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Commercial Lead

4 months ago

Cape Town, South Africa Electrum Payments Full time

The Company

Electrum is a leading enterprise payments technology company. We partner with some of South Africa’s largest listed enterprises, enabling them to open up their customers’ access to payments. We love that the projects we work on touch the lives of millions of South Africans every day, making a real difference.

We hire the best of the best and we offer great opportunities for both personal growth and career progression.

The Opportunity

As the Commercial Lead, your central role is to shape and execute market-facing commercial strategies specific to our products and solutions. You'll dive deep into market data, internal cost structures, and regulatory landscapes to craft models that ensure we deliver value to our clients. Your strategic ability will be crucial in identifying avenues for revenue optimisation, whether through adjusting pricing strategies, bundling offerings, or introducing value-added services. Collaborating closely with Finance and Product teams, you'll ensure that strategies align with cost management objectives, delivering real-time value to our clients while ensuring sustainable profitability.

Your expertise in data analysis will be handy as you leverage advanced tools to dissect financial data, forecast transaction volumes, and anticipate revenue impacts. Market research and competitive analysis will be second nature to you, as you stay ahead of industry trends, benchmark against competitors, and navigate regulatory requirements in the financial services sector. Your involvement in developing compelling business cases, supporting commercial negotiations, and securing strategic partnerships will be instrumental.

In addition to developing pricing tools and profitability models, you'll lead pricing-related projects to drive continuous improvement and enhance overall profitability. Your communication skills will be essential as you convey any changes internally and externally, present profitability forecasts and analysis at relevant meetings, and provide insights to support the sales team in closing deals and driving revenue growth.

Requirements

Commercial  strategy

  • Develop and maintain value-based commercial models for payment technology solutions tailored to tier-1 listed enterprises
  • Identify opportunities for revenue optimisation and shared value through strategic value adjustments, bundling strategies, and value-added offerings.
  • For specific named initiatives, work as part of the deal pursuit team in developing and delivering the business case collaboratively with the client.
  • Collaborate with Finance and Product teams to assess cost structures and ensure pricing strategies align with cost management objectives in delivering real-time value to clients
  • Assess the effectiveness of existing pricing strategies across product sets, industry verticals, and other offerings.
  • Make relevant adjustments to capitalise on opportunities or to mitigate any risks

Analytics and Insights

  • Delving deep into market data, consumer behaviour patterns, economic indicators, and industry dynamics in developing pricing models that emphasise the value delivered by the solutions.
  • Constructing pricing models based on market insights, trends, and other available date
  • Utilise advanced analytical tools and techniques to analyse financial data, including revenue trends, cost structures, and profitability metrics.
  • Conduct thorough market research and competitive analysis to identify pricing trends, benchmark against industry competitors, and inform pricing strategies.
  • Stay updated on industry regulations and compliance requirements relevant to pricing and payment processing in the financial services sector.

Tools and Models Development

  • Developing and maintaining pricing tools and profitability models.
  • Growing total gross margin by identifying pricing actions that drive sales values, conversion rates, margin rates, and customer satisfaction.
  • Forecasting margins to understand the impact of promotional pricing
  • Implement advanced statistical and predictive modeling techniques to forecast transaction volumes, pricing elasticity, and revenue impacts.

Communication and Implementation

  • Leading commercial-related projects on topics related to addressable market and investment case decisions.
  • Support the partnerships and deal pursuits team in commercial negotiations, and presentations.
  • Engage and collaborate with client counterparts in terms of business case construction.
  • Presenting profitability analysis at relevant monthly meetings.
  • Communicating and implementing pricing changes.
  • Maintaining knowledge of industry developments and trends.
  • Provide insights and analysis to support the sales team in developing compelling business cases, negotiating deals, and concluding commercial opportunities.

You will need:

  • Bachelor’s degree in Business Administration, Economics, Finance, or a related field
  • Postgraduate degree in Commerce or Finance
  • Referencable  experience in commercial  strategy, revenue management, or related roles within the financial services or technology sector
  • Proven ability to think strategically and translate market insights into actionable strategies
  • Strong analytical skills with proficiency in data analysis tools i.e. Google Sheets, Excel, SQL, or similar
  • Sound understanding of financial principles, cost structures, and profitability metrics
  • In-depth knowledge of industry trends, competitive landscapes, and regulatory requirements in the financial services sector
  • Excellent communication and presentation skills
  • Strong problem-solving skills with the ability to analyse complex issues
  • Ability to thrive in a fast-paced, dynamic environment

Benefits

A bit about our culture

A good work-life balance is important at Electrum. To help you manage your own time and energy, Electrum offers benefits such as:

  • Onsite gym and shower facilities
  • Daily cooked lunches and a stocked kitchen for the mid-day nibbles
  • Team socialising, hikes, getaways, and dinners

We have created a safe, transparent environment where we know mistakes happen, and that’s okay. We even have a 3 step approach to dealing with them:

  1. Tell everyone about it
  2. Fix the mistake
  3. Tell everyone about it

You are responsible for your actions – both the successes and the failures.