Role
The Day-To-Day Activities
This role is responsible for driving the Enterprise Segment through robust business case development, end-to-end pricing governance, and incentive management. This role ensures that business proposals are financially sound, strategically aligned, and deliver measurable value to the organisation.
The incumbent will influence investment decisions, optimise pricing frameworks, and strengthen commercial performance. The role collaborates cross-functionally with Finance, Product, Sales, and Strategy teams to enable data-driven decision-making and sustainable business growth.
Strategic Business Case Development
• Formulate, evaluate, and present business cases for new products, strategic partnerships, commercial initiatives, and large-scale investments.
• Drive financial and strategic modelling to assess revenue potential, cost structures, profitability, and return on investment (ROI).
• Ensure all business cases are robust, fact-based, and aligned with corporate strategy and risk appetite.
• Provide recommendations to management on commercial viability and prioritisation of initiatives.
Pricing Strategy & Governance
• Define and execute the pricing strategy for enterprise products and solutions to optimise revenue growth, profitability, and competitive positioning.
• Conduct regular performance and sensitivity analyses to assess pricing effectiveness, customer response, and market trends.
• Perform cross-functional reviews on pricing adjustments and commercial model enhancements.
Incentive and Commercial Performance Management
• Support designing, implement, and review incentive and commission structures for enterprise sales teams and partner channels to drive desired sales behaviours and outcomes.
• Monitor incentive effectiveness through dashboards and reports; identify improvement areas to enhance motivation and ROI.
• Verify the accuracy and timeliness of incentive calculations, ensuring alignment with company policies and audit requirements.
Analytics, Forecasting & Operational Excellence
• Maintain analytical models, dashboards, and systems to provide visibility on sales performance, pipeline health, and pricing impact.
• Forecast and track funnel performance tracking to support business planning and revenue predictability.