Commercial Strategy & Market Intelligence Consultant
Job Description
The Team & Environment
Reporting Line: You will report to Anne-Sophie, Director of Revenue & Operations.
Open to Part-Time and Flexible working arrangements
About the role
We are seeking an experienced freelance consultant, independent analyst or MBA to lead a strategic market and business intelligence project. This is a senior, autonomous engagement for someone who can take a brief, add to it based on experience, and deliver rigorous, decision-ready outputs independently.
The work will directly inform our go-to-market strategy: where we focus commercially, how we segment and prioritise customers, which regions to invest in, and how regulations and end-of-life dynamics are reshaping the market. You will work closely with senior leadership, presenting findings and strategic assumptions.
The ideal candidate brings a track record of delivering market intelligence or commercial strategy projects independently, ideally with relevant sector experience in B2B, sustainability, or technology markets.
Scope of Role
Customer Segmentation & Ideal Customer Profile
Design and execute a structured customer segmentation framework covering behavioural, needs-based, and value-based dimensions
Define and validate Ideal Customer Profiles (ICPs) by synthesising CRM data, win/loss reviews, revenue data, and external market sources
Identify the defining characteristics of highest-value accounts and develop actionable lookalike profiles for pipeline and prospecting prioritisation
Map customer pain points, buying triggers, and decision-making criteria by segment
Identify all stakeholders involved in purchase decisions (economic buyers, champions, blockers, influencers)
Document objections, evaluation criteria, and typical sales cycle length by segment
Capture unmet needs and feature gaps to feed into Product and GTM strategy
Deliver a segmentation model that can be operationalised by Business Development, Revenue & Operations, and Marketing teams post-engagement
2. Market Mapping & Prioritisation
Map the addressable market geographically identifying where demand, regulatory tailwinds, and competitive conditions align most favourably
Analyse variation for key countries in customer needs, buying behaviour, competitive intensity, and market maturity
Produce a prioritised market map with clear strategic rationale for where to invest versus deprioritise
Provide actionable recommendations on sequencing market entry or expansion across regions
3. Market Sizing & Commercial Opportunity Assessment
Quantify the Total Addressable Market (TAM), Serviceable Addressable Market (SAM), and Serviceable Obtainable Market (SOM) by segment and region, with clear methodology and assumptions
Identify high-growth verticals, underserved niches, and whitespace opportunities through primary and secondary research
Conduct a detailed competitive benchmarking exercise, analysing how key competitors position their offering, structure their pricing, and differentiate on value proposition across target markets
Assess our current pricing architecture against market and customer value perception: identify whether we are correctly positioned, where we may be leaving revenue on the table, and where pricing is acting as a barrier to conversion
Evaluate pricing models and monetisation structures including subscription, usage-based, tiered, and hybrid SaaS models, and provide recommendations on how our pricing strategy should evolve to improve competitiveness, retention, and expansion revenue
Map the relationship between pricing, customer segment, and willingness to pay based on available data and competitive intelligence
Deliver a pricing strategy brief with specific recommendations on model, tiers, positioning, and packaging, suitable for review by the leadership team
4. Sustainability, Waste & End-of-Life Market Dynamics
Assess how sustainability mandates, waste reduction imperatives, and end-of-life product regulations are reshaping customer demand and purchasing decisions across target segments
Map the evolving regulatory environment by country covering extended producer responsibility (EPR), WEEE, circular economy legislation, and net-zero supply chain pressures and identify where compliance is creating commercially addressable demand
Evaluate competitor positioning and identify messaging gaps and strategic opportunities
Size the commercial opportunity associated with the overall waste sector including MRFs, PRFs, transfer stations, MSW, WEEE, Paper and Glass Recycling, Chemical Recycling, Flakes, e-scrap…
5. Strategic Synthesis & Executive Recommendations
Consolidate all workstream outputs into a coherent, executive-ready strategic report with clear conclusions and prioritised recommendations
Present findings to senior leadership with the ability to defend assumptions and constraints and facilitate strategic discussion
Produce supporting materials including dashboards, segmentation and scoring model for market priorisation, and regional opportunity maps suitable for ongoing internal use
Identify the top 3–5 strategic priorities that should shape go-to-market decisions over the next 12–24 months