Role Purpose

We are seeking a hands-on Director of Commercial Value & Pricing to lead how Zayo captures, protects, and grows value across its European business.

This is a senior, highly accountable commercial leadership role responsible for maximising revenue growth, margin performance, customer lifetime value, and commercial competitiveness.

The role owns the strategies, frameworks, and programmes that determine how Zayo monetises its products, services, and customer relationships across both new and existing business.

Leading a small team, you will operate at the intersection of Product, Sales, Finance, Commercial Operations, and Executive Leadership, shaping commercial decisions that directly influence business performance. You will combine strategic thinking with operational execution, ensuring pricing, retention, and value realisation strategies translate into measurable commercial outcomes.

This role requires executive presence, strong commercial judgement, and the ability to influence decisions at every level of the organisation.

Key Responsibilities

Commercial Value Strategy & Leadership

• Own the strategy for how Zayo captures value across its European business, balancing growth, competitiveness, customer outcomes, and profitability.

• Define and evolve the commercial frameworks that govern pricing, monetisation, discounting, retention, and value realisation.

• Partner with Product, Sales, Finance, and Executive Leadership to ensure commercial strategy supports broader business objectives.

• Act as the regional authority on pricing, value management, and commercial performance.

Revenue Growth, Margin Expansion & Value Realisation

• Drive sustainable revenue growth and margin expansion through disciplined pricing and monetisation strategies.

• Ensure pricing decisions consistently translate into realised commercial outcomes.

• Lead initiatives that improve price realisation, reduce commercial leakage, and strengthen profitability.

• Identify opportunities to increase value capture across both new and existing customer relationships.

Customer Value Management & Retention

• Own customer value management and embedded base retention strategy across Europe.

• Develop programmes that maximise customer lifetime value and protect recurring revenue streams.

• Lead the annual price increase programme, ensuring disciplined execution and measurable business impact.

• Drive cost pass-through and other value-protection initiatives that preserve profitability while maintaining customer competitiveness.

Commercial Performance & Market Intelligence

• Establish a market-leading capability for pricing intelligence, competitive analysis, and commercial insight.

• Monitor transactional business performance, ensuring win rates, profitability, and pricing effectiveness remain aligned to strategic objectives.

• Leverage customer feedback, win/loss analysis, competitive intelligence, and market trends to inform strategic decision-making.

• Define and monitor the key performance indicators that measure commercial effectiveness and value capture.

Commercial Enablement & Execution

• Ensure commercial strategy is embedded within systems, processes, governance, and decision-making frameworks.

• Partner with Commercial Operations to improve pricing execution, speed of response, and quote-to-cash performance.

• Support strategic customer opportunities and complex commercial negotiations where pricing expertise is critical to success.

• Drive continuous improvement of commercial tools, capabilities, and operating models.

Leadership & Influence

• Lead, develop, and inspire a high-performing team responsible for pricing strategy, analytics, and commercial insights.

• Build strong partnerships across Product, Sales, Finance, Operations, and Commercial teams.

• Influence and constructively challenge senior stakeholders to drive better commercial outcomes.

• Foster a culture of accountability, ownership, and continuous improvement.