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Form of workTitle: Regional Pricing Leader – North AmericaLocation: 100% remote (company is based in Glendale, WI)Hire Type: Direct HireCompensation: $170,000 - $200,000 Base Salary + Gain Share Bonus (20%) + BenefitsManager Notes:B2B pricing, reporting to the Global Pricing Leader. This employee will be the Regional Pricing Lead for North America – makes up 40% of sales between US (33%) and Canada (7%). Must be a true Pricing Leader with pricing strategy/transformation experience, have implemented/transformed a pricing model and built out pricing teams.
Must have team management experience, strong market understanding, numerical expert, and strong communication skills with Sales & Marketing leadership. 4-6 direct/indirect Pricing Analyst reports. This person will have support from a consulting firm specializing in pricing.
20% travel required – heavier travel at first, and then closer to 3-5 days/month once settled in. Prefer candidates on EST or CST time zone for normal operating hours. Interview Process includes CFO, President, GM, and former VP of Pricing.What you will do:As a Regional Pricing Leader, you will own the pricing process, analysis, governance, and monitoring of performance and execution, working closely with the VP Regional GM and his team.
Some specific functions include:• Set guidelines and processes to enhance pricing initiatives, contract harvesting, and the review of commercial opportunities to expand the regional profit margin.• Develop and execute a pricing strategy to drive market competitiveness and a net margin expansion of 200 bps annually for the Region.• Lead and drive expansion of as-a-Service recurring revenue models and applications across the company portfolio.• Support the Region leaders to develop and deploy pricing related processes, strategies, tactics, policies, and reporting capabilities needed to achieve financial and operational goals.• Lead and host Deal Review Board meetings as needed to optimize deal structure, outcomes, improving win-rate while improving margin.• Work with the Region leadership team to design and execute strategic pricing initiatives to position the business for current and future growth and profitability.• Calibrate report metrics that support business objectives and create performance transparency for effectiveness of pricing actions.• Coordinate with sales and product development leaders to establish actions for pricing opportunity and optimal product life cycle management.• Govern and analyze competitive trends, pricing, discounts, and contract term deviations.• Coordinate regional level review processes and ensures compliance with commercial sales DOA.How you will do it:• Work with the regional & global teams to set targets, implement strategies, and define procedures necessary to ensure consistency across pricing actions, decision-making, and positive price cost for all new and existing projects.• Drive pricing analytics and value-based pricing initiatives leveraging the capabilities of the pool of pricing analysts.• Monitor existing contracts to ensure long cycle profitability through cost analysis, unfavorable T&Cs, and re-pricing actions.• Leverage data analysis to provide actionable insights through reporting and analytics.• Provide thought leadership and regularly conduct analyses to identify opportunities, solve problems, and improve business performance through strategic pricing actions.• Provide KPIs for pricing initiatives, compile reports/dashboards, and distribute to stakeholders across the organization.• Monitor and report overall effectiveness of pricing execution and analyze gaps and transparently communicate performance.• Work with sales/marketing/operations teams to monitor the market trends and competition and quantify the impact to plan and align pricing strategies accordingly.Required:• Bachelor’s degree required. MBA preferred.• At least 8 years of experience leading pricing strategy with a successful track record.• Strong executive presence with experience working cross functionally with product development, engineering, sales, and operations teams.• Experience setting up best practices to deploy pricing initiatives, competitive analysis, monitoring of KPIs, and pricing performance management.• Experience with modeling techniques and pricing frameworks.• Experience in custom project pricing capability and proficiency in building price strategy and setting prices for complex and engineered products with long cycle.• Resilient, pragmatic, action-oriented and impact driven. Strong stakeholder management skills.
Experience in change management.• Excellent communication skills. Experience in change management, especially in complex / matrix organizations.• Ability to develop validation processes to ensure data integrity/accuracy.• Travel around 20% required.
