Head of Commercial Strategy | Africa

Position: Location:
Head of Commercial Strategy, Planning and Performance Tunisia
Industry: Job ID:
IT, Telecom ComSChad – 98


Head of Commercial Strategy, Planning and Performance

Responsible for all the Commercial Strategy, Planning and Performance.
Support the Commercial Organization by insight generation, strategic direction, performance management tools, commercial planning and innovating analytics capabilities and tools to improve business performance & profitability. Lead budget planning and PnL, BI & analytics, reporting, market study and research, market intelligence and geo strategy. Support and knowledge management/learning from experience.


•Budget and forecast building,
•Commercial Capex and Opex setting
•PnL management and control
•Planning and Monitoring company Performance
•Geo marketing
•Market intelligence and Market study
•Implement governance standards across the existing and new decision-making tools.
•BI, Analytics and DATA mining

1.Strategy & Planning:
•Drives all activities related to the planning cycle of CCO and own department in collaboration with all stakeholders
•Leads the preparation of specific strategic reviews
•Is the secretary of the whole commercial organization and follow-up on actions
•Is the center of excellence for planning in the organization (support product, CLVM, SnD, Communications, Customer Experience, regions …etc.)

2.BI, Analytics and Reporting
•Transform the role of BI to a leading analytics and data insights generation that empowers the commercial team to best in class decision making
•Data mining & BI processing and management involving methods at the intersection of machine learning, statistics, and database systems.
•Developing and implemented big data use cases that generate incremental value to the business
•Deploying and foreseeing new BI/ DATA management tools and technology that involves business intelligence improvement
•Set, manage and monitor effective market intelligence process and organization with accurate tools and methods
•Deliver all commercial KPI’s in accordance with company’s operating plan and develop, secure and nurture new strategic dashboard and reporting,

3.Core Business Support, Market research and Intelligence
•Develop and implement strategic commercial plans in line with the business’ overall objectives and take full accountability on supporting commercial operations and financial objectives.
•Set the strategic framework for successful commercial performance within product, CLVM, Sales and distribution, customer experience, regional directors
•Review and re-shape the organization’s understanding to respond to changes in the market or/and internal priorities
•Oversee all commercial revenue stream B2C, B2B and MFS.
•To set, manage, monitor geographical intelligence within marketing, sales and distribution.
•Develop, create, and improve marketing research from methodology, sampling, data collection, analysis, and presentation.
•Plan, coordinate and control projects using industry standard project management technique and use qualitative and quantitative measures for benchmarks

Pricing and PnL
•Accountable to support growing and optimize profitability of all commercial revenue streams
•Effectively supervise company budget and spend allocation in line with business drivers to ensure maximum return on investment
•Leads price setting and commercial policy activities (incl. pricing reviews with marketing and business owners)
•Runs the yearly price review process
•Supports the whole commercial organization of pricing and PnL evaluation
•Coordinates and supports implementation of process and operations improvement activities
•Financial analysis and decision making support:
•Supports financial analysis data and proposes commercial decisions based on that
•Builds and validates business cases for projects

Project involvement / follow-up
•Responsible to support and be part of commercial Project activity
•Supports, reviews and provides regular status updates on projects managed by other people within other activities
•Prepares the commercial sections of management reports in close collaboration with the Finance BP e.g. monthly/quarterly business report
•Ad hoc problem solving / operations support

4.People Leadership
•Coach, motivate and inspire staff working as part of the commercial & partnerships team to optimize performance and achieve both strategic and financial objectives.
•Create an enthusiastic and successful working environment focusing on thinking outside the box and challenging business norms.
•Implement processes to ensure staff are delivering best practice and managing performance
•Set clear expectations and hold people accountable for delivering results and outcomes.
•Establish and maintain strong relationships across all levels of the business
•Support the development and delivery of other departments with the organization
•Ensure health and safety protocols are followed in accordance with compliance policy.

5.Strategic Leadership
•Support the development of the commercial including facilitating the production of the annual business plan for trading activities.
•Work with service managers to identify, develop and implement income generation opportunities and money saving proposals, capitalizing on existing resources and areas of expertise.
•Work with services, stakeholders and customers to deliver innovative approaches to delivery of complex projects, optimizing value for money, minimizing commercial risk and extending the scope of existing income activities.
•Provide direction, expertise, guidance and leadership as necessary.
•Produce reports and briefings to Commercial Board, Senior Managers and regional teams
•Effectively support and deliver business requirements and achieve benefits realization.
•Develop and utilize customer insight capability to drive strategic outcomes and service planning.
•Build and develop a network of contacts to raise the profile of services and gain additional business.
•Ensure projects are successfully delivered within agreed timescales, resource and quality requirements.
•Manage projects within the defined financial, time and quality limits and escalating deviation from these to the Commercial Board.
•Research, investigate and where commercially astute, deliver new ideas, programmers and initiatives to support commercial in developing market.
•Work cross functionally to develop an associated sales and marketing plans and tools to support the initiatives
•Proactively defining measurable KPIs and potential opportunity or/risk related to commercial

Required Qualifications:

•5+ years of proven Marketing Strategy, Commercial Strategy or/and related area
•3+ years managing and driving BI, analytics
•Experienced in advanced analytics (big data, statistical analysis, machine learning, etc)
•University degree in technology / business administration, marketing or related areas
•MBA or Master in Science is desired
•Proficiency with the MS Office Suite including Microsoft Word, Excel, Power Point, Project and Visio
•Experience with analytics tools (SQL, microstrategy/tableu, R/SPSS,  etc)
•Able to build relationships and credibility quickly
•Fluent in English and French (a plus)

•A world-class commercial and analytics expert in mobile
•Passionate about the possibilities (and challenges) of an increasingly digitally enabled world.
•Passionate about digital products and services.
•Strategic thinker.
•Effective communicator and presenter.
•A team player, able to work well in a global/local environments and influence them.
•Execution and result orientation
•A strong customer centric approach.
•Deep understanding of market environment and market dynamic
•Engage and Inspire
•Lead & manage change
•Critical technical and professional capabilities
•Understands business concepts, analyses figures, tackles many competing priorities
•Displays strong leadership and ability to drive projects and changes
•Has the ability to understand and assimilate different markets and cultures
•Communicates with impact
•Strives to do the “right thing”, not just the “easy thing”
•Effective in unifying and creating teams of people with disparate skills
•Courageous and decisive, prioritizes effectively, maintains a clear focus and sees action through to delivery
•Energetic, determined, positive, goal focused and consistent – even under pressure
•Builds trust and demonstrates integrity in all circumstances.
•Adheres to Corporate Policies and Procedures, including Code of Conduct, Audit Procedures and any control related responsibility for financial data entered, stored, or reported via business systems within employee’s control (list not exhaustive).

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