Executive Head: Commercial Enablement

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Role Purpose/Business Unit:

Lead the Commercial Enablement function within CBU Commercial Management, ensuring that acquisition and retention investment, partner incentives, deal letters, CTD support, channel targets and partner economics are designed, governed and deployed with disciplined commercial return.

The role is accountable for translating CBU commercial priorities into commercially robust frameworks, funding decisions, incentive constructs and channel guidance that improve quality gross adds, retention outcomes, revenue delivery, margin protection and A&R efficiency across Prepaid, Postpaid and relevant Consumer channels.

The role acts as the economic control and enablement point between Segment Management, Sales Channels, Trade Marketing, Pricing & Analytics, Finance, Legal, Terminals / OEMs and Partnerships. It ensures that growth is not only delivered, but delivered efficiently, sustainably and within governance guardrails.

The role will also interface with Network and Technology teams to ensure that technology strategy and execution decisions, including network rollout investment decisions such as 5G rollout, are informed by a techno-commercial mindset. This includes contributing commercial inputs such as revenue potential, regional demand, channel readiness, customer value, expected uptake, affordability, partner leverage and commercial ROI into technology investment prioritisation and execution forums.

Your responsibilities will include:

• A&R budget management and ROI: Lead the governance, allocation, tracking and optimisation of acquisition and retention budgets, including ROI analysis to drive quality gross adds, retention outcomes and commercial efficiency.
• Incentive and deal letter governance: Formulate, govern and maintain deal letters, partner incentive frameworks and incentive rules to ensure commercial intent is clearly translated into executable and compliant commercial mechanics.
• Partner economics and CTD management: Own the commercial economics and governance of CTD support and partner funding mechanisms, including monthly support to OEM negotiations and alignment with Terminals, Finance and relevant partner teams.
• Channel and regional target guidance: Provide commercial guidance on sales targets by channel and region, using performance data, affordability, channel economics and A&R ROI logic to inform target setting and investment choices.
• Commercial model design: Define commercial models, incentive structures and economic frameworks for sales distribution and strategic Partnerships.
• Quality growth governance: Ensure that acquisition and retention growth is profitable and sustainable by balancing volume, ARPU, margin, churn, bad debt exposure, incentive cost and customer value.
• Performance management and reporting: Own A&R dashboards, ROI reports, CTD reconciliation, channel performance packs and management reporting that enable senior leaders to make fast and disciplined commercial decisions.
• Channel mix optimisation: Use channel performance, incentive efficiency, conversion, cost-to-serve and partner economics to recommend smarter channel mix and funding allocation.

• Cross-functional governance: Represent Commercial Enablement in relevant governance forums, ensuring alignment with Pricing & Analytics, Trade Marketing, Segment Management, Sales, Finance, Legal, Risk, Terminals and OEMs.
• Risk, compliance and controls: Ensure incentive frameworks, CTD commitments, partner economics and A&R deployment are compliant, auditable and aligned to approved budgets, governance rules and contractual obligations.
• Technology strategy and network rollout interface: Act as the Commercial interface into Network and Technology, ensuring investment and rollout decisions such as 5G rollout, coverage expansion and capacity deployment are assessed with both technical and commercial lenses.
• Techno-commercial investment input: Provide revenue, uptake, channel, regional, affordability, partner and ROI inputs to support smart capex prioritisation, value-based rollout decisions and post-investment commercial value tracking.
• Leadership and capability building: Build and lead a high-performing Commercial Enablement team with strong financial modelling, commercial governance, analytics, partner economics and stakeholder management capability.

The ideal candidate for this role will have:

• 3-year degree in Commerce, Finance, Economics, Business, Marketing, Engineering, Analytics or related field.
• Post-graduate qualification such as MBA, finance, commercial management or leadership qualification advantageous.
• Relevant experience in telecoms, consumer commercial management, sales/channel economics, financial modelling or partner management strongly advantageous.
• Minimum 8-10 years relevant experience across commercial management, channel economics, sales operations, pricing, finance, partner management, product, or telecoms commercial roles.
• 3-5 years senior leadership experience with cross-functional accountability and exposure to executive-level decision forums.

Core competencies, knowledge and experience:

• Deep understanding of CBU commercial drivers, including A&R, gross adds, quality gross adds, retentions, churn, ARPU, mix, margin, dilution, CTD, device economics and channel performance.
• Strong financial acumen, ROI modelling capability, deal economics understanding and ability to manage commercial trade-offs between volume, revenue, margin, customer value and risk.
• Good knowledge of telecoms distribution channels, partner incentive structures, OEM support mechanisms, channel sales dynamics and partner economics.
• Strong governance discipline and ability to design controls across deal letters, incentive frameworks, CTD reconciliation and partner commercial obligations.
• Ability to interpret analytics and convert performance signals into practical investment, channel and incentive decisions.
• Excellent stakeholder influence across Sales, Regions, Finance, Legal, Segment Management, Pricing & Analytics, Trade Marketing, Terminals, OEMs and Partnerships.
• Strong written and verbal communication skills with ability to simplify complex commercial economics for senior and executive audiences.
• Proven ability to lead teams through complexity, ambiguity and change while maintaining commercial discipline and delivery focus.
• Ability to work with Network and Technology teams to translate technical rollout choices into commercial value, including 5G / FWA monetisation, regional demand, channel readiness and capex ROI considerations.

Key outcomes and responsibilities

• Quality Gross Adds (QGA) and retention outcomes supported by A&R investment.
• In-year revenue delivery versus A&R spend and planned commercial outcomes.
• A&R ROI, cost per acquisition, cost per retention and incentive efficiency.
• Gross adds / upgrades / retentions performance by channel and region against target guidance.
• OEM CTD contribution, CTD utilisation, CTD reconciliation accuracy and funding effectiveness.
• Partner incentive ROI, partner contribution margin and partner performance against commercial model.
• Budget adherence, forecast accuracy and reduction in A&R leakage or unproductive spend.
• Timeliness and accuracy of deal letters, incentive rules, dashboards, ROI reports and channel guidance.
• Improvement in channel mix efficiency, cost-to-serve and profitability of funded activity.
• Governance compliance, audit outcomes, risk mitigation and stakeholder satisfaction.
• Commercial input adoption rate into network / technology investment decisions and rollout prioritisation.
• Techno-commercial ROI tracking for network rollout or capacity investment initiatives supported by Commercial Enablement, including 5G / FWA uptake and revenue contribution where applicable.

We make an impact by offering:

• Enticing incentive programs and competitive benefit packages
• Retirement funds, risk benefits, and medical aid benefits
• Cell phone and data benefits, advantages fibre connection discounts, and exclusive staff discounts offered in collaboration with partner companies

Closing date for Applications: 18 November 2026.  

The base location for this role is Midrand, Vodacom Campus. 
 

The company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Vodacom is committed to an organisational culture that recognises, appreciates, and values diversity & inclusion.