head of commercial pricing.

About the Role

The Head of Commercial Pricing is responsible for defining and executing the commercial and pricing strategy. The role involves developing bespoke pricing structures, conducting thorough business risk assessments, crafting strategic commercial offerings, and facilitating timely internal approval processes. A core responsibility is establishing and maintaining the overall Pricing Governance and Framework for the Enterprise business, including management of the dedicated Pricing Forum. Success in this role demands a strategic mindset, strong financial acumen, and exceptional engagement with senior management to drive profitable business outcomes.

Key Responsibilities

• Leads the formulation of the pricing strategy for all commercial proposals, ensuring alignment with the overall company strategy.
• Supports the Sales team by performing detailed profitability analysis of commercial opportunities and driving the development of strategic commercial offerings.
• Develops and refines financial models to quantitatively assess the future profitability of potential opportunities and provide informed business recommendations.
• Engages regularly with internal stakeholders to plan revenue, usage, and churn campaigns, including determining optimal price points and recommending appropriate pricing constructs.
• Provides expert advice and recommendations by leveraging deep business acumen, including industry and segment pricing benchmarking, assessing competitor reactions, and analyzing the ICT market outlook to forecast revenue from new acquisitions and gauge impacts on the existing customer base.
• Develops comprehensive business and financial modeling to evaluate the long-term profitability of new or revamped products/services incorporating a pricing element.
• Collaborates closely with various stakeholders to prepare and secure timely approvals for required business cases.
• Manages competitor intelligence, including price benchmarking, monitoring competitor alerts, and assessing the potential impact of competitor pricing changes on market share and the existing customer base.
• Establishes and maintains robust Pricing Governance and Framework for the Enterprise division, including oversight of the Pricing Forum, ensuring clear reporting, tracking, and status updates for all Enterprise customer commercial submissions.

Requirements

• Education: Bachelor’s degree in Finance, Economics, Business Administration, or a related field. An MBA or equivalent postgraduate qualification is preferred.

• Experience: A minimum of 10 years of progressive experience in pricing strategy, commercial finance, or business analysis, ideally within the Telecommunications or ICT industry. Proven success in leading high-impact pricing initiatives and driving cross-functional collaboration.

• Skills & Competencies:

  • Exceptional financial modeling and analytical skills.

  • Deep business acumen with a strategic and adaptable mindset.

  • Excellent stakeholder engagement and communication abilities, particularly with senior management.

  • Proven proficiency in pricing governance, competitor benchmarking, and market trend analysis.

  • Ability to craft bespoke pricing and commercial offers in a B2B, solution-focused environment where standard pricing is not applicable.