The Commercial team sits at the heart of Officeworks growth agenda. This function brings together customer needs, product innovation, services, supplier partnerships, merchandise planning, and channel growth to shape what Officeworks sells, how it competes, and the value it delivers across Retail, B2B, Government, and Education. This is a unique prospect to contribute to one of the businesss most commercially impactful areas.

The team plays a key role in evolving Officeworks product and service offering, accelerating growth in high-potential channels (such as B2B and Education), expanding private label and exclusive ranges, strengthening supplier partnerships, and unlocking emerging category opportunities across areas like technology, gaming, mobility, VR, print, installation, telco, and managed services. You will help build commercial capability from the ground up, shaping scalable ways of working, strengthening planning and decision-making, and driving outcomes that impact sales, margin, customer experience, inventory performance, and long-term growth.

These roles are best suited for people who enjoy:

- thriving in a growth-focused retail environment where commercial decisions directly influence customers, sales, margin, and competitiveness
- contributing to key growth areas, including B2B, Education, Government, private label, exclusive products, and emerging categories
- using insights (customer, competitor, category, supplier, financial, inventory) to identify opportunities and inform decisions
- collaborating cross-functionally to turn commercial strategy into practical outcomes

Why this role exists:

The role exists to deliver accurate, competitive and profitable pricing across B2B quotations, tenders and customer contracts. From a sales perspective, the role is fundamental to profitable growth, being accountable for ensuring the delivery of pricing proposals which are market leading in their innovation and competitiveness, whilst maximising value for Officeworks. The role also protects commercial value by applying pricing guardrails, identifying margin leakage, recovering cost increases and maintaining disciplined pricing throughout the contract lifecycle for existing accounts.

The role leads the people, processes and systems required to deliver reliable B2B pricing services. It ensures pricing requests are completed within agreed service levels, strengthens data and control quality and increases the use of AI and automation to support profitable growth while releasing operational capacity.

Where you will make a difference:

B2B Contract Pricing and Margin Management:

- Lead the end-to-end delivery of contract pricing across corporate, education, government and small-to-medium business segments.
- Leverage Officeworks consumer low price model as the basis from which all Business customer pricing is built and maintained
- Apply enterprise pricing principles, margin guardrails, approval delegations and exception pathways consistently across B2B pricing decisions.
- Review customer pricing throughout the contract lifecycle, identifying margin leakage,



unrecovered cost increases and margin-positive product substitution opportunities.
- Monitor contract and customer profitability, providing evidence-based pricing recommendations to B2B Sales, Category Management and Finance.
- Coordinate contract price reviews and remediation activity, ensuring agreed pricing actions are implemented accurately and on time.
- Escalate material margin, commercial or compliance risks that fall outside approved pricing authorities.

Tender, Quotation and Competitive Pricing:

- Lead the pricing component of B2B tenders, proposals and contract renewals, balancing competitiveness, customer value and profitability.
- Assess pricing scenarios, product costs, rebates and contract conditions to determine commercially viable recommendations.
- Maintain accurate competitor product mappings and equivalent-product comparisons to support defensible pricing and substitution decisions.
- Manage B2B price-match and customised pricing requests in line with enterprise pricing principles and approval requirements.
- Review and approve contract price files and customer-specific catalogues within delegated authority, verifying pricing, product and customer data before release.

Pricing Operations and Service Delivery:

- Manage and automate the day-to-day delivery of price changes, contract updates, quotation requests and customer catalogue maintenance within agreed service levels.
- Establish effective workflow controls, quality checks and escalation processes across the B2B pricing operation.
- Monitor pricing accuracy, quotation turnaround, workload, rework and service performance, addressing emerging risks and constraints.
- Maintain accurate pricing records, approval evidence and process documentation to support auditability and reporting.
- Ensure B2B pricing activities comply with the Competition and Consumer Act 2010, the Australian Consumer Law, applicable privacy requirements and internal controls, partnering with Legal, Risk and Compliance when required.

Systems, Automation and Process Improvement:

- Identify and implement improvements that simplify B2B pricing workflows, reduce manual handling and improve pricing accuracy.
- Define business requirements for enhancements to SAP CRM, Salesforce CRM, BW Analyzer and supporting pricing workflow tools.
- Partner with Technology and Data teams on solution design, testing, implementation and issue resolution.
- Increase the use of AI, automated and exception-based workflows across contract maintenance, quotations and price-file processing.
- Measure the capacity, quality and service benefits delivered through process and system improvements.




- Promote consistent data standards and disciplined system use across the Business Pricing team.

Team Leadership and Capability:

- Lead, coach and develop the Business Pricing team, creating clear accountability for service, quality and commercial outcomes.
- Allocate workload and capacity across analysts and administrators in response to operational demand, tenders and business priorities.
- Establish capability matrices, onboarding routines, standard operating procedures and technical training for onshore and offshore team members.
- Set clear performance expectations and conduct regular coaching, development and performance discussions.
- Build commercial judgement, customer understanding and technical pricing capability across the team.
- Create an inclusive and accountable team culture focused on accurate execution, responsive service and continuous improvement.

What success looks like:

- Customer Growth: Continually improving win rates on submitted B2B pricing requests, tenders and contract renewals through accurate, competitive product coding and cost modelling.
- Margin Optimisation:Deliver measurable margin improvement across B2B customer contracts through proactive price adjustments and positive margin substitution, including through customer contract lifecycles.
- Operational Efficiency:Quantifiable reduction in manual pricing effort delivered through workflow automation and offshore capability uplift
- SLA Compliance: 100% accuracy and SLA compliance across customer quote turnarounds, contract file updates, and SAP price transmissions.
- Demonstrates behaviours aligned to Officeworks values, contributing to a respectful, inclusive and high-performing culture.

Essential:

- Education: Tertiary qualification in Business, Commerce, Finance, Economics, Analytics, or a related discipline is required (or equivalent practical B2B pricing leadership experience).
- Experience: 58+ years in commercial pricing, B2B sales operations, procurement, or commercial analytics, including experience leading teams or managing pricing operations
- B2B Pricing Expertise: Advanced practical knowledge of B2B contract pricing models, tender assessments, margin guardrails, and customer quotation frameworks.
- Technical Systems: Strong proficiency in ERP systems (SAP CRM / BW Analyzer), advanced Excel, and automated pricing workflow platforms, including a proven track record in the adoption and deployment of AI to enhance pricing processes and outcomes.
- Commercial Acumen: High analytical capability, with a proven ability to analyse SKU performance, evaluate price elasticity, and drive margin substitution initiatives.
- Regulatory Governance:Solid understanding of Trade Practices legislation, Australian Consumer Law, and compliance requirements in commercial contracting

Preferred:

- Industry Context: Practical experience within B2B (essential), commercial office supplies, FMCG, or omnichannel retail environments.
- System Specialization: Advanced technical skills in SAP pricing module configuration, Power BI dashboard building, or automated workflow design.

📌 Associate Business Pricing Manager (Bengaluru)
🏢 Officeworks
📍 Bengaluru