HIRE YOUR CHIEF COMMERCIAL OFFICER

"I will act as the voice of the customer and bring new insights to better inform pricing and commercial decisions. I will work in close collaboration with your Finance, Marketing, Sales and Supply Chain teams to develop a holistic, customer-centric commercial strategy. I will coordinate execution with project management discipline and nurture the right mindset, tools and capabilities within your organisation to accelerate growth"


- Nicolas Nursinghdass | Global top 30 MBA + B.Eng (Honours) + AICD member


Examples of work deliverables:

STRATEGIC ANALYSIS

Business current reality

Map out macro-level context using PESTLIED framework

Understand current reality through VMOST framework, stakeholder interviews, BCG and Ansoff growth matrix, McKinsey’s 7S framework, Life-cycle model, TOWS matrix, value chain analysis and our proprietary 10-point Better Value Proposition framework

Goal setting & alignment

Scope intervention as a project or program at product, category, portfolio or market level

Align senior stakeholders on clear set of goals for our pricing intervention

Identify, size and prioritise growth corridors with Opportunity Prioritisation matrix

Present and align on how to win by applying our 10-point Better Value Framework 

Multi-lens insights

Transactional data analysis to determine performance trends by customer segment

Regression analysis to evaluate correlation with factors influencing demand

Own and cross price elasticity modelling to evaluate cannibalisation

Customer opinions / sentiment analysis on social media

Competitor intelligence including website traffic, keyword analysis

Extract key insights from local/regional/global statistical data

Gather input via face to face, online or observational surveys

Recommend and coordinate customer value research

Price waterfall modelling to identify margin expansion opportunities

PRICING STRATEGY

Formulate pricing strategy

Introduce value-based customer segmentation based on research findings

Recommend the right type of pricing strategy in line with business goals

Define price setting principles to execute the better pricing strategy and disseminate

Develop principles to guide strategic decisions around tactical moves (e.g. promotions strategy)

Strengthen promotional effectiveneness

Improvement of promotional effectiveness with cross-price elasticity analysis and introduction of occasion-based and shopper-based marketing principles

Designing more efficient promotion strategies including loyalty programs

ROI analysis of promotional campaigns and extraction of key learning’s for continuous improvement

Recommend pricing management platform

Evaluate the most appropriate platform based on organisational readiness and affinity for advanced solutions

Recommend the best platform to set prices, manage prices, track competitor prices, execute multiple pricelists and optimise pricing dynamically

PRICING EXCELLENCE

Pricing management platform

Evaluate the most appropriate platform based on organisational readiness and affinity for advanced solutions

Recommend the best platform to set prices, manage prices, track competitor prices, execute multiple price-lists and optimise pricing dynamically

Team capability development

Develop and conduct training sessions to elevate team knowledge and understanding around pricing

Provide on-the-job coaching to entrench new ways of working

Recommend external recruitment agency within pricing team

Performance management

Set up KPI dashboards to track performance

Set up progress tracking against agreed changes in entrenching pricing excellence

Ensure smooth handover to an internal pricing champion nominated by the client