of ATP's historical performance, market positioning, client needs, and operational realities.

Commercial Diagnostic
Assessment of historical commercial performance, including:
  • Lead generation sources 
  • Lead qualification patterns 
  • Funnel conversion performance and stall points 
  • Win/loss drivers and proposal trends 
  • Channel performance patterns 
  • Repeat business and demand consistency 
  • Alignment of client demand with talent supply 
  • Review of available client feedback

Refinement of priority client segments based on size, needs, willingness to pay, and mission alignment 
Validation of core client request archetypes and priority use cases
Review of ATP's value proposition and differentiation versus alternatives.
Commercial operations and process review, including scoping, qualification, opportunity-advancement workflows, handoffs across BD and delivery, and tooling or documentation gaps
Commercial Strategy Development
  • Strategic recommendations on ATP's priority client segments and offerings 
  • Refined value proposition and positioning 
  • Strategic choices around partnerships, pricing logic, and near-term focus areas 
  • Defined commercial priorities for the next 6–12 months 
  • Strategic implications to inform the GTM plan 

2. Go-to-Market (GTM) Plan  Translate the commercial strategy into a focused, actionable GTM plan with clear initiatives, owners, and timelines.
GTM Strategy
  • Refined target segments with tailored messaging 
  • Recommended channel and outreach strategy 
  • Positioning and value communication approach 

GTM Execution Plan
  • Standardized approach for client scoping and engagement 
  • Proposal development guidance and pricing rationale 
  • Conversion optimization recommendations 
  • Defined roles, responsibilities, and operating model for GTM execution 
  • Recommended cadence for pipeline reviews and commercial performance tracking 

GTM Roadmap and Toolkit
  • Prioritized initiatives for Q1–Q2 with timelines and ownership 
  • Supporting materials including pitch materials, and pipeline tracking and reporting tools.

3. Business Development (BD) Playbook Update  Produce an updated, practical playbook that codifies commercial processes and strengthens consistency across ATP's BD activities.
  • Updated BD Processes and Workflows 
  • Standardized Templates and Messaging 
  • Light-Touch Systems and Reporting Guidance

Skills, Knowledge and Expertise Qualifications:
  • 7–12+ years of experience in strategy, commercial growth, or transformation 
  • Background in consulting, professional services, talent marketplaces, or two-sided platforms 
  • Demonstrated ability to lead commercial strategy or GTM engagements from diagnosis through implementation 
  • Experience working with mission-driven organizations or emerging markets preferred.
  • Strong analytical and structured problem-solving abilities 
  • Experience with segmentation, value proposition design, pricing, and GTM planning 
  • Ability to build high-quality deliverables including strategic frameworks and practical toolkits 
Other Skills:
  • Strong communication, facilitation, and stakeholder management skills 
  • Comfort working in ambiguity and balancing strategy with hands-on execution 
  • Collaborative mindset and alignment with ATP's mission and values
  • Experience in Sub-Saharan Africa 
  • Familiarity with sustainability, climate, or energy access sectors 
  • Ability to work independently and engage senior stakeholders 
Working Arrangements
  • Location: Remote or hybrid, with ability to collaborate across African and U.S. time zones 
  • Travel requirements:  None 
  • Required start date: Mid-January 
  • Contracting period: 12 Weeks 

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