[Hiring] Commercial Analyst @Pty

Role Description

At Frogfoot, we are in search of a Commercial Analyst to join our Product team. The Commercial Analyst is responsible for providing commercial insight that enables Frogfoot Fibre Networks to make informed strategic and operational decisions across its fibre portfolio. The role combines financial analysis, product performance analysis, pricing strategy, market intelligence, and commercial modelling to maximise profitability and sustainable network growth.

The incumbent will partner with Product, Sales, Finance, Network Planning, Marketing, and Executive Management to evaluate existing products, identify new market opportunities, and develop business cases supporting investments in FTTH, FTTB, and FTTT initiatives. This role serves as the analytical engine behind commercial decision-making and product optimisation.

Responsibilities

• Commercial Analysis
  • Analyse revenue, margins and profitability across all products.
  • Evaluate commercial performance by ISP, region and product.
  • Produce monthly commercial performance reports.
  • Identify opportunities to improve profitability.
  • Analyse customer acquisition trends.
  • Support strategic decision-making through data-driven insights.
  • Monitor market share movement.
• Product Performance Analysis
  • Analyse performance across products including:
    • FTTH, FTTC, FTTB, FTTT
    • Open Access products
    • Wholesale services
    • Carrier products
    • WiFi products
  • Responsibilities include:
    • Product profitability
    • Product adoption
    • Product lifecycle management
    • Churn analysis
    • Pricing effectiveness
    • Customer behaviour
    • Product usage trends
• Financial Modelling & Business Case Development
  • Develop robust financial models in support of business cases including:
    • Payback modelling
    • Investment cases
    • IRR analysis
    • NPV calculations
    • ROI analysis
    • Revenue forecasting
    • Demand forecasting
    • Scenario modelling
    • Sensitivity analysis
  • Typical commercial models include:
    • New product launches
    • Fibre rollouts
    • Fibre-to-the-Tower opportunities
    • Township fibre deployment
    • ISP incentive structures
    • Wholesale pricing reviews
    • Promotional campaigns
  • Support pricing decisions by:
    • Building pricing models
    • Margin analysis
    • Discount analysis
    • Wholesale pricing
    • Retail benchmarking
    • Promotional pricing
    • Price elasticity/sensitivity analysis
    • Bundle optimisation
• Market Intelligence
  • Monitor the following across peer fibre network operators:
    • Competitor pricing
    • Product launches
    • Fibre penetration
    • Technology trends
    • Market demand
    • Customer preferences
    • Regulatory developments
    • Industry benchmarks
• KPI Reporting
  • Develop dashboards tracking:
    • Commercial KPIs
    • Revenue
    • Gross Margin
    • EBITDA contribution
    • Average Revenue per User (ARPU)
    • Revenue per Home Passed
    • Revenue per Home Connected
    • Operational KPIs
    • Homes Passed
    • Homes Connected
    • Penetration
    • Take-up Rate
    • Churn
    • Installation Success Rate
    • Sales KPIs
    • ISP Sales
    • Sales by Region
    • Sales by Campaign
    • Conversion Rates
    • Pipeline Performance
    • Product KPIs
    • Product Growth
    • Product Mix
    • New Product Adoption
    • Customer Lifetime Value (CLV)
    • Customer Acquisition Cost (CAC)
  • Prepare reports for Executive Committee including:
    • Monthly Commercial Review
    • Product Performance Report
    • Market Intelligence Report
    • Pricing Recommendations
    • Financial Forecast
    • Strategic Opportunities Report

Qualifications

• Bachelor’s degree in: Data Science, Actuarial Science, Commerce, Finance, Economics, Business Science, Statistics, Engineering, Business Analytics.
• 4–7 years' experience in commercial, financial or product analysis within telecommunications or infrastructure.
• Strong financial modelling skills with the ability to develop complex business cases for fibre investments.
• Deep knowledge of FTTH, FTTB, FTTT and wholesale fibre economics.
• Advanced proficiency in Excel, Power BI and SQL, with Python considered an advantage.
• The ability to translate large datasets into actionable commercial recommendations for executive decision-making.
• A track record of influencing pricing, product development and strategic investment decisions through data-driven insights.

Knowledge and Skills That Will Help You Succeed

• Industry & Fibre Network Knowledge:
  • Strong understanding of:
    • FTTH, FTTB, FTTT
    • Passive Optical Networks
    • Open Access Networks
    • Wholesale Fibre
    • Layer 2 products
    • Internet Service Providers
    • Fibre deployment economics
    • Broadband market dynamics
• Financial:
  • Financial Modelling
  • Excel (Advanced)
  • Power Query
  • Power Pivot
  • Scenario Analysis
  • Valuation Models
• Data & Analytics:
  • PowerBI
  • SQL, Python (preferred)
  • R (advantageous)
  • Data Visualisation
• Commercial & Strategic:
  • Product Management
  • Pricing
  • Commercial Strategy
  • Market Analysis
  • Forecasting
  • Revenue Management
• Professional Qualifications & Certifications:
  • CIMA
  • CFA Level I or II
  • FMVA (Financial Modeling & Valuation Analyst)
  • Certified Pricing Professional
  • Business Analytics Qualification

Qualities We Value at Frogfoot

• Curious, commercial thinkers who turn data into decisions.
• Thinks commercially – understands the bigger business picture and can connect analysis to revenue, profitability and sustainable growth.
• Is naturally curious – asks the right questions, challenges assumptions and looks beyond the numbers to understand what is really driving performance.
• Is analytical and detail-oriented – enjoys working with complex data and can identify trends, risks and opportunities others may overlook.
• Turns insight into action – translates data into clear, practical recommendations that support better business decisions.
• Challenges constructively – comfortable questioning pricing, products, assumptions and existing ways of working while remaining solutions-focused.
• Thinks strategically – balances short-term commercial priorities with long-term network growth and investment objectives.
• Collaborates across the pond – builds strong relationships with Product, Sales, Finance, Network Planning, Marketing and Executive Management to get things done.
• Communicates with impact – can present complex financial, technical and analytical information simply and confidently to both technical and non-technical stakeholders.
• Takes ownership – works independently, follows through on commitments and takes accountability for the quality and accuracy of their work.
• Has a growth mindset – stays curious about the fibre, telecommunications and broadband markets and continuously looks for ways to improve commercial performance.

How Success Is Measured

• Commercial Performance:
  • Improved revenue, gross margin and profitability across the fibre portfolio.
  • Identification and delivery of measurable commercial improvement opportunities.
  • Improved visibility of commercial performance across products, ISPs and regions.
  • Quality and accuracy of monthly commercial reporting and executive insights.
• Product & Pricing:
  • Improved product adoption, product mix and lifecycle performance.
  • Pricing recommendations that support sustainable margins and competitive positioning.
  • Identification of pricing, discounting and promotional opportunities that improve commercial outcomes.
  • Effective analysis of product profitability, churn, customer behaviour and usage trends.
• Financial Modelling & Investment:
  • Accurate and commercially robust financial models and business cases.
  • Clear assessment of ROI, NPV, IRR, payback and investment risk.
  • Quality of financial forecasting, scenario modelling and sensitivity analysis.
  • Business cases that support informed investment and network expansion decisions.
• Data & Analytics:
  • Reliable and insightful commercial dashboards and KPI reporting.
  • Improved visibility of key commercial, product, sales and operational performance indicators.
  • Ability to turn complex datasets into clear, actionable recommendations.
  • Increased use of data and analytics in commercial and strategic decision-making.
• Market & Strategic Insight:
  • Timely identification of competitor, market, technology and regulatory developments.
  • Identification of new commercial opportunities across FTTH, FTTB, FTTT and wholesale fibre.
  • Meaningful contribution to product, pricing, market and investment strategy.
• Stakeholder Impact:
  • Strong partnerships across Product, Sales, Finance, Network Planning, Marketing and Executive Management.
  • Recommendations that influence commercial, product and investment decisions.
  • Clear, concise and credible communication of complex commercial insights to senior stakeholders.