Commercial Strategy Manager

Pricing and Customer Growth

• Develop pricing strategies, pricing frameworks, discount principles, and commercial guidelines with Finance and Sales.
• Monitor pricing effectiveness and recommend adjustments based on market conditions and customer behavior.
• Analyze customer segmentation, prioritization, acquisition, retention, cross-selling, upselling, and lifetime value.
• Evaluate customer and channel economics and recommend improvements to channel mix, coverage, productivity, and profitability.
• Support customer value propositions, positioning, commercial messaging, and strategic account planning.

Deals and Partnerships

• Collaborate with Sales and Business Development teams to prioritize strategic opportunities.
• Provide commercial insights for bids, tenders, proposals, negotiations, and strategic deals.
• Evaluate deal economics, pricing structures, contractual considerations, risks, and expected profitability.
• Support negotiation strategies for major customers, partners, and commercial agreements.
• Evaluate potential partners and support strategic partnership and ecosystem expansion initiatives.

Market Intelligence and Risk

• Develop competitive intelligence covering competitors, pricing, products, market positioning, capabilities, and strategic moves.
• Monitor industry developments, economic conditions, regulatory changes, technology trends, and customer behavior.
• Establish market intelligence dashboards and recurring commercial-performance reports.
• Identify commercial risks and develop mitigation strategies.
• Conduct scenario planning and sensitivity analysis.
• Evaluate mergers, acquisitions, joint ventures, investments, and strategic alliances where applicable.

Performance and Governance

• Develop dashboards covering revenue, margin, pricing, pipeline, customer value, and strategic initiatives.
• Establish KPIs and governance mechanisms for commercial strategy execution.
• Track initiatives, milestones, owners, and benefits through delivery.
• Identify operational improvements that strengthen commercial performance.
• Benchmark commercial performance against competitors and industry standards.
• Drive continuous improvement in planning, decision-making, analytical capabilities, and strategic execution.

Candidate Profile

• Strong experience in commercial strategy, business strategy, management consulting, corporate development, revenue management, business development, strategic planning, or related commercial disciplines.
• Strong understanding of commercial strategy, market dynamics, revenue models, and profitability drivers.
• Proven experience developing and executing commercial strategies.
• Strong analytical and financial modeling capabilities.
• Experience with market sizing, segmentation, competitive analysis, and opportunity assessments.
• Strong understanding of pricing strategy and commercial economics.
• Experience developing business cases and investment recommendations.
• Ability to translate complex business data into practical strategies.
• Experience supporting major deals, tenders, negotiations, or strategic partnerships.
• Strong project-management and cross-functional leadership capabilities.
• Strong strategic thinking, structured problem-solving, communication, and presentation skills.
• Ability to influence stakeholders without direct authority and engage senior leadership.

Additional Qualifications

• Strong understanding of financial statements, business performance, and commercial KPIs.
• Experience with market intelligence, competitive benchmarking, and scenario analysis.
• Strong written and verbal communication skills in English.
• Experience working with international and distributed teams.
• Relevant business, finance, economics, strategy, marketing, engineering, or related qualifications are highly desirable.
• An MBA or equivalent advanced business qualification is advantageous.

Key Performance Indicators