Head of Pricing and Commercial Performance

Tracker South Africa; Johannesburg; On-site; ZAR 2,500,000 - 3,800,000; Full time

Job summary

Tracker South Africa seeks a Head of Pricing and Commercial Performance at our Johannesburg Head Office. You will lead channel pricing, pricing governance, profitability analysis and data‑led decision support across all commercial channels, including TTAME and TFS, establishing pricing frameworks and governance that improve margins and revenue growth.

The role requires senior leadership with extensive experience in commercial finance, pricing and governance, and collaboration with Sales,

Qualifications

• Relevant degree in Finance, Accounting, Commerce, Economics, Business Management or related field.
• Advanced financial modelling, pricing analytics and profitability reporting capability.
• Strong working knowledge of ERP, CRM, BI and reporting tools.
• Advanced Excel and data interpretation capability; Power BI, SQL or similar reporting and analytics experience advantageous.
• Sound understanding of commercial governance, financial controls, margin management and pricing policy design.
• Clear written and verbal communication skills, with the ability to explain complex pricing, commission and commercial recommendations to senior stakeholders.
• Minimum 12–15 years’ experience in commercial finance, pricing, revenue management, channel commercial management, financial planning and analysis, or senior operational finance.
• Proven experience leading pricing, profitability, margin improvement and commercial governance initiatives in a complex, multi‑channel environment.
• Strong track record in budgeting, forecasting, financial modelling, management reporting and executive decision support.
• Experience partnering with Sales, Operations, Finance, IT and senior leadership to drive commercial outcomes.
• Demonstrated ability to improve reporting accuracy, automate profitability insights and embed data‑led commercial decision‑making.
• Experience managing teams, developing capability and leading change across business units or portfolios.
• Experience operating at senior management or Head level, with direct exposure to executive committees, commercial governance forums and enterprise‑level decision‑making.
• Exposure to commercial contract management, tenders, strategic account decisions, channel commissions or channel profitability analysis will be advantageous.
• Experience with large data sets, data models, SQL and Power BI will be advantageous.

Responsibilities

• Develop and embed channel pricing frameworks that protect margin, support revenue growth and enable consistent commercial decision‑making.
• Lead profitability analysis across channels, customers, contracts, tenders, products and revenue models.
• Establish pricing governance, discount control, approval thresholds and escalation processes.
• Provide executive‑level commercial insights, scenario modelling and recommendations to support strategic decisions.
• Own the commercial decision‑support agenda for the CCO, including executive packs, investment scenarios, pricing recommendations, governance escalations and strategic trade‑offs.
• Lead market, competitor and pricing benchmarks to inform product positioning, pricing decisions and customer value propositions.
• Identify and motivate new commercial offerings that support Tracker’s growth strategy.
• Partner with Sales, Finance, Operations, Business Intelligence and IT to improve pricing accuracy, reporting automation and data standardisation.
• Lead customer master data improvement initiatives in collaboration with BI, IT, Finance and CX teams.
• Identify margin leakage, pricing inconsistencies and commercial risks, and drive corrective action plans.
• Provide commercial leadership for negotiations, tenders, contract renewals and strategic account decisions through robust financial modelling and business case development.
• Establish clear commercial accountability across channels by defining ownership, decision rights, performance routines and follow‑through mechanisms for pricing, margin and commission‑related actions.
• Build commercial discipline, strengthen team capability and improve organisational understanding of pricing rationale, channel commission application and commercial governance.
• Pricing strategy and governance: Define, implement and continuously improve structured pricing policies, approval levels, discount rules, promotional pricing frameworks, value‑based pricing models and governance forums across commercial channels.
• Commercial performance management: Monitor channel profitability, gross margin trends, cost‑to‑serve, revenue quality, product profitability, customer‑level performance and pricing impact to inform commercial action.
• Financial modelling and decision support: Build and review models for pricing, tenders, contracts, channel commissions, investment cases, scenario planning, NPV, IRR and EVA assessments, and present clear recommendations to executive forums and governance committees.
• Channel commercial planning: Shape channel strategy, sales planning, targets, forecasting, commission structures and commercial performance reviews with accurate data and actionable insights.
• Margin improvement: Identify pricing leakage, underperforming channels, unprofitable customer segments, product profitability concerns and opportunities to improve margin stability, revenue quality and commercial viability.
• Data, systems and reporting: Drive standardised pricing data, customer master data ownership, pricing governance tools, discount matrices, Delegation of Authority frameworks, commission guidelines, automated profitability reporting, dashboards and improved reporting accuracy through BI, ERP and finance systems.
• Stakeholder engagement: Influence senior stakeholders across Sales, Marketing, Product, Finance, Operations, EXCO, Commercial Committee forums and channel leadership to ensure alignment on pricing, commission and commercial priorities.
• Commercial governance and documentation: Ensure commercial documentation, decision records, pricing rationale and approval evidence are maintained in line with internal governance, audit and financial control requirements.
• Executive advisory and decision rights: Serve as the senior commercial advisor to the Chief Commercial Officer by preparing decision‑ready recommendations.

Skills

Strategic leadership

Pricing governance

Profitability analysis

Scenario modelling

Executive communication

Education

Finance/Accounting/Commerce degree

Tools

ERP

CRM

BI

Power BI

SQL

Job description

Head of Pricing and Commercial Performance

Tracker requires the services of a Head of Pricing and Commercial Performance in the Commercial Department based at our Head Office in Johannesburg. The candidate is responsible for leading channel pricing, commercial governance, profitability analysis, pricing optimisation and data‑led decision support across all commercial channels, including TTAME and TFS. The role is accountable for establishing disciplined pricing frameworks, financial models, business case evaluations, channel commission principles and governance tools that improve margins, enable commercially sound decision‑making and support sustainable revenue growth and profitability.

Responsibilities

• Develop and embed channel pricing frameworks that protect margin, support revenue growth and enable consistent commercial decision‑making.
• Lead profitability analysis across channels, customers, contracts, tenders, products and revenue models.
• Establish pricing governance, discount control, approval thresholds and escalation processes.
• Provide executive‑level commercial insights, scenario modelling and recommendations to support strategic decisions.
• Own the commercial decision‑support agenda for the CCO, including executive packs, investment scenarios, pricing recommendations, governance escalations and strategic trade‑off analysis.
• Lead market, competitor and pricing benchmarks to inform product positioning, pricing decisions and customer value propositions.
• Identify and motivate new commercial offerings that support Tracker’s growth strategy.
• Partner with Sales, Finance, Operations, Business Intelligence and IT to improve pricing accuracy, reporting automation and data standardisation.
• Lead customer master data improvement initiatives in collaboration with BI, IT, Finance and CX teams.
• Identify margin leakage, pricing inconsistencies and commercial risks, and drive corrective action plans.
• Provide commercial leadership for negotiations, tenders, contract renewals and strategic account decisions through robust financial modelling and business case development.
• Establish clear commercial accountability across channels by defining ownership, decision rights, performance routines and follow‑through mechanisms for pricing, margin and commission‑related actions.
• Build commercial discipline, strengthen team capability and improve organisational understanding of pricing rationale, channel commission application and commercial governance.
• Pricing strategy and governance: Define, implement and continuously improve structured pricing policies, approval levels, discount rules, promotional pricing frameworks, value‑based pricing models and governance forums across commercial channels.
• Commercial performance management: Monitor channel profitability, gross margin trends, cost‑to‑serve, revenue quality, product profitability, customer‑level performance and pricing impact to inform commercial action.
• Financial modelling and decision support: Build and review models for pricing, tenders, contracts, channel commissions, investment cases, scenario planning, NPV, IRR and EVA assessments, and present clear recommendations to executive forums and governance committees.
• Channel commercial planning: Shape channel strategy, sales planning, targets, forecasting, commission structures and commercial performance reviews with accurate data and actionable insights.
• Margin improvement: Identify pricing leakage, underperforming channels, unprofitable customer segments, product profitability concerns and opportunities to improve margin stability, revenue quality and commercial viability.
• Data, systems and reporting: Drive standardised pricing data, customer master data ownership, pricing governance tools, discount matrices, Delegation of Authority frameworks, commission guidelines, automated profitability reporting, dashboards and improved reporting accuracy through BI, ERP and finance systems.
• Stakeholder engagement: Influence senior stakeholders across Sales, Marketing, Product, Finance, Operations, EXCO, Commercial Committee forums and channel leadership to ensure alignment on pricing, commission and commercial priorities.
• Commercial governance and documentation: Ensure commercial documentation, decision records, pricing rationale and approval evidence are maintained in line with internal governance, audit and financial control requirements.
• Executive advisory and decision rights: Serve as the senior commercial advisor to the Chief Commercial Officer by preparing decision‑ready recommendations.

Qualifications

• Relevant degree in Finance, Accounting, Commerce, Economics, Business Management or a related field.
• Advanced financial modelling, pricing analytics and profitability reporting capability.
• Strong working knowledge of ERP, CRM, BI and reporting tools.
• Advanced Excel and data interpretation capability; Power BI, SQL or similar reporting and analytics experience advantageous.
• Sound understanding of commercial governance, financial controls, margin management and pricing policy design.
• Clear written and verbal communication skills, with the ability to explain complex pricing, commission and commercial recommendations to senior stakeholders.
• Minimum 12–15 years’ experience in commercial finance, pricing, revenue management, channel commercial management, financial planning and analysis, or senior operational finance.
• Proven experience leading pricing, profitability, margin improvement and commercial governance initiatives in a complex, multi‑channel environment.
• Strong track record in budgeting, forecasting, financial modelling, management reporting and executive decision support.
• Experience partnering with Sales, Operations, Finance, IT and senior leadership to drive commercial outcomes.
• Demonstrated ability to improve reporting accuracy, automate profitability insights and embed data‑led commercial decision‑making.
• Experience managing teams, developing capability and leading change across business units or portfolios.
• Experience operating at senior management or Head level, with direct exposure to executive committees, commercial governance forums and enterprise‑level decision‑making.
• Exposure to commercial contract management, tenders, strategic account decisions, channel commissions or channel profitability analysis will be advantageous.
• Experience with large data sets, data models, SQL and Power BI will be advantageous.

Core Competencies

• Strategic commercial and financial leadership.
• Pricing strategy, governance and discount control.
• Budgeting, forecasting, scenario modelling and profitability analysis.
• Channel, customer, product, contract and commission performance management.
• Governance, risk management, audit readiness and financial control.
• Data standardisation, BI reporting and automation of commercial insights.
• Executive stakeholder engagement and clear communication of complex financial information.
• Change leadership, process improvement and cross‑functional delivery.
• Market and competitor insight, including pricing behaviours, product positioning and customer preferences.
• Team leadership, coaching and capability development.
• Enterprise leadership, decision quality and ability to influence outcomes without direct control.
• High integrity, accuracy, ownership and disciplined execution.