Job Title: Short-Term Consultant (STC) China Market Outreach Consultant (150 days) based out of Hong Kong Department: Lighting Global within IFC Energy and Water (CASEE) Background IFC, a member of the World Bank Group, is the largest global development institution focused exclusively on the private sector in developing countries. IFC works in more than a 100 developing countries and allows companies and financial institutions in emerging markets to create jobs, generate tax revenues, improve corporate governance and environmental performance, and contribute to their local communities. Lighting Global is the platform supporting IFC s country-based program efforts to develop national off-grid solar markets through Africa, South and East Asia, and the Pacific Islands. Lighting Global now spans more than 14 countries and includes collaborations with development partners and more than 20 IFC corporate clients. As a result of Lighting Global s work to support market development through programs in Africa and Asia, more than 44 million people worldwide have gained access to cleaner, safer, and more affordable energy solutions since the program inception in 2008. Solar home systems and compact solar lighting devices (most with mobile phone chargers) deploy advanced technology that enable cost-effective delivery of modern energy services to the 1.1 billion off-grid population today. To support the rapid deployment of these technologies, IFC works directly with companies, pioneering innovative business models that enable commercial delivery of energy services through the adoption of transformative energy technologies by populations traditionally mired in energy poverty. IFC supports market development for companies that take advantage of this burgeoning opportunity. At the consumer level, IFC works on increasing awareness of and access to quality verified products. In addition, Lighting Global leads the product quality assurance framework that underpins the global industry. Working with manufacturers, distributors, governments, industry standards bodies and testing laboratories, combined effort is made to ensure that the final off-grid consumer can buy affordable quality and is increasingly protected from inferior products. The
Lighting Global product quality verification framework has now become the international industry framework for quality assurance and in some countries, certification is a pre-condition for any solar lighting device imports. Lighting Global has helped countries establish their own testing facilities. Further, Lighting Global works with IFC s clients and the Global Off-grid Lighting Association, as well as with the investor community, to mobilize private investments to push the market to move to scale. General Description: IFC s Lighting Global is seeking a short term consultant (STC) China Market Entry/Outreach Consultant to devise and implement a Lighting Global China market outreach strategy. The consultant will be tasked with a) crystallizing a strategy to increase direct engagement of Chinese manufacturing companies with Lighting Global (e.g. through the Associate Program, through increased product testing or through other advisory engagement) and b) to plan a strategy to address the intellectual property challenge of Chinese copy-cat products that are being mass produced in China and sold globally into off-grid markets. The latter issue affects existing companies IP, erodes their marketing efforts and contaminates nascent markets with potentially sub-standard copycat products. Here, the Consultant may be required to work with our partners (GOGLA and others) and one of our testing laboratories in China (SMQ) who are also working on this issue. c) explore and reach out to Chinese companies in the off-grid appliance and solar pumping universe To address this, Lighting Global anticipates a multipronged outreach to manufacturing companies, governments and trade bodies along with an outreach/communications plan adapted to the Chinese market. The consultant will be expected to engage in dialogue with a) key Chinese manufacturers of solar off-grid lighting products across the product universe covered by the Lighting Global Quality Assurance (QA) framework b) to engage with relevant Chinese government bodies and parties in a dialogue about product quality assurance (QA) and related Intellectual Property challenges, c) any China-Africa trade bodies and treaty administrators to explore the opportunity of tightening exports from China to Africa of non QA tested products. The outreach will involve educating stakeholders on the role of the Lighting Global QA framework and encouraging
Chinese companies (and potentially Chinese governments to recommend) to participate in the Lighting Global QA framework. d) engage with Lighting Global communications to ensure consistent messaging and approach Travel will be required to establish relationships and work on addressing the issues. In addition to this, the consultant will help identify and position the right messages and determine the appropriate channels to communicate the key messages of Lighting Global to the Chinese market. The role will require translation from English into Mandarin for Lighting Global. The role is based out of Shenzhen, China. Frequent travel is anticipated. Duties and Responsibilities: Market Outreach: Chinese Manufacturing Companies, Relevant Chinese Government Ministries/Bodies, China-Africa/China-South Asia Trade Related Entities: Devise and implement the Lighting Global China Market Entry strategy, identifying relevant and key Chinese manufacturers of off-grid solar companies and targeting companies with products for testing and identifying which may be copy cat products and monitor these Promote the Lighting Global quality assurance framework to these particular stakeholders and encourage them to recommend testing of home-grown Chinese products through the QA testing process Build a business development relationship with Chinese manufacturing companies centering on the Lighting Global quality verification program and the Lighitng Africa and lighting Asia country level market development support available to assist companies for market branded, quality verified products Devise and implement the Lighting Global China Market Entry strategy, identifying Chinese government bodies relevant to exporting Chinese manufacturing companies Explore how China Africa/ China-South Asia trade entities work and whether these can be leveraged to limit or otherwise address the large number of sub-standard exports from China to countries with large off-grid populations (India, Myanmar, Bangladesh, Ethiopia, etc.) Set out key objectives, key success factors, and core outreach activities and milestones and a timeline for implementation. The STC China Market Outreach Consultant will be supported in these efforts by the Lighting Global team [and the Beijing based IFC teams] Intellectual Property: Drivers of Change Understand the IP universe in China governing the behavior of companies in China and draw from legal advice to form a balanced view and approach on this
Set out key objectives, key success factors on IP drivers of change (such as reduced export of IP infringement products, increased own branded Chinese product testing, etc.), and core outreach activities and milestones and a timeline for implementation. Identify and reach out to Chinese governing bodies that address IP infringement and understand if possible to engage with these to reduce IP infringement; Devise an outreach plan to engage and communicate with these bodies to effectively drive policy on IP infringements Engage into a dialogue with these bodies and understand what the drivers for change in behavior are on which Lighting Global can legitimately act positively and carefully Market Outreach: Communications and Media Develop a communications plan to help the outreach efforts including the development of a Chinese relevant version of the Lighting Global website and email enquiry response system, relevant marketing materials and brochures, targeted mailshot, etc. Drawing on above dialogue, and create consistent messages and communicate about Lighting Global and its product quality verification framework across all stakeholders in China Manage and pre-empt reputational risks in a timely manner, address specific risks and draft holding statements and briefs for senior management when needed as well as briefings, press releases and others as needed Team Support Organize and participate in a weekly team meeting, identifying action items and ensuring follow-up. Coordinate meetings with global and local stakeholders and actively participate, following through on assignments. Ensure invoices related to the China Market Outreach strategy are paid and captured in the budget. Research vendors and best practices for global marketing and outreach efforts. Provide additional support on a project-by-project basis as needed. Selection Criteria: MBA or MA or MSc degree with a minimum of 10+ years relevant work experience in a private sector corporate or large institutional environment Strong technical background in solar off grid products or similar technology a prerequisite Excellent business development background and skills including finance, sales, whereby business development experience with Chinese manufactures of solar products a plus Business analysis and contract negotiation, experience in handling intellectual property and a demonstrated understanding of IP rights in Chinese a plus Strong communications experience in a multi-cultural and multi-stakeholder environment Excellent verbal, creative writing, and research/analytical skills.
Spoken and written fluency in English and in Mandarin mandatory. Spoken fluency in Cantonese desired but not required Excellent computer skills; proven ability to use standard technology package: Outlook, Word, Excel, PowerPoint Excellent organizational, planning, and project management skills. Ability and willingness to travel to Asia and/or Africa Ability to thrive under pressure and function effectively under tight deadlines, while managing multiple projects simultaneously. Application Please submit the below to Naomi Bruck (Program Coordinator for Lighting Global), at nbruck@ifc.org at your earliest opportunity but by February 18 th 2018 at the latest. Please use the subject Application: Lighting Global China Outreach. 1. Cover letter of no more than 1 page 2. Resume/CV