Head of Commercial Performance & Margin Management

Operating at the strategic core of an established tech enterprise, this executive leadership position drives revenue quality and operational discipline across multiple commercial channels. Reporting directly to the Chief Commercial Officer, the successful candidate acts as a senior commercial advisor with enterprise-wide accountability for shaping commercial policy, establishing margin standards, and guiding strategic growth choices. The role focuses on translating sophisticated financial, competitor, and customer data into functional pricing decisions, margin improvement structures, and high-level recommendations for executive consideration.

The outcome expected is the implementation of structured pricing governance and robust financial modeling to minimize margin leakage and support sustainable, long-term profitability. Operating through influence across a cross-functional ecosystem—including Sales, Marketing, Product, Finance, Operations, Business Intelligence, and IT—the position ensures diverse commercial priorities are governed and converted into measurable business outcomes. This role serves as a critical gatekeeper for material tender, contract renewal, and commission structures before escalation to the executive committee or commercial forums.

• Pricing Strategy and Governance: Define, implement, and improve structured pricing policies, value-based pricing models, approval thresholds, promotional frameworks, and discount matrices across all commercial channels 
  

• Commercial Performance Management: Monitor channel profitability, gross margin trends, cost-to-serve, revenue quality, and customer-level performance to direct corrective action plans against margin leakage and commercial risks 
  

• Financial Modelling and Decision Support: Build and review rigorous models for pricing, tenders, contracts, channel commissions, investment cases, Net Present Value (NPV), Internal Rate of Return (IRR), and Economic Value Added (EVA) assessments to provide executive-level recommendations 
  

• Channel Commercial Planning: Shape ongoing channel strategy, sales target modeling, forecasting frameworks, and commission structures with accurate data and actionable insights 
  

• Cross-Functional Data Integrity: Partner with Sales, Finance, Business Intelligence, and IT to improve pricing accuracy, reporting automation, data standardization, and customer master data improvement initiatives
  

• Commercial Governance and Documentation: Maintain comprehensive decision records, pricing rationale, and approval evidence in strict alignment with internal governance, audit readiness, and financial control requirements
  

• People Leadership: Lead, coach, and develop commercial finance, pricing, and analyst capabilities, establishing clear operational accountability and performance routines
  

• Professional Experience: Minimum 12–15 years of dedicated experience across commercial finance, pricing, revenue management, channel commercial management, financial planning and analysis (FP&A), or senior operational finance
  

• Leadership and Governance Footprint: Proven track record operating at a senior management or Head level, with direct exposure to executive committees, commercial governance forums, and enterprise-level decision-making 
  

• Multi-Channel Commercial Expertise: Demonstrated experience leading pricing, profitability, margin improvement, and commercial governance initiatives within a complex, multi-channel environment 
  

• Advanced Analytical Capabilities: Strong track record in budgeting, forecasting, management reporting, financial modeling, and handling large datasets to drive data-led commercial choices
  

• Cross-Functional Stakeholder Influence: Proven ability to partner with and influence senior stakeholders across diverse business units, including Sales, Operations, Finance, and IT, without direct structural control 
  

• Exposure to commercial contract management, tenders, strategic account decisions, channel commissions, or channel profitability analysis 
  

• Chartered Accountant South Africa - CA(SA), Certified Management Accountant - CIMA, Master of Business Administration - MBA, or a relevant postgraduate commercial/finance qualification 
  

• Technical experience working with large data sets, data models, SQL, and Power BI
  

• Microsoft Excel (Advanced capability) 
  

• Microsoft Office 
  

• Google Suite 
  

• Power BI (Advantageous) 
  

• SQL (Advantageous)