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Director Pricing & Analytics – Eastern USA (ATL) and UK & Switzerland

AIR TRANSPORT: The role of the Director of Pricing & Analytics reports into the ATS Business Operations and will be responsible for defining ATS pricing strategy in close cooperation with Portfolio VPs and the Geographies, managing the pricing portfolio of products and services of ATS to meet the revenue, margin, acquisition and retention of business objectives, while also supporting Client community values.

The individual will enhance ATS pricing from a “cost+ approach” to a “Value based Pricing approach” covering full ATS portfolio.

KEY RESPONSIBILITIES:

The key responsibilities for the Director Pricing & Analytics are as follows:

  • Develop effective segmentation strategy and variance based analysis to define floor and ceiling price points of given portfolio

  • Manage the delivery of pricing schemes leading to the creation / structural modification of price books and the corresponding quotation tools

  • Negotiate the best possible transfer prices from third party suppliers

  • Establish and manage adherence to guidelines and delegation of pricing authority

  • Collaborate with Billing and other internal teams for the development and optimal implementation of the quote-to-cash chain

  • Contribute to improved customer satisfaction levels with the billing

  • Prepare all communication material about price book updates, including the appropriate price guidelines and bid strategy

  • Manage and develop a group of Pricing professionals with responsibility for their objectives, performance and development

  • Maintain product knowledge and regularly monitor industry pricing practices; particularly for major competitors

  • Effectively model and report on value proposition segments to define and monitor pricing strategy

  • Determine appropriate price books and discounts based on analysis of market climate, competition and product life cycle

  • Contribute to bid approval process through regular reviews of price variance charts and metrics;

  • Provide support to non-standard proposals, price, cost and margin analysis and customer business cases

  • Lead effective price reviews on large opportunities with cross-functional divisional staff teams. Assist in close strategy

  • Provide management with monthly KPIs metrics reporting

  • Design, develop and constantly adapt best-in-class pricing systems and price quotation tools.

Qualifications

EXPERIENCE:

• 10 years + experience in a pricing, business finance or product management function, including 5 years + management experience • Experience working in a global multi-cultural IT environment.

KNOWLEDGE & SKILLS:

• Strong leadership and ability to influence in a matrix organization • Willing and capable of driving change in organization • General understanding of financial and cost accounting practices • Understands economic conditions and financial implications for product positioning • Understands value proposition of products against competition, competing alternatives, and internal product offering • Negotiation skills and commercial judgment • Excellent verbal and written communication skills • Strong analytical and quantitative skills.

PROFESSION COMPETENCIES:

• Commercial Acumen • Negotiation • Financial Acumen • Creating Value Proposition • Risk Management • Leading a complex organization.

CORE COMPETENCIES

• Adhering to Principles & Values • Creating & Innovating • Customer Focus • Results Orientation • Teamwork and collaboration • Communication • Impact & Influence • Leading Execution • Strategic & Commercial Thinking • Leading Change • Developing Talent • Managing Performance.

EDUCATION & QUALIFICATIONS

MA in Business, Finance, Marketing or equivalent work experience.

Duration: 12 months + or full time.

Rate: Please quote expected salary or day rate.

Email: Emma@which-consulting.com

LinkedIn: www.linkedin.com/in/EmmaCrawford

Ref: S1-A-DP

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