Pricing Head

A leading logistics Indian organization

Role Details

Position Title Pricing Head / Pricing Controller
Grade -
Designation DGM / GM – Pricing
Functional Area Marketing, Communications & Sales Excellence
Location Mumbai Head Office
Reporting to AVP – Marketing, Communications & Sales Excellence
Number of Report(s) Direct: & Indirect: 1

Candidate Profile

Educational Qualification MBA (Sales/Marketing/ Finance)
Industry 3PL, Logistics, B2B Marketing
Total Work Experience (Years) 12+ years
Industry Experience (Years) -
Age (Years) NA
Certifications/Software Requirements Proficiency in Microsoft office advanced tools

Job Description
The Pricing Head is responsible for setting and managing the pricing strategy for various solutions and service offerings. The role involves a combination of strategic thinking, data analysis, analyzing market dynamics, monitoring pricing trends, market research, and financial acumen to determine the optimal pricing structure that maximizes profits and market share while ensuring customer satisfaction.

Competencies/Skills Required

• Strategic Thinking to understand overall business goals and market dynamics.
• Analytical Skills to access trends, competition pricing and factors influencing the decisions.
• Financial Acumen to understand the financial principles, including profit margins, cost structures, and revenue optimization.
• Market Knowledge to make informed pricing decision and identify opportunities, threats and differentiation.
• Decision-Making ability to make timely and informed decision utilizing data and analytics.
• Innovative Thinking to explore and implement innovative pricing models and approaches to stay ahead in a dynamic market.
• Customer Focus to develop strategy that provides value.
• Team Leadership to to build and lead a high-performing pricing team.
• Continuous Learning towards staying updated on industry trends, pricing best practices, and advancements in pricing technology.

Organizational Relationship
Within the Organization Outside the Organization
• CEO
• Business Leaders
• Team members and related department persons. • Customers

Key Responsibilities
Sr. No. Area Activities
1. Strategic • Formulate comprehensive pricing strategies that align with the organization's business objectives and market dynamics.
• Analysing and define strategy to be considered while defining pricing metrics.
• Analyse competitors' pricing structures and positioning to determine effective pricing strategies for the organization.
• Develop strategies for customized pricing based on customer needs, market segments, and product/service features.
• Establish and enforce pricing policies, ensuring consistency and compliance across the organization.

2. Functional TOOLS
• Implement and utilize advanced pricing models and tools to optimize pricing strategies and decision-making.
• Collaborate with finance and operations teams to develop accurate cost models that inform pricing decisions.
• Analysing the RFI / RFQ / Proposals and accordingly define pricing metrics.
• Create various formats for pricing function operation.
• Define the costs of operations that can be referred to for all the OBFs / proposals.
• Develop and implement standardized rates document (Blue Book) for Transportation & Warehousing

PRICING STRATEGY
• Oversee pricing for contracts, ensuring favorable terms while maintaining overall profitability.
• Conceptualize and execute the Commercial Policy for customers / business segments.
• Develop discounting policy for customers as per the revenue / growth opportunity.
• Work on Risk Analysis of customers and define insights for further action / strategy.
• Build and implement Solutions and New Offerings Pricing

CONTROLS
• Checking OBF and ensuring there are no errors and variances.
• Analysing the RFI / RFQ / Proposals for correct pricing
• Quality check of all the proposals
• Risk Analysis for Big Deals
• Provide training to sales and other relevant teams on pricing strategies and updates.

ANALYSIS
• Profitability analyses on customer segments / locations to identify areas for improvement.
• Win / Loss Ratio Analysis
• Big Deal Analysis
• Life Cycle Analysis of customers
• SAG Margin analysis
3. People • Guide/Mentor team members for achieving their objectives.

Key Performance Indicators (KPIs)
• Financial: Revenue Growth and Lead Generation
• Customer: Pricing Strategy, Pricing Control, Analysis, Pricing Tools
• Processes: Conceptualizing and Implementation of pricing process, tools, formats for continuous improvement and better efficiency
• Learnings: MCARES.

The person must have developed pricing strategy by herself/himself & should have working experience in B2B pricing space.