McW Executive Search | McWillson Executive Recruitment

Description:

Revenue and Pricing Director | Africa
– location will be confirmed / in charge of 1 operation

Responsible for evaluating and deciding  all pricing decisions for the Communications, Information, Entertainment, Solutions, MFS and SME B2B categories with the objective of substantially increasing profits by growing the customer base, increasing ARPU, increasing the uptake of new products and services, etc.

– Understand the local market for mobile services; keeping abreast and understanding competitor’s offers and pricing in collaboration with Category development and Commercial line manager.
– Analyze and understand customer preferences, customer level elasticity and their impact on pricing
– Oversee customer research to support the mentioned analysis and understanding
– Define pricing strategy
– Design and tes alternative pricing approaches with a holistic customer view.
– Analyze and modeling the financial impact of alternative pricing approaches
– Ensure targeted offer prices are aligned to overall pricing strategy
– Report to top management for approval of new pricing decisions
– Support of delivering Business case for CAPEX
– Business case product analysis
– Geo-marketing practice and analysis
– Revenue analysis and reporting to the management

Team Management  – over 10 direct reports for customer base analytics, offer design and financial modeling
Targets/KPIs
•Services Growth margins
•Profits generated from new adds
•Number of RGS
•ARPU and margin of existing base (shared with Targeted Sales)
•Other KPI’s can be add depending on the evolution of the business

Required Qualifications:

•Mobile telecoms market knowledge and customer understanding: strong understanding of the mobile business including, the main products and services (voice, data and VAS), revenue streams, tariffs and offers, customer preferences, etc. for the company and competitors (Expert level required)
•Database analytics: experienced in designing (or ideally programming) SQL queries and detailed understanding of mobile database structures (e.g. CDRs, revenues, customer profiles, etc.) (Advanced level required)
•Financial modeling: strong understanding of modeling of costs and revenues associated to offers and pricing alternatives (Advanced level required)
•Demonstrates proven extensive abilities and success managing a team around efforts
•Demonstrates self-motivation and responsibility for personal growth and development while mentoring and coaching junior members of the team.
•Demonstrates communicating value propositions;
•Managing resource requirements, project workflow, budgets, billing, collection; and, preparing or coordinating complex written and verbal materials.
•Market research: good understanding of customer understanding research techniques, knowledge of pricing conjoint desired (Advanced level required)
•Positive and proactive attitude
•People Management experience
•Analytical and strategic thinking, problem solving
•Excel and database management tools (i.e. , VBA, Access) – expert level required
•Mobile African market knowledge and experience will be plus
•Fluent English and / or French
•Desirable experience: Pricing experience (or Commercial/Marketing experience with a strong analytical component (e.g. customer base analytics, pricing, revenue assurance, etc.)), 5+ years in telecoms (8+ yrs. total work experience), ideally with 4-5 years’ experience in the market
•University degree in Mathematics, Physics, Engineering (or alternatively Marketing, Business Administration with the aforementioned analytical business experience)

Offer:

Very attractive basic salary
Bonuses
Benefits
Relocation package…..etc