Commercial strategy & market intelligence consultant

Requirements

• 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
• Proven track record as a freelance consultant, independent analyst, or strategy advisor with demonstrable experience delivering market intelligence or go-to-market strategy projects end-to-end
• Several years of professional experience in market analysis, commercial strategy, management consulting, or a closely related field
• Experience working with senior stakeholders (C-suite, founders) and communicating complex findings with clarity and confidence
• Strong command of both qualitative and quantitative research methodologies comfortable designing a research approach, not just executing a template
• Sector experience in one or more of the following: B2B technology, environmental services, waste management, sustainability, or circular economy markets
• Prior experience in SaaS pricing strategy is strongly preferred, including hands-on work with subscription model design, tier architecture, usage-based pricing, or pricing-led growth initiatives in a software or technology business
• Exceptional analytical and structured thinking skills, able to frame ambiguous commercial problems and break them into tractable workstreams
• Strong data skills: advanced proficiency in Excel or Google Sheets
• Excellent written and verbal communication, able to produce polished, exec-ready deliverables independently
• Comfortable working with CRM data (HubSpot) and third-party market data sources (Statista, Euromonitor, Companies House, Beauhurst, etc.)
• Self-directed and highly organised, able to manage multiple workstreams, set your own pace, and deliver to agreed milestones without close supervision
• Working knowledge of sustainability frameworks, circular economy principles, and product lifecycle / end-of-life regulation, including EPR, WEEE, and net-zero reporting obligations
• Genuine interest in how environmental regulation and sustainability trends are reshaping markets and commercial strategy, able to bring informed perspective, not just desk research
• Confident and habitual user of AI tools including LLMs, AI-assisted research and synthesis platforms, and automation tools, as part of a modern analyst's workflow
• Able to demonstrate how AI tools have enhanced the quality, speed, or depth of previous analytical work
• Critically aware of AI limitations, knows when to trust outputs, when to verify, and where human judgement remains essential

What the job involves

• Reporting Line: You will report to Anne-Sophie, Director of Revenue & Operations
• 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
• 1. 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
• Key Deliverables:
• Customer segmentation framework and ICP documentation, ready for Sales and Marketing activation
• Regional market map with prioritised opportunity ranking and strategic rationale
• Market sizing model (TAM/SAM/SOM) with documented methodology and scenario analysis
• Sustainability and end-of-life market opportunity report, including regulatory landscape overview and commercial sizing
• Executive strategy deck synthesising all findings with prioritised recommendations for the next 12–24 months
• Working files, data models, and supporting materials handed over for internal use at close of engagement