Key Objectives of Position:
- Own the development of business cases for opportunities, this includes deal modelling and deal scenario generation to enable profitable decisions.
- Influence and partner with key internal stakeholders across Sales, Finance and Product to improve pricing and drive profitability across the business.
Analyze pricing data to produce insights and price recommendations to guide sales on cross/upsell and cost saving opportunities through cost structures/timeline
- Support B Transformation through the development and testing of different pricing quote models and approaches.
Day-To-Day Responsibilities:
- Develop comprehensive business cases on significant or complex ISG deals to determine and guide on the profitability of the deals and advise sales/senior leadership on the impact to revenue and margin objectives if they were to proceed.
- Responsible for generating and presenting, in collaboration with sales, business cases to secure deal funding for large and complex acquisition pursuits.
- Work closely with Product Marketing to ensure alignment around take to market models, configurations and price points.
- Work closely with Services Sales to ensure overall take to market solution (hardware and services) is market competitive.
- Identify opportunities for profit improvement via improving revenue or cost positioning through modelling and analysis of customer accounts.
- Build and maintain centralized market intelligence registers to log deal details for use in future deal analysis and review and anticipate market changes.
- Ongoing review of current customer contracts to track the impact of contract terms on financial performance.
- Provide regular updates to the Commercial Director and Sales Leaders regarding changes in market trends, profit improvement opportunities and strategies to provide further value for customers.
- Track the success of the pricing transformation by monitoring sales deviation from the price guidance proposed.
Mandatory Competencies for role:
- Excellent commercial acumen.
15+ years of experience
- Excellent interpersonal skills and ability to apply a commercial lens to financial and pricing models.
- Highly developed excel skills and analytical skills.
- Ability to model complex financial deal scenarios.
- Comfortable working with and resolving ambiguity and adapting to changing business needs.
- Excellent communication skills; communicate in a clear and simple manner to ensure operational effectiveness.
- Ability to manage time and prioritize effectively.
- Commitment to personal and professional growth.
- Ability to build rapport and work with teams locally and overseas with conflicting priorities.
Preferred Competencies for role:
- Sales and bid management experience
Team Involvement: Must be a team player
Key Performance Indicators /Metrics: Accuracy of data analysis Identification of profitability increase opportunities :
- Identification of cost reduction opportunities
- Protection of margin leakage
Candidate Pre-Requisites Previous Experience: Essential: Preferred:
- Demonstrated experience in pricing and deal structuring within a commercial environment
3-5 years analytical experience within marketing, sales or finance area Pricing experience, especially with the use of PROS in a commercial environment.
Qualifications: Tertiary Qualifications in Finance or a related field
Desirable characteristics: Dynamic problem solver, naturally curious, enthusiastic, self-starter and attention to detail.
