Head of Pricing and Commercial Performance

About the Role Tracker requires the services of a Head of Pricing and Commercial Performance in the Commercial Department at the Head Office in Johannesburg. The role leads channel pricing, commercial governance, profitability analysis, pricing optimisation and data-led decision support across all commercial channels, including TTAME and TFS. The role is accountable for establishing disciplined pricing frameworks, financial models, business case evaluations, channel commission principles and governance tools that improve margins, enable commercially sound decision-making and support sustainable revenue growth and profitability. What You'll Do

• Develop and embed channel pricing frameworks that protect margin, support revenue growth and enable consistent commercial decision-making.
• Lead profitability analysis across channels, customers, contracts, tenders, products and revenue models.
• Establish pricing governance, discount control, approval thresholds and escalation processes.
• Provide executive-level commercial insights, scenario modelling and recommendations to support strategic decisions.
• Own the commercial decision-support agenda for the CCO, including executive packs, investment scenarios, pricing recommendations, governance escalations and strategic trade-off analysis.
• Lead market, competitor and pricing benchmarks to inform product positioning, pricing decisions and customer value propositions.
• Identify and motivate new commercial offerings that support Tracker’s growth strategy.
• Partner with Sales, Finance, Operations, Business Intelligence and IT to improve pricing accuracy, reporting automation and data standardisation.
• Lead customer master data improvement initiatives in collaboration with BI, IT, Finance and CX teams.
• Identify margin leakage, pricing inconsistencies and commercial risks, and drive corrective action plans.
• Provide commercial leadership for negotiations, tenders, contract renewals and strategic account decisions through robust financial modelling and business case development.
• Establish clear commercial accountability across channels by defining ownership, decision rights, performance routines and follow-through mechanisms for pricing, margin and commission-related actions.
• Build commercial discipline, strengthen team capability and improve organisational understanding of pricing rationale, channel commission application and commercial governance.
• Pricing strategy and governance: Define, implement and continuously improve structured pricing policies, approval levels, discount rules, promotional pricing frameworks, value-based pricing models and governance forums across commercial channels.
• Commercial performance management: Monitor channel profitability, gross margin trends, cost-to-serve, revenue quality, product profitability, customer-level performance. What We're Looking For
• Demonstrated experience in leading pricing strategy and governance across multiple channels and functions.
• Strong financial modelling, business case development and scenario planning capabilities.
• Ability to implement pricing policies, discount controls and governance forums.
• Stakeholder management and cross-functional collaboration with Sales, Finance, Operations, BI and IT.
• Data-driven mindset with experience in customer master data improvement and data standardisation.
• Excellent executive-level communication with the ability to present insights and recommendations to leadership.
• Familiarity with channel pricing, tenders, contract renewals and strategic account negotiations. Compensation & Benefits Remuneration: Market Related