Head of Pricing

We are seeking an experienced Head of Pricing to lead pricing strategy, governance and commercial optimisation across a multi-country international MVNO business.

This is a senior commercial leadership role with responsibility for ensuring that retail and proposition pricing delivers the right balance of customer competitiveness, subscriber growth, revenue, ARPU and gross margin.

The successful candidate must have significant previous experience within a Mobile Network Operator (MNO) and a strong understanding of the economics of mobile telecommunications, including wholesale network costs, voice, SMS, data, roaming and interconnect.

This is also a people leadership position. The Head of Pricing will manage and develop a team of pricing professionals/analysts and establish a disciplined pricing capability across multiple international markets.

Key Responsibilities

Pricing Strategy & Leadership

• Own and develop the international pricing strategy across all operating markets.
• Lead pricing across prepaid, postpaid, SIM, eSIM, bundles, voice, SMS, data and roaming propositions.
• Establish clear pricing principles, governance, approval processes and commercial controls.
• Ensure pricing decisions balance customer acquisition, retention, ARPU, revenue and profitability.
• Provide senior management with clear recommendations on pricing and commercial strategy.
• Lead major pricing transformation and optimisation initiatives across the business.

MNO / MVNO Economics

• Translate MNO wholesale network costs into commercially viable retail pricing strategies.
• Understand the impact of wholesale voice, SMS and data rates on product and customer profitability.
• Work closely with Wholesale and Carrier teams to understand MNO agreements, commitments and cost structures.
• Model the impact of changes in wholesale rates on retail tariffs, bundles and margins.
• Identify opportunities to improve margin through better pricing, product design, usage management and wholesale economics.
• Maintain detailed understanding of roaming, interconnect and international calling economics.

Commercial & Customer Pricing

• Develop pricing for new products, tariffs, bundles and promotional propositions.
• Review existing tariffs and identify opportunities for repricing, simplification or withdrawal.
• Analyse price elasticity, customer behaviour, usage and willingness to pay.
• Develop segmented pricing strategies based on customer value, usage and market behaviour.
• Work closely with CVM teams on retention, upsell, cross-sell and personalised pricing initiatives.
• Ensure promotional pricing delivers incremental value rather than unnecessary margin dilution.
• Maintain detailed competitor pricing intelligence across all relevant markets.
• Benchmark tariffs, bundles, promotions and propositions against MNO and MVNO competitors.
• Identify market pricing trends and recommend proactive commercial responses.
• Assess the impact of competitor pricing changes on acquisition, churn and customer value.
• Build pricing dashboards and executive-level reporting.
• Own pricing-related KPIs including:
• ARPU
• Gross margin
• Revenue
• Churn
• Usage
• Promotional ROI
• Build detailed business cases and financial models for proposed pricing changes.
• Work closely with Finance to ensure accurate margin and profitability modelling.
• Identify and eliminate pricing leakage.
• Conduct post-implementation reviews to determine whether pricing initiatives delivered expected commercial results.
• Lead, manage and develop a dedicated pricing team.
• Set objectives and KPIs for Pricing Managers and Pricing Analysts.
• Build strong analytical and commercial capability within the function.
• Establish clear ownership and accountability across markets.
• Develop succession plans and ensure appropriate capability exists to support an international business.
• Create a commercially focused, data-driven and high-performance pricing culture.

Key Stakeholders

The Head of Pricing will work closely with:

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