Head of Pricing

Basingstoke, UK
10 Jul 2019
24 Jul 2019
Contract Type
Full Time

The Head of pricing is responsible for defining, agreeing and evolving a pricing strategy to enable all relevant sales channels to communicate pricing across a number of different products & technologies. Product pricing is delivered via website, EDI and quoted on the phone by numerous different sales teams - A consistent sales price is required for the customer when checking any relevant data sources. The individual will work towards delivering Exertis UK's objectives whilst maximising margin in line with budget expectations. This new role gives the individual the opportunity to design and manage a new and constantly evolving pricing strategy that is a significant step change to the culture of the business.

Key Responsibilities
  • Support and challenge the business to apply and develop a sustainable best in class pricing model
  • Lead in the transition to SAP and the use of SAP as a framework for better pricing outcomes
  • Supported by governance team, lead in developing appropriate internal training around pricing to enable a smooth transition to SAP along with better pricing outcomes and processes.
  • Lead in the development and maintenance of a strong governance environment for pricing, through the management of a pricing governance team.
  • Supported by the pricing data analysts, conduct profitability, price sensitivity, and risk scenario analysis and identify opportunities for price optimization.
  • Assist and advise key stakeholders on the structure and development of commercial pricing strategies in order to maximise business profitability across complex multi-facetted commercial propositions spanning multiple business units and sales teams.
  • Development of internal tools and processes to support the evolution of Exertis UK and the changing requirements from our customers.
  • Conduct competitive product and price positioning analysis.
  • Supported by the pricing data analysts, ensure that assumptions held within the commercial propositions are logical, sensible, updated and accurate at all times.
  • Ensuring that duplication and manual effort is removed and that where possible reporting for both internal and external customers is automated.
  • Analysis of bids in order to ensure profitability using standard business modelling techniques and where appropriate produce a P&L to deliver clearly articulated and unambiguous profitability measures.
  • Reflect tactical & strategic promotional activities on product ranges through pricing model in rapid efficient manner.
  • Ensure price feeds to customers are consistently analysed and corrective measures taken to deliver budget plan.
  • Be a trusted advisor to sales community and wider commercial teams.
  • To build and maintain internal and external relationships with key stakeholders across all sales & commercial functions.
  • Management of multiple activities in an appropriate manner within a fluid and fast changing environment.

Essential Requirements:
  • Knowledge of the IT Distribution market with track record of having operated in a multinational business environment.
  • Experienced in managing complex bids.
  • Experienced working with C Level (internal).
  • Strong decision making skills - able to identify key business issues and balance conflicting interests.
  • Strong communication skills - able to convey understanding and earn respect across Exertis.
  • Delivery of successful commercial pricing propositions clearly differentiating Exertis from the competition that are both profitable and aligned with the customer and business objectives.
  • Able to develop practical commercial solutions in collaboration with sales, bid management, commercial and finance to meet customer requirements.
  • Swift analysis of information and articulation of the results to key stakeholders.
  • Documentation and communication of best practice pricing principles.
  • Design, evolution and improvement of overall pricing process.
  • Strong relationships, and close integration, with the regional sales, commercial and finance teams through regular attendance and updates at their respective team meetings.
  • Demonstrate a strong awareness of and commitment to Ethics and Compliance and the DCC Group Code of Conduct.

Must have technical / professional qualifications
  • Proven experience developing compelling commercial & pricing propositions
  • Proven experience in IT / Telecoms distribution
  • Demonstrate knowledge of Commercial contract issues affecting pricing
  • Advanced data analysis skills and experience with respective tools
  • Quantitative first degree or postgraduate business qualification

  • Finance or Accounting qualification
  • Able to quickly establish credibility and rapport with sales & business staff and to form teams across organisational boundaries. Able to operate effectively up to senior executive level when required.
  • Strong project management skill-set and mind-set; able to manage projects under tight time pressure
  • Enthusiasm for working in an intensive, deadline-driven and high-profile role
  • Able to work effectively on multiple, concurrent projects

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