Deputy Manager - Pricing & Estimation

Role Purpose

The Business Analyst – Pricing will support the development and execution of competitive and profitable pricing for new installation, modernization and maintenance/service businesses. The role involves analysing costs, margins, market conditions and customer requirements to provide data-driven pricing recommendations and improve commercial performance.

Key Responsibilities

1. Pricing & Quotation Analysis

• Analyse pricing requests for elevator projects.
• Review cost estimates including equipment, installation, labour, logistics, subcontracting and other project costs.
• Develop recommended selling prices based on target margins and commercial strategy.
• Support pricing for tenders, RFQs and large/key projects.

2. Margin & Profitability Management

• Analyse gross margin and profitability at quotation, order and project levels.
• Identify low-margin or high-risk quotations and highlight deviations.
• Conduct price waterfall analysis to understand discounts, rebates and margin leakage.
• Track actual versus estimated margins and identify improvement opportunities.

3. Market & Competitive Intelligence

• Analyse competitor pricing and market trends.
• Support development of pricing benchmarks by product, segment, geography and customer type.
• Identify opportunities for price increases and improved price realization.
• Analyse win/loss data to understand the relationship between price, competitiveness and conversion.

4. Pricing Models & Analytics

• Develop and maintain pricing models and calculators.
• Perform scenario analysis on changes in costs, discounts, specifications and target margins.
• Support segmentation-based pricing by customer, project size, product and market.
• Develop dashboards and reports for pricing KPIs and management reviews.

5. Commercial Governance

• Ensure compliance with pricing guidelines, approval matrices and delegation of authority.
• Analyse price exceptions and discount requests.
• Support documentation and tracking of special pricing approvals.
• Identify recurring deviations and recommend improvements to pricing policies.

6. Cross-Functional Collaboration

• Work closely with Sales, New Installation, Service, Modernization, Engineering, Supply Chain, Operations and Finance.
• Challenge assumptions and provide independent commercial analysis.
• Support sales teams with fact-based pricing recommendations while balancing competitiveness, order conversion and profitability.

Key KPIs

• Price realization
• Gross margin / contribution margin
• Discount levels and margin leakage
• Quote turnaround time
• Pricing accuracy
• Revenue and margin improvement from pricing initiatives

Qualifications & Experience

• Bachelor's/Master's degree in Finance, Business, Economics, Engineering or related field.
• Ideally 3–6 years of experience in pricing, commercial finance, bid management or cost estimation.
• Experience in the elevator, construction, engineering or project-based manufacturing industry would be preferred.
• Strong understanding of P&L, costing, margins and profitability.

Required Skills

• Advanced Excel 
• Power BI/Tableau
• Power Automate
• Strong analytical and problem-solving skills
• Understanding of cost-plus, market-based and value-based pricing
• ERP/CRM experience, such as SAP and Salesforce
• Strong stakeholder management and communication skills