The Role

This is an exciting opportunity within the Commercial team in TalkTalk for an experienced commercial leader to execute and drive TalkTalk’s commercial operations: building disciplined commercial processes and rigour within TalkTalk, ensuring budgeted activities are cascaded and monitored and driving commercial benefit to TalkTalk through a disciplined value management program.

To deliver services to its 2.2m retail consumers, the Group utilises its own UK network (3k nodes, the largest unbundled network in UK) but relies on third party network suppliers to supply “last mile” connectivity to customer premises. New supply alternatives to Openreach have emerged (e.g. City Fibre and other Alt-Nets) as the UK broadband market undergoes a structural transition from copper to fibre. TalkTalk is seeking to take advantage of this market pivot by utilising its scale to develop a compelling mix of partnerships that will improve the underlying unit economics of both the Direct and Wholesale divisions. The objective is to provide unique commercial & competitive advantage for TalkTalk and deliver an enhanced capability/platform that can be monetised by these areas.

Reporting to the Commercial Director for TalkTalk, the Head of Core Commercial will execute these plans through a strong relationship with Finance, Product, Sales & Marketing, Operations and the wider Commercial team to deliver the commercial outcomes required by TalkTalk in its 5YP.

The Successful Applicant will:

• Be data driven and financially literate.

• Have Telco commercial experience.

• Be tenacious and resilient.

• Have a growth mindset and create value.

• Be a great stakeholder manager.

• Think strategically.

The Team

This role reports to the Commercial Director of TalkTalk. The Core Commercial team is responsible for:

• Translating the TalkTalk 5YP to actionable deliverables and cascading these objectives to the relevant teams within TalkTalk. Reporting on TalkTalks performance against these objectives.

• Future planning to recognise significant step changes and/or risks inferred by the TalkTalk 5YP and ensuring teams understand the budget and have plans in place to achieve these targets.

• Building out and leading the Commercial Evaluation governance within TalkTalk (for Projects, Product, Change Requests, etc). Establishing a formal commercial evaluation process, defining the required inputs for items to be evaluated, defining the due diligence, approval process and RACI and leading the governance meetings required to achieve all the above.

• Leading a value management program to drive cost transformation across TalkTalk to ensure up-front costs, retentions costs, recontracting costs are constantly being challenged and improved (NB: the Chief Operating Officer will remain responsible for CTS improvements)

Role Expectations

Success will be development and ownership of a clear executable plan that aligns to the TalkTalk 5YP across new acquisition, up-sell and cross-sell and retention. The plan will define clear deliverables of volume, AMPU and up-front cost that the Sales & Marketing Director can plan to deliver against. The plan will span core connectivity products and VAS across the customer lifecycle.

Key to this role will be:

• Signposting the commercial implications of the 5YP.

• Holding TalkTalk to account on its current performance against the 5YP and its plans to achieve future required performance levels.

• Commercial Lead at a working level with Sales & Marketing, Product and Operations, with key responsibilities of:

• Leading the Commercial Forum and associated evaluation governance

• Leading value management program to deliver cost transformation required in 5YP

• Challenging GTM activities will deliver against all required commercial objectives

• Providing expert telco commercial expertise on other projects led by other teams where required, representing Commercial team to ensure a long-term, strategic view is put forward.

• Providing coaching and counsel to direct reports and team members, ensuring they are driving the team towards achievement of its objective.

Knowledge, Skills and Experience

• We’re seeking a high calibre individual with strong commercial acumen and negotiation ability, and excellent analytical and numeracy skills to support solid commercial decision making for TalkTalk.

• They will have the ability to build multi-level relationships across TalkTalk and the gravitas to command respect when presenting to Senior management as well as Platform X and end-suppliers.

• Excellent stakeholder management, clear and concise communication and working with other TalkTalk functions to ensure cross-functional success is key.

• They will have the ability and personal skills to enable visualisation of an opportunity and communicate to stakeholders and contributors; this includes the ability to create business plans and models for C-suite review and evaluation.

• The successful individual will be a proven agent of change, able to organise, coordinate and deliver in complexity. They will have a strong background in delivery and implementation of complex opportunities.

• They will be capable of bringing ideas, being disruptive and having a degree of pace and urgency. They will also have a good understanding of TalkTalk strategy and the commercial considerations.

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