Drive pricing excellence and margin optimization across the IMEA region by developing and implementing effective pricing strategies, enhancing profitability, ensuring pricing governance, and enabling data-driven commercial decision-making. The role partners closely with cross-functional teams to balance growth, customer value, competitiveness, and sustainable business performance. The role may be based in Mumbai, Istanbul (local talent), or operated remotely, depending on candidate suitability and business needs.

Key Responsibilities

Pricing & Margin Management

- Develop and execute regional pricing strategies aligned with growth and profitability objectives.
- Lead price increases, surcharges, and raw material cost pass-through initiatives.
- Govern list prices, discounts, rebates, and customer-specific pricing.
- Analyze price realization, price waterfalls, discounts, volume/mix, and margins.
- Identify margin improvement opportunities and address low- or negative-margin business.
- Support value-based pricing, portfolio segmentation, and lifecycle initiatives.

Commercial Partnership

- Partner with Sales, Product Management, and Finance to achieve pricing and margin targets.
- Provide pricing guidance for customer negotiations, strategic bids, tenders, and contracts.
- Develop pricing/value arguments to support commercial teams.
- Work with Supply Chain on pricing responses to raw material inflation, shortages, and supply disruptions.
- Act as the regional pricing advisor to business and commercial leadership.

Analytics, Systems & Governance





- Develop pricing and profitability dashboards and provide actionable business insights.
- Lead pricing forecasting and support business planning.
- Ensure compliance with global pricing policies and approval processes.
- Act as regional key user for pricing systems and ensure pricing master-data accuracy.
- Ensure correct implementation of pricing conditions in SAP – may or may not
- Drive adoption of Power BI, pricing analytics, automation, and digital pricing tools .

Regional Leadership

- Lead regional pricing projects and process improvements across IMEA.
- Coordinate pricing activities across countries and businesses.
- Provide pricing training and coaching to commercial teams.
- Influence stakeholders across functions without direct authority.
- Drive pricing best practices and a value-based pricing culture.

Key KPIs

- Price realization vs. target
- Gross margin improvement
- Successful price increase implementation
- Pricing governance compliance
- Reduction in negative-margin business
- Raw material inflation recovery
- Pricing dashboard and tool adoption
- Pricing approval cycle time
- Support for strategic commercial opportunities

Qualifications & Experience

- B.Tech is a must & MBA preferred.
- 5–10 years of experience in Pricing, Commercial Excellence, Product Management,



Business Management, Finance, or Sales.
- Experience in B2B, industrial, chemical, adhesives , or related industries preferred.
- Experience working across multiple countries in a matrix organization.
- Proven experience in pricing execution, margin management, and commercial decision-making.

Key Skills

- Strong commercial, financial, and analytical capabilities.
- Advanced Excel ; experience with SAP and Power BI .
- Knowledge of pricing methodologies, price waterfall, and value-based pricing.
- Robust problem-solving, communication, influencing, and stakeholder management skills.
- Ability to translate data into actionable business recommendations.
- Strong project and change management capabilities.

Preferred ACM Experience

- Adhesives or specialty chemicals experience.
- Knowledge of portfolio segmentation, lifecycle management, product costing, and raw material dynamics.
- Experience managing multi-country price increase programs .
- Exposure to AI-enabled pricing analytics and commercial excellence .
- Familiarity with Salesforce, PROS, SAP, Power BI , and margin analytics tools.

Ideal Candidate A commercially strong, analytical, and collaborative pricing professional who can balance growth, competitiveness, customer value, and profitability. The candidate should be comfortable operating in a multicultural, matrix environment and influencing stakeholders across IMEA. Primary objective: Deliver sustainable price realization, margin improvement, pricing governance, and value capture across ACM IMEA .

📌 Manager Strategic Pricing IMEA (Navi Mumbai)
🏢 Henkel
📍 Navi Mumbai