Commercial Director, SmartHome Security & Energy

Description

About the Role:

As the Commercial Director for SmartHome Security & Energy Portfolio, you will drive the commercial success of TELUS's emerging connected home ecosystem. You'll own P&L accountability for our SmartHome Security & Automation and Energy Management services, focusing on market development, subscriber and revenue growth, and establishing TELUS as the leader in intelligent SmartHome solutions. This is a pioneering role where you'll define what TELUS will be "famous for" in the connected home space, transforming customer insights and emerging trends into innovative commercial offerings that help Canadians live more connected, secure, and sustainable lives.

Key Responsibilities:

Value Proposition Development:

• Define and establish what TELUS will be famous for in SmartHome Security and Energy portfolio, creating category-defining positioning in the connected home market
• Lead consumer research and insights programs to inform value proposition development for complex, integrated home solutions
• Own value proposition positioning for SmartHome Security and Energy management services, ensuring compelling differentiation in an emerging market
• Develop recommendations on above the line and new value proposition pricing structures for both Home Automation and Pro-Monitored security solutions, including both Hardware and Subscription services.
• Drive future product roadmap interlock with Product Organization, influencing SmartHome and Energy development and hardware roadmap priorities based on commercial opportunities and financial business plans
• Drive integrated planning interlock across marketing, product, operations, and partner ecosystems to ensure aligned execution
• Provide input into quarterly value proposition and messaging strategies to maintain market leadership and innovation positioning
• Own long-term strategic planning for the connected home portfolio, anticipating technology shifts and evolving customer needs
• Lead new product introduction (NPI) positioning and importance evaluation for emerging SmartHome and Energy solutions
• Influence the design of exceptional customer experiences that integrate SmartHome services across product lines and channel systems
• Lead customer experience and systems interlock, ensuring seamless journey design across complex installation and service delivery touchpoints

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Commercial Performance & Market Development:

• Drive quarterly loading plans with bottoms-up planning by channel for SmartHome Security and Energy services
• Establish and monitor critical commercial KPIs including ARPU, AMPU, Success Based Capital analytics, loading Recurring Monthly Revenue (RMR), new household growth, attach rates, household product intensity, and service adoption metrics
• Drive performance through QGP (Quarterly Game Planning) process, ensuring accountability in emerging market development
• Drive channel performance and PSO interlock to maximize productivity across complex SmartHome sales processes
• Own promotional strategy to drive optimal plan mix and portfolio profitability across security tiers and energy services
• Develop bundle promotional strategies that integrate SmartHome with internet and mobility offerings
• Create ARPU/AMPU log ideas focused on premium service tiers, managed services, and energy optimization
• Develop and own loading recovery plans when performance gaps emerge in this developing category
• Deliver executive updates and performance tracking including CEO notes and weekly program updates on SmartHome market development
• Drive gross additions across SmartHome Security and Energy Management services
• Optimize first 90-day churn through superior installation experience and customer onboarding programs
• Maximize Customer Lifetime Value (CLV) of SmartHome activation cohorts through service expansion and retention
• Activate ARPU growth through premium service tiers, managed services, and energy optimization offerings
• Measure Success Based Capital impact of SmartHome services on overall household relationship strength

Go-to-Market & Program Execution:

• Execute new product introduction take-to-market strategies for SmartHome Security, Automation, and Energy solutions
• Lead GTM execution and change management of NPI, including new products/SKUs, features, and technology integrations
• Drive GTM execution and change management for pricing, packaging, or policy changes in complex home services
• Plan and execute STIM, market events, and seasonal opportunities (Black Friday, home security awareness campaigns, energy efficiency programs)
• Develop bridging and scripting for channels, ensuring sales teams can effectively position complex SmartHome solutions
• Own lower funnel marketing positioning to drive conversion in considered-purchase category
• Execute 1:1 campaign strategies (ideation, segmentation, execution, and performance tracking) for personalized SmartHome recommendations
• Navigate records contention discussions to optimize customer targeting across home services
• Ensure Channel Go-to-Market readiness with comprehensive training on complex SmartHome solutions, competitive battle cards, and objection-handling tools
• Develop and execute cross-sell strategies from Home products to existing TELUS customers, positioning SmartHome as lifestyle enhancement
• Drive new household acquisition through innovative SmartHome and Energy value propositions

Qualifications

Experience:

• 8+ years in commercial leadership roles within technology, energy, security, or IoT industries
• Proven experience in emerging market development and new product commercialization
• Track record of building and scaling new revenue streams in technology-driven markets
• Experience managing P&L in emerging or high-growth categories

Skills & Competencies:

• Strategic visionary with ability to define category positioning in emerging markets
• Strong financial acumen and analytical capabilities with experience in complex service pricing
• Excellent cross-functional leadership and ecosystem partnership management
• Outstanding communication and executive presentation abilities
• Change management expertise with ability to drive organizational alignment in new markets
• Ability to operate in ambiguous, fast-changing environments with entrepreneurial mindset

Knowledge:

• Strong understanding of smart home technologies, energy management systems, and IoT ecosystems
• Experience with complex B2B2C business models and multi-stakeholder partnerships
• Knowledge of security services, home automation, and energy optimization solutions
• Familiarity with installer networks, professional monitoring, and managed service delivery models

Success Metrics:

• SmartHome Security and Energy portfolio revenue and EBITDA growth
• Gross loading performance vs. quarterly targets in emerging category
• ARPU/AMPU growth and customer lifetime value for SmartHome cohorts
• First 90-day churn reduction and installation quality metrics
• New household acquisition and cross-sell attach rates
• Channel productivity and PSO performance in complex sales
• Market share gains and category leadership positioning