Zayo Group
Director, Commercial Value & Pricing
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Company Description
At Zayo Europe, we’re driven by a bold vision to power the world through connectivity. We’ve built and operated the critical fibre networks that keep businesses, communities, and economies connected. In 2024, we embarked on an exciting new chapter as a standalone company — a milestone that empowers us to innovate, grow, and lead with greater agility. As we continue to evolve, our mission remains clear: to deliver fast, reliable, and scalable infrastructure that fuels the digital world.
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.
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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.
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UK Rewards
- Competitive compensation including annual incentive plan
- Hybrid working
- Excellent benefits including health, disability and life insurance
- Pension with higher employer contributions up to 8%
- Retail and fitness membership discounts
- Generous paid time off policy including enhanced paid parental leave, 25 days paid time off, one floating day and two volunteer days off per annum
- Employee assistance programs including mental health, wellbeing and medical support
Equal Employment Opportunity
Zayo Europe provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, colour, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
Are You Ready to Think Big?
At Zayo, we’re ambitious and authentic. Teamwork is how we get things done, whether it’s our focus on exceeding customer expectations or celebrating and growing our unique and dynamic culture. Our employees are driven and committed, with many options to connect and engage in our inclusive environment.
Welcome
Zayo is an equal opportunity employer to all protected groups, including protected veterans and individuals with disabilities. If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact us.
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