Commercial Strategy & Market Intelligence Consultant

• Reporting Line: You will report to Anne-Sophie, Director of Revenue & Operations.

• Open to Part-Time and Flexible working arrangements

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. 

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

• Experience & Background

  • 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

  Skills & Capabilities

  • 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

  Sustainability & Regulatory Literacy

  • 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

  AI Proficiency

  • 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

  
  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

   

  Engagement Approach

  We operate with a high degree of trust. We will agree to a clear brief, milestones, and a phased approach and priorities for deliverables. Beyond that, we expect you to work independently, flag issues early, and come to check-ins with substance, not status updates.

   

  We are open to structured proposals that suggest an alternative scope or phasing if you believe a different approach would produce better outcomes. We value rigour, directness, and commercial judgement over volume of output.

________________________________________________________________________________________

The world is in a waste crisis. Currently we produce 2.1 billion tons of solid waste per year. Data collection of the waste we produce is non-existent, meaning no systematic transparency and no accountability. It means that recycling targets are not upheld, dumping of waste into our oceans remains nobody's responsibility, recyclables get sent to landfill or incineration, and producers get away with sub-standard packaging. Thus, recycling rates stubbornly remain at 10% and, unless we change, by 2040 the plastic stock in the ocean will have quadrupled - a problem that already costs society $1.5 trillion each year.

Our mission is to digital waste flows to accelerate the circular economy. Currently, our camera system and AI software are deployed in recycling plants and waste facilities around the world to measure material flows and provide waste analytics. We have compiled a team of experts to deploy our technology and we’re looking to expand our team.

• Applications are reviewed on a rolling basis and priority is given to candidates who are available immediately.

• Only applicants who have the right to work in the UK will be considered at this time.
  

• Please note that we will manually filter screening questions for authenticity; pure AI-generated answers or lack of answer will result in automatic disqualification. We want to hear your voice and personal experience.

• We are 100% committed to building a diverse and representative team. Whatever your race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability - we want to hear from you.