Pricing Center of Excellence Leader

Pricing COE Leader

Key Responsibilities

1. Pricing Strategy & Frameworks

• Develop and institutionalize pricing strategies aligned with business objectives (growth vs margin optimization).
• Define value-based pricing models for engineered products, solutions, and services.
• Build pricing architectures including:
  • Segmentation (customer / application / geography)
  • Discount structures
  • Floor pricing / guardrails

2. Pricing Governance & Discipline

• Establish a pricing governance model with clear approval matrices.
• Drive adherence to pricing policies across sales teams.
• Monitor and control:
  • Discount leakage
  • Deal exceptions
  • Margin erosion

3. Deal Support & Commercial Excellence

• Act as a deal desk leader for complex / large opportunities.
• Provide real-time pricing guidance to sales teams on strategic bids.
• Drive win-rate vs margin trade-off optimization.

4. Analytics & Insights

• Build advanced pricing analytics capabilities:
  • Price realization vs list price
  • Pocket margin analysis
  • Customer profitability
• Leverage tools (Excel, BI platforms, AI models) to generate actionable insights.
• Identify opportunities for:
  • Price increases
  • Cost pass-through
  • Mix improvement

5. Tools, Systems & Digitization

• Implement and manage pricing tools (CPQ, pricing engines, dashboards).
• Ensure integration with ERP/CRM systems.
• Drive automation in:
  • Quote approvals
  • Pricing recommendations
  • Reporting

6. Cross-functional Collaboration

• Partner with:
  • Sales → drive pricing discipline
  • Finance → ensure margin alignment
  • Engineering → understand cost structures
  • Product teams → lifecycle pricing
• Influence senior stakeholders on pricing decisions.

Key Performance Indicators (KPIs)

• Disciplined Pricing Process
• Gross margin improvement (%)
• Price realization vs target
• Discount reduction (%)
• Deal cycle time for approvals
• Win-rate vs margin balance
• Contribution margin improvement by segment

Qualifications & Experience

• Bachelor’s degree in Engineering (Mechanical / Electrical preferred); MBA is a plus
• 8–15 years of experience in:
  • Pricing / commercial excellence
  • Sales or product management (industrial domain preferred)
• Strong understanding of:
  • Cost structures (BOM, manufacturing, logistics)
  • B2B / project-based selling

Key Skills

• Pricing strategy & analytics
• Financial acumen (margin, ROI, contribution analysis)
• Stakeholder management (strong influence without authority)
• Data tools: Excel (advanced), Power BI / Tableau, CRM/ERP systems
• Structured problem-solving

Leadership Traits

• High commercial acumen
• Data-driven mindset
• Ability to challenge sales constructively
• Strong governance orientation without slowing business
• Change management capability

Experience Level

Senior Level