Commercial Pricing Manager

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Manager - Commercial Pricing

Customer| Marketing, Sales & Service Practice

Practice: Customer

About Us: The Customer team consults Front Office Business Transformation for EYs global clients covering Sales, Marketing, Customer Service & Pricing pillars. Customer team leverages both Digital Transformation & Customer Experience domains to drive transformations for clients.

Role Overview

The Manager - Commercial Pricing will play a key role in advising clients on pricing strategy, revenue optimization, and commercial excellence. This role involves leading engagements focused on pricing model development, margin improvement, competitive benchmarking, and commercial transformation. The Manager will partner with cross-functional client stakeholders to deliver data-driven pricing recommendations that enhance profitability and market competitiveness. The role requires strong analytical skills, financial acumen, and consulting experience to drive impactful results and support senior leadership decision-making.

Key Responsibilities

• Pricing Strategy and Advisory
  • Develop and refine holistic pricing strategies aligned with client growth objectives, customer value propositions, and market dynamics across products, services, and segments.
  • Design pricing frameworks including value-based pricing, dynamic or algorithmic pricing, subscription or usage-based models, outcome-based models, and segmented pricing.
  • Partner with cross functional teams to align pricing architecture with go-to-market positioning, portfolio strategy, and profitability goals.
  • Lead pricing maturity assessments and define target-state pricing operating models, capabilities, and transformation roadmaps.
  • Define and optimize discounting structures, price waterfalls, escalators, promotion strategies, and markdown frameworks to improve price realization and margin performance.
  • Build structured commercial investment frameworks such as trade terms, channel investments, and promotional funding models that balance partner incentives and enterprise profitability.
  • Provide advisory on launch pricing, packaging and bundling, and monetization strategies for new products and digital offerings.

• Financial, Commercial and Data Analysis
  • Conduct comprehensive margin and profitability analyses including elasticity modelling, contribution analysis, cost-to-serve evaluation, and customer lifetime value profiling.
  • Build and maintain robust financial models to simulate pricing scenarios, forecast revenue outcomes, and quantify the ROI of pricing interventions.
  • Perform transactional pricing analytics to identify leakage, margin erosion, and structural pricing weaknesses.
  • Evaluate commercial performance drivers including mix, volume, discounting patterns, and promotional effectiveness to recommend optimization opportunities.
  • Analyse competitive pricing data, market benchmarks, customer willingness-to-pay insights, and demand signals to inform strategic pricing decisions.
  • Support bid and tender pricing through scenario modelling, deal optimization methods, guardrail design, and commercial risk assessments.

• Pricing Process, Tools and Capability Development
• • Assess client pricing processes, systems, and CPQ or ICM capabilities to identify gaps and define the target-state pricing capability model.
  • Guide the implementation of pricing tools and technologies including CPQ, pricing engines, and pricing analytics platforms to enable scalable pricing execution.
  • Design approval workflows, governance structures, and pricing controls that ensure pricing discipline and reduce revenue leakage.
  • Lead pricing transformation workstreams including process redesign, technology enablement, change management, and capability uplift.
  • Support the adoption of advanced pricing methodologies, price optimization tools, and AI or ML based pricing engines.
  • Monitor pricing strategy effectiveness and establish continuous improvement frameworks including KPIs, dashboards, and performance insights.

• Market Intelligence and Competitive Benchmarking
• • Synthesize external market intelligence, industry pricing trends, regulatory changes, and economic factors that influence pricing strategies.
  • Conduct competitor pricing and promotional benchmarking to identify whitespace opportunities and areas for differentiation.
  • Apply pricing research methodologies such as price-sensitivity surveys, conjoint analysis, Gabor-Granger, and Van Westendorp to support data-driven pricing decisions.
  • Evaluate current pricing capabilities against industry-leading practices and develop actionable capability enhancement roadmaps.

• Stakeholder Engagement and Advisory Leadership
  • Partner closely with senior executives including cross functional Commercial leaders to shape pricing strategy, influence decision-making, and align stakeholders.
  • Lead workshops, design sessions, and executive presentations to communicate insights, recommendations, and transformation roadmaps.
  • Serve as a trusted advisor to clients by explaining pricing implications, commercial risks, customer perception considerations, and value-delivery expectations.
  • Collaborate with cross-functional teams across sales, finance, product, marketing, procurement, and operations to drive end-to-end pricing transformation initiatives.

• Practice Development & Client Engagement
  • Manage consulting engagements and project workstreams to ensure high-quality outcomes delivered on time and within budget.
  • Communicate insights using structured presentations, analytics, and storytelling tailored to executive audiences.
  • Contribute to internal knowledge capital, pricing methodologies, and thought leadership assets.
  • Drive business development initiatives- Proposals and solution design, SOWs and client presentations.
  • Contribute to practice growth by developing methodologies, accelerators, and training assets, as well as supporting capability building and knowledge-sharing initiatives.

Qualifications & Skills

• 10+ years of experience with 7+ years of relevant experience in pricing, revenue management, commercial strategy; consulting experience strongly preferred
• MBA or equivalent degree in Business or related fields
• Proficiency with pricing tools, advanced Excel, and data visualization platforms
• Strong analytical, quantitative, and financial modelling skills.
• Excellent communication, stakeholder management, and presentation skills.
• Ability to manage multiple workstreams in fast-paced, matrixed environments.

Key Competencies

• Strategic and analytical thinking
• Strong commercial and market acumen
• Leadership and team management and ability to influence senior stakeholders
• Adaptability in managing dynamic client needs and tight deadlines

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