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EMEA Director Pricing Strategy

3 months ago

London, United Kingdom Vertiv Full time

We are now looking for an EMEA Director, Pricing Strategy & Enablement to join our team in one of the following countries: Romania, UK or Italy.  

The Director, Pricing Strategy & Enablementwill work with the VP Commercial Operations EMEAto grow our company’s ability to build long-term, commercially resilient, and profitable relationships with clients. This is achieved by leveraging an in-depth understanding of B2B strategic pricing setting and getting principles, being perfectly aware of NPD processes, market maturity and price positioning. This role will be critical to building a strong team of commercial pricing experts working closely with the lines of business and Pricing CoE to identify and harmonize pricing processes, ensure maximum profitability, and best market positioning. The main areas of activities Director Pricing Strategy & Enablementwill be developing new pricing models, refining and adapting existing pricing models best suited for Vertiv’s different business needs and driving best practices throughout Vertiv. Moreover, the Director Pricing Strategy & Enablementwill continuously build and upgrade the skillset and maturity of pricing resources across EMEA.

This represents a great opportunity for a talented individual with commercial pricing experience, an analytical background, and team management experience to contribute to the success of a corporate organization by working in a global context with many colleagues from different world areas and managing direct reports. 

MAIN DUTIES

The duties outlined below represent what the Director Pricing Strategy & Enablementwill be involved with: 

  • Lead EMEA pricing activities 
    • To deep dive Price Analysis outcome of Pricing Intelligence tools
    • To highlight relevant Price leakages and propose corrective actions
    • To implement new pricing system and advanced pricing science and other analytics for more effective establishment of price and proactive price changes.
    • Lead and coordinate the collaboration of key internal stakeholders to maximize profitability and anticipate market changes, as well as improve approach to pricing in segmentation, market insights, specific customer requirements and added value services
    • Establish pricing processes that support
      • Regular Pricing adjustment strategies
      • Pricing of new market solutions and offerings
      • Pricing models, including outcomes/contingent based, fixed fee, time and materials, risk/reward / managed services
      • Drive adoption of different pricing scenarios
    • To disseminate information regarding Pricing tools, reports, or metadata enhancements
    • To Identify or monitor current and potential pricing opportunities, using business intelligence tools and leveraging the Pricing CoE capabilities 
    • To Synthesize current business intelligence or trend data to support recommendations for action
    • To Manage timely flow of pricing intelligence information to users
    • To support with key customers pricing tenders/large contracts/price agreements
    • To support/educate the sales teams in their pricing understanding and negotiation 
    • Assists BUs in the creation of price lists, discount matrixes, and escalations processes as well as target prices
  • Lead and Manage the quote profitability and pricing admin teams and collaborate with the Pricing CoE in Pune to ensure we:
    • Implement advanced strategies for gathering, reviewing, and analyzing data 
    • Identify best pricing systems/tools/AI for intelligent price management 
    • Measure Price programs efficiency
    • Prioritize Pricing actions
    • Apply best practices for effective communication and problem-solving
    • Establish a culture of continuous improvement and develop pricing knowledge of team members
    • Direct the team’s activities in support of pricing goals and develop their advanced pricing and leadership skills
    • Drive the adoption of pricing analytics and dashboards that improve decision making and profit realization
    • Identify and champion high potential/ high performing talent
  • Collaborate with VP Commercial Operations and EMEA Executive Staff
    • To create all needed Pricing leading indicators
    • To expand knowledge and experience by regular engagement with key stakeholders to understand business processes, policies, strategies and evolving business trends
    • To develop a Specific Executive summary to support LOB leaders, sales leaders, and Executive staff to monitor Price Performances and take the decision on Pricing tactics
    • Drive the adoption of pricing analytics and dashboards that improve decision making and profit realization
    • To contribute to all related Pricing tools development supporting business and Profit improvement (i.e. Guidance multiplier tool, Special Discount management tool…etc.)

KEY CHALLENGES:

  • Working in a changing environment whilst remaining focused and responding to business needs;
  • Working to tight deadlines in peak periods and juggling workload appropriately;
  • Working with other Functions to ensure common methodologies and full implementation of Best practices;
  • Balancing complex analytics with pragmatism, simplicity and taking people along the journey

QUALIFICATIONS AND EXPERIENCE:

  • University degree, preferably Business, Economics, Statistics, Engineering, or related fields 
  • Minimum 5-7 years of previous practical experience ideally in a commercial/pricing/analytical role including a minimum of 4 years of relevant industry experience (manufacturing, supply chain, etc.) including project management experience 
  • Knowledge of Business intelligence tools (i.e. Power BI, Tableau, R., ), 
  • Excellent written, interpersonal, and verbal communication skills
  • Good research and analytical skills with expert ability to analyse metrics and information; ensuring activities and strategies are data-driven and demonstrate results
  • Knowledge of database management
  • Fluent English
  • Capable of working within a matrix style of management, with strong influencing, problem resolution, motivation, and negotiation skills 
  • Leadership and good resource management skills and ability to establish and maintain effective working relationships with co-workers, managers, and clients
  • Excellent time management and  demonstrated ability to deliver results to the appropriate quality and time metrics
  • Having an in-depth understanding of main Finance parameters with strong commercial and financial acumen
  • Customer centric, business acumen
  • Excellent presentation skills meeting the needs of all levels within the organization up to and including the Executive management team
  • Proven ability to motivate and coach people in multiple dimensions, including analytical skills, project management, top management relationship management, and interpersonal skills

DESIRABLE ATTITUDE 

  • Self-motivated, enthusiastic, and outgoing individual, capable of working in a changing environment and able to deal with colleagues from different world areas
  • Positive and adaptable approach to problem-solving
  • Interest in revenue maximisation topics, GTM, pricing and sales will be an asset
  • Methodical and analytical behavior 
  • Capability to work under pressure and with deadlines
  • Multitasking/proactive
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