Sr Mgr BI and Commercial Performance

## Job Purpose The Senior Manager Commercial Performance & Business Intelligence will be responsible for driving data-driven commercial performance management across the Vodacom Business Unit by integrating advanced analytics, business intelligence, and financial insights. The role will ensure a strong alignment between commercial strategy, execution, and financial outcomes by transforming data into actionable insights, enabling informed decision-making, and optimizing revenue growth, profitability, and customer lifetime value. The position also provides analytical oversight of sales performance frameworks, including incentive structures for both direct and indirect channels, to ensure alignment with strategic objectives and sustainable business performance. ## Key Accountabilities Business Intelligence & Advanced Analytics * Lead the design and execution of the Business Intelligence (BI) strategy for the Business Unit. * Develop and enhance dashboards and automated reporting using BI tools (Power BI, Tableau) to inform departmental management decisions. * Translate complex datasets into actionable insights to support commercial strategy, sales execution, and operational efficiency. * Establish and enforce data governance frameworks to ensure accuracy, consistency, and integrity across all commercial reporting platforms. * Promote and enable self-service analytics capabilities across commercial teams to enhance agility and data-driven culture. * Identify and implement automation opportunities to improve efficiency, reduce manual intervention, and enhance reporting accuracy. * Continuously improve data architecture, reporting processes, and system capabilities to support scalability and business growth. Commercial Performance Management * Own performance tracking across Enterprise, SME, and Wholesale segments for portfolio rationalization. * Monitor KPIs including revenue, margins, pipeline conversion, and retention. * Deliver structured reports (weekly, monthly, quarterly) and performance reviews, * Drive use of analytics platforms to segment the customer base, identify upsell opportunities, and forecast demand. * Prepare and present weekly, monthly and quarterly business reviews, highlight performance trends, risks, and opportunities and identify corrective actions. Business Analysis & Financial Planning * Lead the annual budgeting process, periodic forecasting, and rolling forecast updates for the Business Unit in close collaboration with Finance teams. * Conduct detailed variance analysis to assess performance against budget and forecast and provide forward-looking insights. * Develop robust business cases to support new product development, pricing strategies, and investment decisions. * Ensure consistency, accuracy, and alignment of commercial and financial data across all systems and reporting outputs. Sales Performance & Incentive Governance * Provide analytical support in the design and evaluation of sales performance frameworks, including incentive structures and reward mechanisms. * Ensure incentive models drive desired commercial behaviors such as revenue quality, margin protection, retention, and cross-sell. * Evaluate the effectiveness and return on investment of incentive programs, identifying areas for improvement. * Collaborate closely with Sales, Finance, and HR teams to ensure transparency, governance, and consistency in performance measurement and reward alignment. ## Commercial Modelling & Decision Support * Develop advanced financial and commercial models to support pricing strategies, deal structuring, and go-to-market initiatives. * Analyze customer profitability, acquisition costs, and retention metrics to inform strategic decisions. * Perform scenario analysis and sensitivity modelling to assess the impact of different commercial strategies and market conditions. * Provide data-driven recommendations to enhance competitiveness and financial performance. Stakeholder Engagement * Act as a strategic business partner to Executive Leadership, providing data-driven insights and performance narratives to support decision-making, strategic planning, and business prioritization. * Partner with Sales Leadership to drive revenue growth, improve sales productivity, and ensure alignment between performance metrics, pipeline management, and commercial targets. * Collaborate with Product Management Teams to evaluate product performance, support pricing strategies, and optimize the portfolio across Fixed Connectivity, ICT, Cloud, and Digital Services. * Work closely with Network Planning & Engineering to align commercial performance objectives with network capacity, rollout plans, service availability, and SLA commitments, ensuring that commercial strategies are operationally feasible and scalable. * Engage with Group stakeholders to align with global best practices, leverage shared capabilities, and ensure consistency in performance reporting, analytics standards, and governance frameworks. * Foster a collaborative, insight-driven culture across the organization, promoting the adoption of analytics and evidence-based decision-making at all levels. Autonomy and Decision-Making Without Prior Approval * Develop, test, and implement performance dashboards, analytical models, and report enhancements within approved frameworks. * Propose and pilot tactical commercial initiatives, including pricing adjustments, targeted promotions, and upselling campaigns based on data insights. * Adjust reporting parameters, performance metrics, and analytical methodologies to improve business visibility and accuracy. Approve routine data, reporting, and system enhancement requests within defined operational and budgetary limits. With Prior Approval * Define and implement major changes to commercial performance frameworks, KPIs, or reporting structures impacting business strategy. * Endorse changes to incentive frameworks, revenue targets, or performance measurement methodologies. * Support the setting of annual revenue, margin, and performance targets in alignment with the Executive Head of Commercial, VBU Managing Executive and Finance. ## Qualifications & Experience Bachelor’s degree in finance, Economics, Statistical Mathematics, Business, or Analytics • Master’s degree preferred • 7–10+ years’ experience in analytics, Business Intelligence, or commercial performance roles • Telecom/ICT experience preferred Technical Skills • Advanced proficiency in BI tools (Power BI, Tableau, or equivalent) • Strong financial modelling and advanced Excel capabilities • SQL or data querying skills (advantageous) • Solid understanding of CRM, ERP, and billing systems • Strong knowledge of commercial KPIs and performance metrics ## Core Competencies * Strong commercial acumen combined with analytical expertise * Strategic thinking and results orientation * Excellent communication and data storytelling skills * High attention to detail and data integrity * Strong stakeholder management and collaboration skills * Proactive, accountable, and solution-oriented mindset ## Scope of Responsibility * Commercial Performance Manager- Direct Reports * Commercial Performance Specialists (2)- Indirect Reports