This position reports to: Global Division Controller

Role Purpose:

Global remit impact: Lead Commercial Excellence Pricing across Regional HUBs, Global Business Lines, and Local Businesses in a business scaling toward $3B. This is a global support function with a material influence on revenue, margin, and price realization.

Integrated scope: Combine Pricing (policy, governance, realization, discount control) and Commercial Excellence (quote-to-cash, tender governance), spanning services, products, solutions, and large, critical infrastructure projects across direct and indirect channels.

Tools analytics ownership: Own and advance Salesforce (SFDC/CPQ) as the primary commercial tool. Lead advanced analytics (price waterfalls, elasticity, margin bridges, dashboards) to drive data-driven decision-making at scale.

Leadership decision rights: Lead a global team of 5+ senior professionals. Set guardrails and approval workflows, ensure adoption and compliance, and partner closely with Finance, Sales, Product Management, Operations, and the Customer Experience function.

RESPONSIBILITIES:

Commercial Excellence

- Define and drive the global Commercial Excellence framework (policies, standards, KPIs).
- Improve quote-to-cash and tender governance processes, reducing cycle times and discount leakage.
- Embed compliance with Delegation of Authority, tendering policies, and commercial standards.

Pricing

- Establish and enforce global pricing governance, including guardrails, approval workflows, and profitability thresholds.
- Drive pricing policy execution and price realization across all businesses and channels.
- Monitor performance and ensure measurable revenue and margin improvements.

Tools Analytics

- Own Salesforce (SFDC/CPQ) modules and related data models.
- Shape the tool roadmap, analytics strategy,



and dashboards to ensure consistent global adoption.
- Apply advanced analytics (price waterfalls, elasticity modeling, margin bridges, BI dashboards) to enable fact-based decision-making.

Stakeholder Engagement

- Collaborate with regional and global teams to ensure alignment, scalability, and effective execution.
- Partner with Finance, Sales, Product Management, Operations, and the Customer Experience function to deliver commercial impact.
- Engage with the BA Technology team to leverage synergies and drive continuous improvement.

QUALIFICATIONS:

- To be successful in this role, you bring over 10 years of experience in pricing, commercial finance, or commercial excellence - ideally within industrial automation, energy, or other engineering-driven B2B environments. You have a solid academic foundation, with an advanced degree in Business Administration, Finance, Engineering, or a related field.
- You have a proven ability to shape and execute global pricing strategies, govern tender processes, and drive quote-to-cash improvements across complex, matrixed organizations. Your hands-on experience with Salesforce (SFDC/CPQ) and advanced analytics tools - such as margin analytics, BI dashboards, and elasticity modeling - enables you to make data-driven decisions that drive measurable impact.
- As a leader, youve successfully managed and influenced global teams, both directly and in a matrix environment. You bring exceptional communication, organizational, and leadership skills, with the ability to operate effectively across cultures, functions, and geographies. You're a strategic thinker who thrives on execution, and you're passionate about building diverse teams and fostering a culture of accountability, continuous improvement, and commercial excellence.
- Fluency in English is essential, and additional languages are a plus.

📌 Commercial Excellence & Pricing Manager (Karnataka)
🏢 ABB
📍 Karnataka