Business Intelligence Pricing Lead

2 weeks ago

Singapore Johnson Controls Full time

**Job Details**

**A. PRIMARY Purpose**:

- Lead the pricing discipline for the Pacific region, effectively managing pricing and deal execution
- Responsible for Secured gross pricing, price realization and secured gross margin rate attainment within its 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.

**B. Primary DUTIES**:

- 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.
- Achieve cross-functional and cross geo coordination needed to develop and implement price strategy
- Define and disseminate best practices in pricing process and execution

**C. Education, Technical Skills, knowledge and experience**:

- 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

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