Tracker requires the services of a Head of Pricing and Commercial Performance in the Commercial Department based at our Head Office in Johannesburg. The candidate is responsible to lead 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.

• 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 and pricing impact to inform commercial action.
• Financial modelling and decision support: Build and review models for pricing, tenders, contracts, channel commissions, investment cases, scenario planning, NPV, IRR and EVA assessments, and present clear recommendations to executive forums and governance committees.
• Channel commercial planning: Shape channel strategy, sales planning, targets, forecasting, commission structures and commercial performance reviews with accurate data and actionable insights.
• Margin improvement: Identify pricing leakage, underperforming channels, unprofitable customer segments, product profitability concerns and opportunities to improve margin stability, revenue quality and commercial viability.
• Data, systems and reporting: Drive standardised pricing data, customer master data ownership, pricing governance tools, discount matrices, Delegation of Authority frameworks, commission guidelines, automated profitability reporting, dashboards and improved reporting accuracy through BI, ERP and finance systems.
• Stakeholder engagement: Influence senior stakeholders across Sales, Marketing, Product, Finance, Operations, EXCO, Commercial Committee forums and channel leadership to ensure alignment on pricing, commission and commercial priorities.
• Commercial governance and documentation: Ensure commercial documentation, decision records, pricing rationale and approval evidence are maintained in line with internal governance, audit and financial control requirements.
• Executive advisory and decision rights: Serve as the senior commercial advisor to the Chief Commercial Officer by preparing decision-ready recommendations