Snr Specialist: Commercial Pricing

Structural Information

Job number:                     10031727

Job title:                             Snr Specialist: Commercial Pricing

Job grade:                          S4

Group/ BU:                       Openserve

Division:                             Openserve

Span of control:               0-5

Reports to:                        Executive Management

Core Description

This role plays a critical role as the commercial architect behind Openserve’s wholesale price structures. It is responsible for developing data-driven pricing strategies that balances strategic pricing models (to defend market share against rival FNOs) with tactical rate-card management for ISPs. It ensure that Openserve remains the "provider of choice" for high-speed fiber, copper migration, and backhaul services while protecting the company’s EBITDA. 

Strategic Revenue Optimization:
Transition from reactive pricing to a proactive, value-based model that identifies untapped margin opportunities.
Implement dynamic pricing strategies to maximize revenue based on real-time market demand and competitor shifts.
Directly combats revenue erosion caused by Product Migration, Contract Renewals and Service Discounting

Expected ROI & Impact
Margin Improvement: Targeted price adjustments and leakage corrections can typically drive a 1%–5% increase in overall gross margin.
Decision Speed: High-level summaries for executives allow for faster, more confident strategic pivots.

Complex Bid & Solution Governance:
Serves as the primary commercial architect for complex RFXs, Bids, and Tenders, ensuring technical and commercial viability of contracts.
Provides high-level commercial governance over rate cards and dealer incentives to maintain market discipline.

Job Responsibilities

1. Developing data-driven pricing strategies
Design long-term pricing frameworks for Fibre-to-the-Home (FTTH), Fibre-to-the-Business (FTTB), and National/Metro Backhaul services.
Monitor the pricing moves of competitors. Conduct "Price-to-Win" analyses to ensure Openserve’s wholesale offerings remain attractive to ISPs.
Structure commercial incentives and "decommissioning" pricing models to accelerate the migration of the legacy base to Next-Generation Networks (NGN).
Ensure all pricing structures comply with ICASA (Independent Communications Authority of South Africa) regulations and the Electronic Communications Act. 
Build complex Bottom-Up and Top-Down cost models to determine the profitability of new product launches and volume-based discount (VBD) structures.
Maintain and update the official Openserve Wholesale Price List, ensuring all ISP partners have clear, transparent access to updated tariffs.
Act as the pricing lead for high-value tenders, negotiating special commercial terms for large-scale enterprise or government connectivity projects.
Develop Simple Commercial Pricing Models and Tools to enable quick decision making by executives
Perform post-implementation reviews on price changes to measure volume elasticity—analyzing if price drops actually led to the expected increase in "homes connected."
Lead a team.

Core Competencies

Functional Knowledge/ Skills 
Financial Acumen; Customer requirements; Data Analysis; Marketing and Sales Disciplines/ principles; Segmentation; Trade marketing; Business Acumen; Openserve Policies and Procedures; Customer experience; Openserve Products; ICT Regulatory environment; Market research; Action planning; Analytics; Conceptualisation; Customer excellence orientation; Innovation; Listening potential; Organising; Assertive

Competencies (Behaviour)
Business Leadership; Market Leadership; Personal Leadership; Thought Leadership; Values aligned with Telkom and Openserve Values

Certifications

Education

Experience

Additional Information

Qualifications:
Qualification preferably in Mathematics, Statistics, Economics, or Finance.

Special Requirements:
Ability to cultivate and build relationships.
Ability to work under pressure.

Special Requirements

Physical Requirements

Key Stakeholders

Openserve external customers
Commercial Operations
Marketing teams
Business Development Managers
Finance
Product Development