Senior Global Pricing Manager, Bolt Market - Home Task

Brief

● Bolt is the first and largest on-demand ecosystem in Europe and Africa. Major competitive advantage being: (1)
shared and loyal users; (2) technological synergy; (3) operational synergy; (4) financial efficiency through lower
and shared costs
● Bolt Market is a fast delivery grocery company. We deliver over 2,000 products within 15 minutes. Bolt Market will
operate in 10 countries in Europe in 2021, with more countries and cities to be launched in 2022. Bolt Market will
be €1B+ business in the next several years
● Bolt Food works in 20 countries and 70+ cities in Europe and Africa

Task: Commercial strategy for Bolt Market

● Imagine you were hired for the Commercial team within Bolt Market. Congrats!
● Your first priority is to design and approve a Pricing and Promotions strategy for Bolt Market that it’s
critical to succeed in this industry.
● Guiding questions below. The list of questions is not final; the main goal here is to guide what are the main areas
that are important to find answers to so feel free to select as many or less topics as you want to.

● Value Proposition
● What should be our Value proposition in 10+ countries? What are the major trade-offs/decisions
we need to make as part of the strategy? Who are our ideal customers? What is our
competitive differentiation, i.e. how is our Value Proposition different vs competitors’ offer. How
to drive value for money perception?
● Pricing strategy
● What should be our pricing strategy? How should we work with cost of goods sold (COGS),
customer value proposition, private label and margin mix of our baskets?
● What are the major trade-offs/decisions we need to do as part of the pricing (customer
perception) vs profitability strategy and what will be your choice for them?
● What should be our assortment price tiering strategy? Should we offer different levels of
products at different price points? How do we work with price premium?
● Who are our competitors? How should we react to competitors' prices? How do we capture our
main competitors' prices?
● How do you evaluate the success of the price strategy, which matrix would you follow? How
often?
● Promotional strategy
● What should be our promotional strategy?
● What should be our ideal promotional participation?
● What would be the main marketing, pricing campaigns you would include as part of the
commercial strategy? What resources would you need to scale these campaigns: product
features / marketing team / local operations teams / HQ teams?
● What would be the main 2-3 KPIs that will define the success of promotional strategy?
● Assortment strategy
● What should be our assortment mix strategy to launch a new market (around 2000 SKUs) and
how to differentiate our offer in established markets (around 4000 SKUs)? How to build a
framework/process to optimize the assortment based on data points in 10+ countries? What
teams, capabilities do we need for that?
● What should be the framework for defining # of categories, # of sub-categories, breadth of each
category? From HQ we can’t micromanage all local teams, but need to build frameworks to
make sure assortment in each country follows our global commercial strategy
 ● What are the major trade-offs/decisions we need to do as part of the assortment strategy and
what will be your choice for them?
● What would be the main 2-3 KPIs that will define success of this function?
● Global rollout and business scalability
● Bolt Market has unique and complex business setup: HQ teams that define and own strategy,
growth and business P&L, with local teams in 10+ countries responsible for on the ground
execution
● How would you make sure that local teams buy in and execute on the pricing / promotions
strategy you design? What HQ competences, teams, resources do you need to have to scale
commercial strategy globally and achieve your KPIs?
● How would you design collaboration with other HQ teams and local teams to deliver on the
commercial roadmap and achieve KPIs?
● What are key functions and teams you would need to collaborate with to implement your
defined strategy and achieve business goals?
● How do you see key stakeholders management and interaction with other HQ teams? With
local teams? What other teams need to do to help you achieve commercial KPIs?
● What roles and teams should be centralized at HQ and what should be kept within local teams?

● Deliverables: maximum 20 slides in google slides; if needed add supporting docs (excel, google sheets, etc.)