Role Overview :

The Pricing COE Lead will establish and lead a centralized pricing capability to drive process discipline, margin expansion, commercial discipline, and data-driven decision-making across the organization. This role will partner closely with Product Management, Sales & Finance to design pricing frameworks, enforce governance, and enable value-based selling

Key Responsibilities:

1. 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

2. Pricing Governance & Discipline

- Establish a pricing governance model with transparent approval matrices.
- Drive adherence to pricing policies across sales teams.
- Monitor and control:
- Discount leakage
- Deal exceptions
- Margin erosion

3. 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

4. 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

5. 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

6. 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:

- Bachelors degree in Engineering (Mechanical / Electrical preferred); MBA is a plus
- 815 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

📌 Pricing COE Lead (Thane)
🏢 Vertiv Energy
📍 Thane