Job Description
Key Responsibilities
1. Pricing Strategy & Frameworks
- Develop and institutionalize pricing strategies aligned with business objectives (growth vs margin optimization).
- Define value-based pricing models for engineered products, solutions, and services.
- Build pricing architectures including:
- Segmentation (customer / application / geography)
- Discount structures
- Floor pricing / guardrails
2. Pricing Governance & Discipline
- Establish a pricing governance model with clear approval matrices.
- Drive adherence to pricing policies across sales teams.
- Monitor and control:
- Discount leakage
- Deal exceptions
- Margin erosion
3. Deal Support & Commercial Excellence
- Act as a deal desk leader for complex / large opportunities.
- Provide real-time pricing guidance to sales teams on strategic bids.
- Drive win-rate vs margin trade-off optimization.
4. Analytics & Insights
- Build advanced pricing analytics capabilities:
- Price realization vs list price
- Pocket margin analysis
- Customer profitability
- Leverage tools (Excel, BI platforms, AI models) to generate actionable insights.
- Identify opportunities for:
- Price increases
- Cost pass-through
- Mix improvement
5. Tools, Systems & Digitization
- Implement and manage pricing tools (CPQ, pricing engines, dashboards).
- Ensure integration with ERP/CRM systems.
- Drive automation in:
- Quote approvals
- Pricing recommendations
- Reporting
6. Cross-functional Collaboration
- Partner with:
- Sales → drive pricing discipline
- Finance → ensure margin alignment
- Engineering → understand cost structures
- Product teams → lifecycle pricing
- Influence senior stakeholders on pricing decisions.
Key Performance Indicators (KPIs)
- Disciplined Pricing Process
- Gross margin improvement (%)
- Price realization vs target
- Discount reduction (%)
- Deal cycle time for approvals
- Win-rate vs margin balance
- Contribution margin improvement by segment
Qualifications & Experience
- Bachelor's degree in Engineering (Mechanical / Electrical preferred) MBA is a plus
- 8-15 years of experience in:
- Pricing / commercial excellence
- Sales or product management (industrial domain preferred)
- Strong understanding of:
- Cost structures (BOM, manufacturing, logistics)
- B2B / project-based selling
Key Skills
- Pricing strategy & analytics
- Financial acumen (margin, ROI, contribution analysis)
- Stakeholder management (strong influence without authority)
- Data tools: Excel (advanced), Power BI / Tableau, CRM/ERP systems
- Structured problem-solving
Leadership Traits
- High commercial acumen
- Data-driven mindset
- Ability to challenge sales constructively
- Strong governance orientation without slowing business
- Change management capability
