Pricing Director

Job Description

Provides support to sales bid teams (deal teams) through financial model development, risk assessment, pricing analysis and contract close-out. Manages the scope, quality, risks, schedule, and resources of company-wide pricing initiatives. Provides guidance and management to measure the effectiveness of the analyses being performed. Analyzes current and historical results of pricing activity and transactional data to identify actionable opportunities, develop ideas, and make recommendations to improve pricing performance. Examines opportunities to expand initiatives, processes and best practices while ensuring alignment with relevant businesses policies.

- Sets out the financial modelling strategy clearly for supporting team members and solution team, provides a high level of guidance and oversight to their work.
- Where solely supporting the deal, continues to design and build the financial model
- Understands the customer requirement and applies in depth industry knowledge and previous experience to actively challenge the solution team and discuss the cost drivers / levers to achieve the desired outcomes
- Work with other stakeholders to understand environment changes and accordingly influence tool realignment
- Get involved in the policy drafting process by working closely with the various stakeholders
- Thorough understanding of the relevant accounting policies as well as able to work with the accounting team to draft policies which has wide relevance and will help in deal selling
- Determines the pricing strategy and is actively involved in the price to win. Constantly drives the team and influences the customer to achieve the selling strategy. Leads pricing discussion with pursuit team in preparation for customer meetings, communicates pricing behaviour over term with customer and negotiates required price structuring
- Takes a leadership role in structuring the deal both with the sales team and the client. Uses supporting functions, viz. Tax, Accounting, Treasury, etc. effectively to influence deal structure
- Excellent ability to write proposal material that emphasises sales messages. Proposes and negotiates T&Cs that achieve desired outcomes. Reviews contract and provides required input on all financial related T&Cs
- Ensures the team is fully prepared for the governance process from a financial/commercial perspective and can personally present a summary of the deal to all levels of management. Gives strong unbiased personal recommendations
- Typically requires 10+ years relevant experience.
- Undergraduate degree or equivalent combination of education and work experience.
- Graduate degree (like MBA/MS Finance) or professional certification (like CPA/CA/CMA) preferred
- Possesses and applies expert knowledge of financial and pricing analysis principles.
- Expert data analysis skills.
- Demonstrated ability to train and mentor others.
- Expert oral, written and presentation skills.
- Ability to physically perform general office requirements.
- Must be able to perform essential responsibilities with or without reasonable accommodations.

PLEASE NOTE: The Career Architecture and associated Job Catalog comprise a structural framework. Accordingly, the job duties, requirements, and specifications listed as part of this job catalog are intended to describe the general function and level of personnel typically assigned to a specific classification (i.e., job function/job family/job title). It is not intended to comprehensively define, or to limit any additional responsibilities, duties and/or skills that may be required of or possessed by the incumbent. The Career Architecture framework is subject to change at any time, with or without notice, based upon the current and emerging needs of the business.

---