AVP-Head of B2B Commercial Analysis & Insight

Role Purpose:

The position of AVP - Head of B2B Commercial Analysis & Insights is responsible for:

• Providing strategic commercial analysis and financial oversight across all commercial activities within the B2B business unit.
• Conducting profitability analysis and delivering actionable insights to support strategic decision-making for B2B projects, products, and marketing programs.
• Developing commercial performance analysis, trend evaluation, and business insights to support revenue growth and margin optimization.
• Collaborating closely with product, marketing, partnership, and sales teams to align commercial initiatives and go-to-market strategies with the company’s financial and business objectives.
• Supporting management decision-making through data-driven analysis, commercial reporting, and performance monitoring.

Qualification:

• Minimum Bachelor’s degree from a reputable university, preferably in Finance, Accounting, Business, Economics, or related disciplines. Master’s degree is an advantage.

Experience:

• Minimum 5–10 years of relevant experience in commercial analysis, pricing modeling, pricing evaluation, business case review, financial analysis, or commercial controlling, preferably within the telecommunications, ICT, system integrator, or consulting firm.
• Strong exposure to telecom services, enterprise solutions, infrastructure business, solution design, and bid/tender management processes.
• Familiarity with Telco and ICT commercial and pricing models, including managed services, subscription-based models, and recurring revenue structures.
• Experience in B2B products, enterprise connectivity, digital solutions, or ICT services is highly preferred.
• Good understanding of regulatory, tax, and compliance considerations related to pricing, profitability, and cost recovery mechanisms.
• Familiarity with enterprise solution lifecycle, project commercial evaluation, and contract monetization structures.

Skills:

• Strong proficiency in financial modeling and business case analysis, including NPV, IRR, payback period, sensitivity analysis, and profitability assessment.
• Strong analytical thinking and commercial acumen with the ability to translate complex data into actionable business insights.
• Ability to critically assess and challenge commercial assumptions, pricing structures, and profitability projections.
• Strong understanding of revenue quality, margin sustainability, and long-term commercial value creation.
• Strong understanding of telecom commercial models including connectivity, managed services, ICT solutions, wholesale business, and recurring revenue structures.
• Solid understanding of Capex/Opex treatment, cost allocation, cost of funds, EBITDA modeling, and profitability management.
• Strong understanding of commercial governance, financial control principles, and operational tax processes.
• Familiarity with data visualization and business intelligence tools such as Power BI, Tableau, or similar platforms.
• Strong capability in trend analysis, forecasting, scenario modeling, and commercial performance monitoring.
• Excellent communication, presentation, and stakeholder management skills, with the ability to simplify complex commercial and financial scenarios for both technical and non-technical audiences.
• Proven ability to collaborate effectively across commercial, finance, product, sales, legal, and technical teams.
• Comfortable working in a dynamic, fast-paced, and cross-functional environment with multiple stakeholders.
• Strong leadership capability with hands-on management approach and ability to drive execution effectively.
• Strong analytical, decision-making, and problem-solving capabilities with a balance of commercial and strategic thinking.
• Strong interest in process improvement, automation, and data-driven decision-making practices.
• Excellent written and verbal communication skills in English.

Area of Responsibilities:

1.Commercial Review and Evaluation

• Develop and maintain commercial dashboards, management reports, and analytical tools to support B2B business performance monitoring.
• Perform commercial and profitability analysis across B2B products, projects, and marketing programs to support data-driven decision-making.
• Provide historical pricing references, commercial trends, and performance insights to support business evaluation and strategic initiatives.
• Analyze revenue, margin, utilization, and customer performance trends to identify business opportunities and potential risks.
• Support commercial review processes through data analysis, financial modeling support, and scenario analysis.
• Ensure data accuracy, consistency, and integrity across commercial reporting and analytical outputs.
• Collaborate with Sales, Product, Finance, Marketing, and Technology teams to support commercial initiatives and performance tracking.
• Develop and improve reporting automation, data visualization, and analytical processes to enhance operational efficiency and insight generation.
• Prepare periodic management presentations and business performance reports for leadership review.

2.Financial Modeling & Scenario Analysis

• Develop robust Excel-based financial models for commercial and investment evaluation.
• Run sensitivity analyses to test financial viability under different scenarios (e.g., base, worst, best case).
• Model different commercial structures (e.g., lease vs. buy, OPEX vs. CAPEX, recurring vs. one-off).

3.Pricing Intelligence & Analytics

• Collect and analyze internal pricing data to monitor trends in pricing performance, margin compression, and discounting behavior.
• Benchmark pricing against market competitors and track pricing movement across key product segments (e.g., connectivity, cloud, managed services).
• Build and maintain pricing dashboards and models to support strategic pricing decisions and deal simulations.
• Provide pricing recommendations for new products, renewals, and tenders, based on data-driven insights.
• Support pricing governance by ensuring alignment with policies, thresholds, and margin targets.

4.Stakeholder Collaboration

• Engage regularly with internal teams (Enterprise Solution, Sales, Finance, Product, Legal, Strategy) to align business cases and pricing models with company objectives.
• Support Sales, Enterprise Solution or Product teams in pre-sales discussions by providing commercial analysis or pricing insights when needed.
• Translate complex financial analysis into executive-level summaries or pitch decks.