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Head of Pricing, Packaging and Commercial Strategy
4 months ago
LexisNexis is currently looking for The Head of Pricing and Packaging, If you have got experience in B2B pricing within professional services and you are looking for a new opportunity, we would like to hear from you.
The Head of Pricing, Packaging and Commercial Strategy is a key leadership role responsible for strategy and execution across all products and market segments. This role works closely with senior stakeholders across Sales, Marketing, Strategy, Product, Content, Data, IT and Finance.
Key Responsibilities
- Leadership of pricing and packaging within LexisNexis UK. Identifying opportunities to improve pricing and packaging and recommending and agreeing the priorities and projects to deliver them with the Senior Leadership Team.
- Building pricing and packaging capabilities throughout the organisation and being the champion for pricing within the organisation
- Setting pricing and packaging strategy for all UK products and markets
- Developing the prices, packages, market segmentation, processes, and tools to support this strategy.
- Determining launch prices and packages for new products, including working closely with Product, Content, Sales, and Marketing teams to understand the value that new products provide to different customer segments and developing customer value. propositions. Conducting market research as required to measure customer willingness-to-pay.
- Monitoring performance of pricing and packages for existing products and proactively identifying opportunities to improve pricing in response to market and/or product developments.
- Setting customer-level target prices for contract renewals and developing the supporting tools and processes.
- Governance of price discounts, including setting discount rules and the discount approval process. Approving discount requests for key deals. Regularly reviewing discount performance with the Sales Leadership Team.
- Setting the packages of online content and functionality that are available for each market segment. Monitoring the success of packages in driving revenue and proactively identifying opportunities to improve packaging.
- Governance of packaging over time, determining the packaging when bringing new content and functionality to market.
- Maintaining the Pricing Dashboard reporting and conducting ad-hoc analysis to support specific pricing projects.
- Specifying IT requirements to support pricing in the ongoing development of LexisNexis front and back-office systems.
- Inspiring, managing, coaching, and developing a team of pricing, packaging, and commercial strategy analysts.
- Conducting regular Segment reviews to map our current position and to identify growth risks & opportunities.
- Identifying opportunities to drive growth and profitability through analysis and research.
- Driving data-driven, strategic prioritisation within and across the commercial functions
- Providing leverageable insight to support thought leadership with a specific focus on Segment specific initiatives.
- Aligning with Finance and Data teams to ensure coordinated approach to improving business intelligence.
- Working closely with other LNLP business units to share, adopt, and implement best practice.
- Leading customer, segment and competitive intelligence gathering, market mapping and strategic interpretation.
- Identifying and operationalising growth acceleration initiatives
Attitudes and Behaviours
- Very high personal integrity
- Collaborative - able to lead deliverables and collaborate across the business
- Independent - comfortable working both independently and as part of a team
- Able to build trust and rapport
- Results oriented with focus on making things happen
- Self-starter - uses initiative to identify opportunities to improve pricing and manage them through to implementation
- Manages own workload, including proactively raising and resolving issues
- Builds relationships across the business
- Can-do attitude
Specialist Knowledge / Skills Required
- Professional experience in pricing and commercial strategy, notably in a B2B environment
- Knowledge of, and experience in applying, pricing best-practices in pricing strategy, price setting and price execution
- Track-record working directly with front-line sales staff, getting them to successfully adopt new pricing methodologies
- Bachelor’s or Master’s degree in a quantitative field such as statistics, economics, finance, applied mathematics or operational research
- Project management skills, delivering high quality results to planned timescales. Able to manage multiple concurrent projects, keeping stakeholders updated and planning resource requirements
- Exceptional stakeholder management and influencing skills to develop and execute best-practice pricing within a matrix organisation. The role holder must be capable of successfully partnering across multiple functions, working at both an operational and strategic level
- Excellent analytical skills, including delivering insights from l
