Pricing Director - APAC Pricing Director - APAC …

Experian
in Singapore, Singapore, Singapore
Permanent, Full time
Be the first to apply
Competitive
Experian
in Singapore, Singapore, Singapore
Permanent, Full time
Be the first to apply
Competitive
Pricing Director - APAC
Experian is the leading global information services company with over 17,000 employees, providing data and analytical tools to clients in more than 80 countries. For more than 125 years, the company helps organizations to manage credit risk, prevent fraud, target marketing offers and automate decision making. Experian also helps individuals to check their credit report and credit score, and protect against identity theft. The Group's main customer segments are financial services, direct-to-consumer, retail, public sector, automotive, insurance, telecoms and utilities.

We are looking for a Regional Pricing Director to lead the Pricing function for the Asia Pacific region, as the current incumbent in the role is moving onto a new role in the business. The role will report directly to the Managing Director - Operations and Transformation of Asia Pacific and sit on the Regional Finance Leadership Team.

Responsibilities:
  • Support client presentations with the Strategic Account Directors on the pricing for new products and renewals. Review tender submissions for renewal and new product negotiations to ensure most competitive pricing offered and current strategic client business activity is maintained and developed.
  • Collaborate with Legal team to work through complex contract negotiations on key revenue opportunities and strategic partnerships.
  • Train and develop sales team to enhance skills in pricing negotiations, construction of commercial deals, profitability modules and sales activity.
  • Review and monitor pricing procedures to ensure compliance to the pricing strategy and business processes.
  • Provide operational and analytical support to our Sales teams with a focus on tracking negotiations, implementation of the pricing strategy, sales collaboration and pricing metrics.
  • Advise and influence the regional and country leadership teams on the pricing strategy for sales activity that will drive and optimise Business Unit growth objectives.
  • Work with Finance teams to build strong financial analysis and benchmarking to align with strategic clients for deal structure and to position pricing proposals.
  • Consult and influence Sales Directors and internal partners on the adoption, and implementation of specific client pricing strategies.
  • Create standard pricing models (and bespoke when necessary) to offer competitive pricing based on acceptable discounting and impact to AUP.
  • Owner of regional bid review process (ACR - APAC Commercial Review) including ongoing audit and monitoring and ensuring cross-BU bids pricing is managed efficiently and consistently.
  • Project lead for all regional pricing system implementations (CPQ - Configure, Price, Quote)
  • Provide opportunity analysis to the Regional Leadership teams to highlight key decisions to enhance sales performance.


  • Support client presentations with the Strategic Account Directors on the pricing for new products and renewals. Review tender submissions for renewal and new product negotiations to ensure most competitive pricing offered and current strategic client business activity is maintained and developed.
  • Collaborate with Legal team to work through complex contract negotiations on key revenue opportunities and strategic partnerships.
  • Train and develop sales team to enhance skills in pricing negotiations, construction of commercial deals, profitability modules and sales activity.
  • Review and monitor pricing procedures to ensure compliance to the pricing strategy and business processes.
  • Provide operational and analytical support to our Sales teams with a focus on tracking negotiations, implementation of the pricing strategy, sales collaboration and pricing metrics.
  • Advise and influence the regional and country leadership teams on the pricing strategy for sales activity that will drive and optimise Business Unit growth objectives.
  • Work with Finance teams to build strong financial analysis and benchmarking to align with strategic clients for deal structure and to position pricing proposals.
  • Consult and influence Sales Directors and internal partners on the adoption, and implementation of specific client pricing strategies.
  • Create standard pricing models (and bespoke when necessary) to offer competitive pricing based on acceptable discounting and impact to AUP.
  • Owner of regional bid review process (ACR - APAC Commercial Review) including ongoing audit and monitoring and ensuring cross-BU bids pricing is managed efficiently and consistently.
  • Project lead for all regional pricing system implementations (CPQ - Configure, Price, Quote)
  • Provide opportunity analysis to the Regional Leadership teams to highlight key decisions to enhance sales performance.


Candidate Profile

We are looking for someone who has:
  • Excellent interpersonal skills - ability to build relationships with a range of stakeholders remotely.
  • Strong stakeholder management skills - ability to influence senior leadership (both finance and non-finance) to support decision making
  • Excellent negotiation skills and ability to operate comfortably in a customer facing capacity
  • Ability to work in a complex, fast paced environment and respond under ambiguous situations
  • Strong commercial understanding of varied business models and broader business principles, including Strategy.
  • Ability to align commercial models with overall business strategy.
  • Ability to deliver simple messaging on complex commercial options
  • Ability to manage multiple complex bids (both directly and through the team)
  • Responsible for developing talent within the pricing team

What will they need to have for this role i.e. skills and qualifications
  • 6 to 8 years prior experience in a similar pricing role within a matrix structure
  • Experience in commercial models, strategic and product pricing, revenue assurance, contract review, revenue and margin optimisation
  • Experience in previous commercial, procurement, product management or finance roles
  • Proficiency in financial systems and applications; Salesforce, Oracle, Hyperion, reporting tools and Microsoft Excel will be added advantage


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