Position:

Reports To:

Function:

Retail

Location:

Melbourne

EC Job Classification

Critical Infrastructure role:

No

Approved By:

General Manager Retail This is either the CEO or the function GM.)

Approval Date:

June 2026

Position creation date:

June 2026

Last review date:

January 2026

Position Description

Position:

Retail Commercial Strategy & Pricing Manager

Reports To:

Executive Manager Retail Strategy & Enablement

Function:

Retail

Location:

Melbourne

EC Job Classification

Manager / Senior Specialist

Critical Infrastructure role:

No

Approved By:

General Manager Retail This is either the CEO or the function GM.)

Approval Date:

June 2026

Position creation date:

June 2026

Last review date:

January 2026

Purpose

The Retail Commercial Strategy Manager leads the Gross Margin maximisation function for the Pacific Blue retail business. The role owns the development and execution of data-driven commercial strategies across residential and small business customers within the National Energy Market.

The role owns the Retail Customer, Revenue and Gross Margin planning and forecasting processes, including the ongoing development of forecasting models, budget planning and commercial performance analysis. Through deep customer, pricing and market insights, the role proactively identifies emerging opportunities and risks, developing commercial strategies that optimise portfolio performance and maximise sustainable Gross Margin outcomes.

The role is responsible to ensures pricing frameworks, margin recommendations and product pricing decisions align with the broader commercial strategy and support Pacific Blue's long-term retail commercial objectives.

Key Duties and Responsibilities

- Retail Gross Margin Planning: Own the end-to-end Gross Margin forecasting process, including analysing and providing insights on actual vs forecast results monthly. This includes bottom-up cost of energy, networks, environmental cost forecasting and revenue forecasting.
- Retail Customer Forecasting: Own the customer forecasting process based on inputs from key stakeholders across the Pacific Blue business.
- Retail Competitor Analysis: Lead the analysis of competitor strategies and market execution trends to support Pacific Blue Retail management teams actioning competitive strategies and deployment of resources at the right time in the market.
- Retail Commercial Strategy: Own the end-to-end commercial strategy for the Retail business. identifying opportunities to sustainably grow the Retail portfolio and maximise long-term customer and commercial value. Using internal and market data to develop and support the strategy, along with extensive stakeholder engagement.
- Retail Pricing Strategy: Using expertise in customer energy shape and predictions on market energy costs, provide strategic pricing recommendations to the Pricing Operations team to optimise pricing outcomes and realise gross margin targets in line with the Retail Commercial Strategy.
- Work directly with the central Wholesale & Risk function to ensure cost of energy budgets are achieved and gross margin is realised whilst staying within the defined risk appetite of the business.
- Drive performance of the team through robust leadership and mentoring of team members and embed an agile customer-centric culture with a focus on results, quality assurance, risk and cost management.
- Shared product ownership of productionised CLV model, working in collaboration with Retail Data & Delivery team to deliver and iterate industry-leading CLV capability.
- Develop granular customer segmentation models that capture key opportunity and risk cohorts within the customer base, enabling targeted actions to address.




- Identifying emerging opportunities and risks in the retail customer base, including recommended actions to realise or mitigate.
- Develop, implement and manage pricing margin models and cost stack inputs to support tactical analysis and product/pricing strategy across both Electricity and Gas markets.
- Establish and manage the retail pricing and product roadmap, leading a cross-functional working group to ensure its timely delivery.
- Present pricing papers outlining strategies, cost stacks, financial modelling and competitive position to relevant business stakeholders, including senior management.
- Enhance and monitor pricing and product end-to-end capability, including automation of pricing data files required by systems and external stakeholders.
- Liaise with the billing team to ensure systems have the capability to manage current and future pricing and product changes.
- Work with Growth & Customer Experience team to develop pricing approaches and margin outcomes for campaign activity, supporting retail sales targets and ensuring product performance and competitive insights are captured and acted on.
- Provide general pricing analysis and support for negotiations, acquisitions, recent and revised products and key projects.
- Facilitate the training of team members to maintain and build internal pricing expertise.
- Ensure that the Company's compliance obligations are actively maintained, managed and kept up to date with particular focus on cyber security and data protection and the compliance obligations allocated to the position title as identified in the Company's Register of Compliance Obligations (as set out in the Compliance Procedure and as amended from time to time).

ChallengesDescribes major complexities faced within the job environment. Include 2- 3 challenges.

- Driving results and having a passion for leaving a legacy of improvement.
- Working in a small team with a broad remit and being prepared to undertake a wide range of activities and tasks, both simple and complex.
- Navigate complex trade-offs between profit margins, transfer pricing, churn and customer satisfaction.
- Limited resources and capability to support.
- Systemic Customer data limitations, including lack of unique customer ID.
- Ongoing Regulatory constraints and changes in relation to restricted pricing for energy products and services.
- Highly dynamic growth environment, so fast pace and creative problem solving is essential.
- Maturing processes that have evolved through the start-up/growth phase.

Judgments

This section focuses on the level of analysis, reasoning and creativity that is expected of the position to perform assigned work.

- Use commercial expertise to assess value enhancing opportunities for retail business.
- Commercial judgments regarding segmentation and target audiences, customer lifecycle management approaches, incentives and action plans associated with product and pricing frameworks, product development, communications and marketing initiatives.
- Ability to understand and successfully navigate complex trade-offs between short and long-term, retail and wholesale value outcomes.
- Identifying and initiating strategies to optimise retail revenues from the sale of Pacific Blue's products.




- Management and enhancement of advanced models for tariff and portfolio margin analysis.
- Flexible and able to adapt to the changing commercial retail environment covering pricing, industry and policy changes.
- Experience in the Australian Electricity and Environmental Products markets.

Knowledge, experience (including qualification) and skill

Knowledge and experience:

Detail the education and or special certification, training and work experience requirements for the position. This may also include the level of industry knowledge.

- 10+ years' experience in the Australian retail energy sector or a similarly complex, regulated industry, ideally spanning commercial strategy, finance, pricing or accounting.
- 3–5 years' experience working in pricing, tariff modelling, commercial analytics or related commercial disciplines, with demonstrated ability to develop pricing recommendations that support commercial strategy and gross margin outcomes.
- Demonstrated experience developing and leading data-driven, customer-focused commercial strategies and initiatives that optimise customer value, portfolio performance and sustainable gross margin outcomes.
- Tertiary qualification in Business, Finance, Economics, Statistics, Accounting, Engineering, Mathematics or a related commercial or quantitative discipline.
- Demonstrated strong business and commercial acumen, with the ability to balance customer outcomes, commercial performance and organisational risk.
- Demonstrated ability to optimise commercial drivers through data-driven analysis, commercial modelling and the development of sustainable business strategies.
- Broad and detailed understanding of the current state and emerging trends of the Australian gas and electricity markets, including regulatory, generation, distribution, wholesale and retail perspectives.

Skills: List the learned and applied abilities to effectively complete tasks to the level of required performance. This can include technical and interpersonal skills, as well as the level of proficiency required on relevant tools and software.

- Ability to collaborate effectively across functions, tailor communication in a way that is meaningful to the audience and contribute to a safe, inclusive, high-performing culture – consistently modelling accountability, connectedness, innovation and care.
- Exceptional stakeholder management skills, including ability to influence across all levels from executive leaders to frontline agents.
- Demonstrated creative, critical and systems thinking – looking to the future, questioning the status quo, generating ideas and making recommendations to solve organisational problems to support the business' strategic and cultural priorities.
- Ability to inspire and motivate others towards shared objectives, actively facilitate communication and two-way feedback across the business and create a safe, inclusive, high performing team culture – consistently modelling and enabling accountability, connection, innovation and care.
- Ability to operationalise strategy, adapt quickly to disruption and successfully lead people through change – building a culture in which staff members actively contribute to the improvement of organisational practice.
- Data modelling and quantitative analytics.
- Excellent mathematical and financial skills to perform pricing and product analytics.
- Advanced Excel modelling, datamining and systems knowledge.
- Highly analytical, strategic, lateral and commercial thinker with the ability to challenge the status quo.
- Ability to tightly manage and deliver multiple projects of varying priority and difficulty to time.
- Self-motivated and able to work under pressure with little direction, in a fast-paced, complex environment.

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📌 Retail Commercial Strategy & Pricing Manager (Melbourne)
🏢 Virgin Australia
📍 Melbourne