Lead Commercial Strategy and Growth at BankservAfrica

PURPOSE

• As Lead: Commercial Strategy and Growth, you are responsible for developing and executing the commercial strategy. This includes leading pricing and contribution-setting processes, ensuring financial sustainability and regulatory compliance, supporting scheme design through financial modelling, providing strategic guidance to stakeholders, and engaging with regulators, auditors, clients and governance bodies.  

You will engage with the following stakeholders:

• Heads of Scheme and Product departments
• Executive Committee
• External Stakeholders

Your key responsibilities include:

Commercial Strategy Development and Execution

• Define and lead the commercial strategy for the Chief Product and Schemes Office division, ensuring integration across schemes and product portfolios.
• Provide strategic financial input into product development, innovation, and market positioning initiatives.
• Partner with Product and Scheme leadership to evaluate new and existing offerings for commercial viability.
• Translate market insights and regulatory developments into opportunities for innovation and growth.
• Align commercial initiatives with the overall objectives of the Chief Product and Schemes Office and broader enterprise goals.
• Oversee go-to-market strategies and pricing models, collaborating with Product Heads to assess commercial feasibility and lifecycle profitability.
• Drive the development of competitive value propositions that meet client/member needs.
• Shape and manage channels to support growth and adapt to new market players.
• Build strategic partnerships that support BSA’s commercial goals and strengthen market positioning
• Align marketing with brand and business goals to drive impact.
• Strengthen market position through clear differentiation.
• Track key metrics to guide strategy and improve outcomes.

Pricing & Revenue Optimization

• Drive the design and implementation of sustainable pricing models, including benefit-cost alignment and member affordability.
• Oversee scheme contribution setting processes in partnership with finance team.
• Partner closely with the Finance teams to assess financial viability, cross-subsidization impacts and the effects of benefit design changes.
• Monitor and manage revenue leakage, cost pressures and margin erosion.
• Ensure pricing models are compliant with regulatory requirements and support long-term sustainability.

Support for Product and Scheme Development

• Work with Product, Finance, and Strategy teams to ensure new products and schemes are commercially viable.
• Assess financial trade-offs in product design, including network design, benefits, and cost-saving features.
• Provide commercial input into benefit development, product management, and value proposition improvement.

QUALIFICATIONS / KNOWLEDGE

• Chartered Accountant (CA(SA)) – Essential
• Postgraduate Degree in Finance, Economics, Business Administration, or a related field – Advantageous

EXPERIENCE

• Minimum of 10 years’ experience in commercial or financial leadership roles
• Minimum 5 years in senior leadership, preferably within financial services
• Strong exposure to scheme-based business models, product pricing, commercial governance and regulatory frameworks
• Advanced skills in financial modelling, scenario planning, and stakeholder management Demonstrated success in managing cross-functional teams and engaging executive and board-level stakeholders