VP-Head of Commercial Pricing & Biz Case

Job Details

The role holder shall act as the financial gatekeeper/controller for B2B commercial decisions, ensuring pricing, opportunity structures, and bids deliver sustainable profitability for IOH—not a traditional FP&A role. The role combines strong financial rigor with commercial judgment, balancing competitiveness with margin protection in a dynamic, price-sensitive market.

Key Responsibilities

1.Profitability Assurance

• Review and approve pricing proposals to protect gross margin, EBITDA, and long-term customer value (including overall, long-term pricing power for IOH)
• Enforce pricing guardrails, discount thresholds, and approval frameworks across B2B deals
• Identify and prevent margin leakage, including excessive discounting, hidden costs, and unfavourable contract terms
• Ensure pricing reflects cost-to-serve, B2B economics, and competitive positioning

2.Business Case Validation

• Review and challenge business cases for enterprise deals, partnerships, and new product offerings—including their update and maintenance
• Validate financial metrics (NPV, IRR, ROI, payback) and underlying assumptions
• Ensure assumptions reflect realistic market conditions, customer behaviour, and cost structures
• Provide clear recommendations to support decision-making

3.Deal Review Participation & Governance Support

• Participate in deal/pricing committees for strategic and high-value bids
• Assess deals on profitability, risk exposure, and long-term account value
• Challenge sales teams on pricing strategy and contract structure
• Recommend go / no-go / conditional approvals based on financial and strategic merit
• Ensure adherence to pricing policies, approval matrices, and governance standards

4.Post-Deal Financial Tracking

• Track actual vs. approved performance (revenue, margin, cost-to-serve)
• Identify gaps and root causes such as pricing leakage, cost overruns, or volume variance
• Partner with Sales and Operations to recommend, implement corrective action
• Develop clear, actionable reporting to improve pricing discipline and forecast accuracy

5.Scenario & Sensitivity Analysis

• Model best-case, base-case, and downside scenarios for pricing decisions
• Assess impact of competitive pressure (e.g., price wars), cost changes, and demand shifts
• Support negotiation strategies with data-driven insights on trade-offs and risks

6.Risk Management

• Identify financial and contractual risks in complex B2B deals (e.g., long-term contracts, SLAs, volume commitments
• Evaluate trade-offs between short-term revenue and long-term profitability
• Ensure risks are quantified, clearly communicated, and mitigated before approval

7.Prcing Strategy Support (secondary role)

• Liaise with Product and Strategy team to provide input on pricing strategy based on market trends, competitor benchmarking, and customer segmentation
• Support development of structured pricing approaches (e.g., bundling, tiering, contract-based pricing)

Requirement

• Strong finance background (preferably Big 4, transaction advisory, or corporate finance/FP&A)
• 7-10 years of experience in commercial finance, pricing, or deal evaluation, ideally in telecom or B2B industries
• Advanced financial modelling skills (Excel-based) and strong analytical capability
• Strong business acumen with understanding of B2B telco economics
• Confident and assertive: able to challenge Sales and senior stakeholders
• Structured thinker with strong judgment