Lead pricing discipline, effectively managing pricing and deal execution
Responsible for Secured gross pricing, price realization and secured gross margin rate attainment within region; will work closely (peer to peer) with Sales leadership to achieve these regional goals
Acts as a strategic partner and strong implementer in supporting the VP/GM Region and country commercial sales leaders to manage price and optimize profits.
Focuses on maximizing total variable margins and shifting the business to value based philosophy in pricing.
Develop, evaluate and implement pricing strategies and models based upon current business and competitive market dynamics.
Works closely with VP Pricing and APAC pricing team to build a culture and DNA of pricing and value to the customer across Pacific sales and commercial teams.
Prepare and drive regular discussions regarding pricing strategy, competitive pricing insight with the VP/GM Region
Drive the implementation of APAC pricing process and policy within the region.
How You Will Do It
Drive value capture by implementing price strategy and managing deal execution, set additional pricing targets, as required
Strategically shift from cost plus pricing to value-based pricing. Build a culture of pricing within the APAC organization (culture, mindset and processes).
Acts as a business partner for pricing, manages deal execution and coaches the team toward full lifecycle profitability
Lead on-going pricing activities across product, sales, marketing, and finance
Competitor pricing monitoring & benchmarking mechanism across all LOBs with the region
Establish major model cost/price review cadence to ensure competitiveness of JCI star/volume products
Develop vertical market-based solution/value selling toolkit to drive solution & value selling (instead of commodity equipment selling)
Establish product cost structure regular review cadence, look into mid term key impact commodity price trend, to develop forward looking pricing
Lead development of long-term pricing strategy for complex products/services, including refining the price approval process etc.
Be a subject matter expert for the field sales and commercial teams.
Achieve cross-functional and cross geo coordination needed to develop and implement price strategy
Define and disseminate best practices in pricing process and execution
What We Look For
University degree or equivalent combination of education and experience. MBA or another advanced degree required, additional technical degree preferred
5+ years pricing-related experience, with demonstrated success: change management leadership, implementation of new processes/systems
Strong organization-building skills, including establishing links across firm's BUs and regions
Outstanding cross-functional leadership skills
Analytic ability to understand and define critical issues (benefit/value map, pre-approved discount level, deal waterfall, volume impact)
Strong negotiating skills based on a thorough understanding of sales/marketing practices
