Head of Pricing

Overview

We are looking for a seasoned Head of Pricing to spearhead pricing strategy, governance, and commercial optimization for a multinational MVNO operation. This senior commercial leadership role focuses on balancing competitive retail pricing with subscriber growth, revenue, ARPU, and gross margin targets.

Key Responsibilities

• Define and evolve international pricing strategies across all markets served.
• Oversee pricing management for prepaid, postpaid, SIM, eSIM, bundles, voice, SMS, data, and roaming offerings.
• Implement robust pricing governance frameworks, approval processes, and commercial controls.
• Ensure pricing decisions effectively support acquisition, retention, revenue, ARPU, and profitability goals.
• Provide senior executives with strategic pricing recommendations.
• Lead pricing transformation projects and initiatives to optimize commercial outcomes.
• Translate wholesale MNO network costs into feasible retail pricing approaches.
• Assess how wholesale voice, SMS, and data rates influence product and customer profitability.
• Collaborate with Wholesale and Carrier teams to understand contracts, commitments, and cost structures.
• Model the effect of wholesale cost changes on retail tariffs, bundles, and margins.
• Identify margin enhancement opportunities through pricing, product design, usage management, and wholesale economics.
• Maintain expertise in roaming, interconnect, and international call economics.
• Develop pricing for new products, tariffs, bundles, and promotions.
• Conduct reviews of existing tariffs to find possibilities for repricing or simplification.
• Analyze customer behavior, price sensitivity, and willingness to pay.
• Create segmented pricing strategies by customer value and usage patterns.
• Coordinate with CVM teams to support retention, upselling, cross-selling, and personalized pricing efforts.
• Ensure promotional pricing generates incremental value without excessive margin erosion.
• Monitor competitor pricing and market trends for informed commercial responses.
• Construct pricing dashboards and executive reporting tools.
• Manage pricing KPIs including ARPU, gross margin, revenue, lifetime value, acquisition, churn, bundle penetration, usage, price realization, and promotional ROI.
• Develop detailed financial models and business cases for pricing changes.
• Work closely with Finance to validate margin and profitability analytics.
• Identify and prevent pricing leakage.
• Evaluate the effectiveness of pricing initiatives post-implementation.
• Lead, mentor, and build a high-performing pricing team with clear ownership across markets.
• Set team objectives and KPIs, develop succession plans, and foster a commercial and data-driven culture.
• Collaborate with executive leadership, commercial officers, country CEOs, product, CVM, finance, sales, marketing, wholesale, roaming, analytics, and technology functions.

Additional Information

This role demands extensive prior experience within Mobile Network Operators (MNOs) and a comprehensive understanding of mobile telecom economics, including wholesale costs for voice, SMS, data, roaming, and interconnect services. The position is based in Dubai, UAE, and requires onsite presence.