Pricing COE Leader

Vertiv


Date: 3 weeks ago
City: Thāne, Maharashtra
Contract type: Full time
Key Responsibilities

 JOB DESCRIPTION

  • 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
  • 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
  • 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.
  • 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
  • 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
  • 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

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