Executive Head: Commercial Performance Job at Vodafone (Johannesburg)

Job Description

To lead the end-to-end commercial management agenda for Vodacom Wholesale across Mobile, Carrier, and Beyond Mobile, ensuring sustainable revenue growth, margin protection, pricing governance, deal quality, and disciplined PnL performance. The role provides commercial leadership across the wholesale lifecycle, from opportunity qualification, pricing, business case approvals and contract enablement through to billing, revenue assurance, forecasting, performance tracking, and commercial interventions. The role partners closely with Wholesale sales, product, technology, finance, legal, regulatory, delivery and support teams to convert strategically aligned opportunities into profitable, executable, and compliant wholesale outcomes while maintaining a single commercial view of divisional performance.

Job Responsibility

Lead the Wholesale commercial performance agenda across Mobile, Carrier and Beyond Mobile, ensuring clear growth, margin, and PnL priorities
Chair and govern the Wholesale Pricing Steerco, ensuring pricing decisions are commercially robust, margin accretive, compliant with DOA requirements, and aligned to wholesale strategy
Define and maintain pricing, discounting, and margin management frameworks for wholesale propositions, including roaming, MVNO/MVNE, APN, RBD, WASP, Roaming, fixed connectivity, IP transit, backhaul, subsea, interconnect, national and international messaging, API Monetisation, and emerging wholesale services
Lead commercial qualification of high-value and complex wholesale opportunities, including go/no-go recommendations, risk assessment, scenario modelling, and deal-shaping support to sales leadership
Own the commercial review of business cases, valuations, P&Ls, NPVs and investment cases to ensure that wholesale deals are profitable, executable, and strategically aligned
Partner with Finance Business Partners and PnL owners on Wholesale budgeting, forecasting, revenue assurance, margin assurance, IBRO views, and monthly performance interventions
Identify commercial trends, revenue leakage, margin pressure, delivery constraints and billing anomalies, and convert insights into clear corrective actions for the Wholesale leadership team
Standardise commercial modelling, pricing packs, reporting, governance templates and performance dashboards to create one version of the truth for Wholesale decision-making
Support C-level customer engagements, complex negotiations, tender responses and strategic partner discussions with clear commercial positions and data-backed recommendations
Oversee commercial governance for wholesale agreements, service schedules, billing readiness, contract amendments, and reporting obligations in partnership with Legal, Contract Management and delivery teams
Identify new wholesale revenue opportunities, commercial improvement areas, and margin optimisation levers across the Mobile, Carrier and Beyond Mobile portfolios
Translate wholesale market, customer, technology and regulatory dynamics into commercially viable propositions, pricing constructs and operating interventions
Produce high-quality commercial papers, executive reports and decision packs that clearly articulate deal economics, risks, assumptions, sensitivities, customer impact and recommended actions
Use advanced modelling, sensitivity analysis and scenario planning to assess risk, profitability, payback, investment viability and long-term wholesale margin sustainability
Support deal execution by ensuring commercial commitments are aligned to executable delivery plans, approved pricing, contractual terms, billing capability and service readiness
Drive continuous improvement in the Wholesale commercial operating model, including simplified governance, automated insights, disciplined pipeline-to-revenue tracking and stronger accountability across the rumour-to-cash lifecycle
Act as the central commercial interface between Wholesale PnL owners, Sales, Finance, Product, Technology, Legal, Regulatory, Delivery, Billing, Revenue Assurance and Group stakeholders
Create alignment on commercial priorities, financial planning, performance tracking, risk mitigation and intervention ownership across the Wholesale leadership team
Partner with PnL owners to manage strategic wholesale customers and partners, including C-level engagements, commercial escalations, renewals, rate changes and industry forums
Maintain commercial neutrality and transparency in Wholesale engagements, recognising Wholesale’s role in serving operators, ISPs, FNOs, MVNOs, enterprises and strategic partners that may also compete with other Vodacom channels
Collaborate with analytics and automation teams to improve insight quality, forecasting accuracy, commercial controls and management visibility across Wholesale
Build and lead a high-performance Wholesale commercial management capability focused on profitable growth, margin discipline, commercial controls and customer-centred execution
Develop commercial, financial, pricing, modelling, negotiation and wholesale market capability within the team
Drive clear ownership of pricing governance, deal reviews, business case quality, contract enablement, billing readiness, reporting and performance interventions
Create strong collaboration between commercial management, sales, product, finance, technology, legal, regulatory and delivery teams to improve speed, quality and accountability
Embed performance management, coaching, knowledge sharing and continuous improvement practices that strengthen Wholesale execution discipline
Embed the Spirit of Vodacom by living the Spirit behaviours and culture codes while maintaining high engagement, accountability and ethical commercial conduct
When required, initiate disciplinary processes for team members with support from HR
Resolve grievances raised by team members and escalate where required
Recognise strong contribution and commercial impact through appropriate Vodacom recognition platforms

Requirements

B Degree in Business, Finance or related field
Minimum 10 years’ experience in wholesale telecoms, carrier services, ICT commercial management, enterprise connectivity, mobile wholesale, MVNO/MVNE, roaming, interconnect, fixed connectivity or related environments, with demonstrated experience in: Wholesale PnL ownership, commercial governance, budgeting, forecasting and performance interventions
Pricing, margin management, business case development, bid economics, DCF/NPV analysis and deal approval governance
Structuring, negotiating and governing high-value wholesale agreements, service schedules, renewals, rate changes and commercial amendments
Driving profitable growth while managing revenue assurance, margin assurance, delivery constraints, regulatory considerations and customer risk
Working across Carrier, Mobile and Beyond Mobile technologies and understanding input costs, product economics, delivery dependencies and billing implications
5+ years’ management experience leading commercially focused teams or cross-functional commercial programmes
Strong wholesale commercial acumen across Mobile, Carrier and Beyond Mobile propositions
Deep understanding of wholesale customer models, including MNOs, MVNOs, MVNEs, ISPs, FNOs, content providers, aggregators, enterprise partners and strategic resellers
Advanced pricing, margin management, bid modelling, P&L analysis, DCF/NPV assessment and commercial risk evaluation
Ability to translate customer strategy, market dynamics and technology capability into profitable wholesale propositions and commercial terms
Strong understanding of wholesale contracts, service schedules, billing, revenue assurance, margin assurance, regulatory considerations and governance controls
Ability to operate in a complex multinational matrix environment and influence Finance, Technology, Legal, Regulatory, Product, Sales and Delivery stakeholders
Strategic thinking with the ability to convert Wholesale strategy into clear priorities, measurable interventions and accountable execution plans

Nice to have

Postgraduate qualifications/MBA (Desirable)
Wholesale Customer Focus
Commercial Accountability
Collaboration
Commercial Resilience
Influencing and Negotiation
People Leadership
Organisational Savvy

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Executive Head: Commercial Performance

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