Job Description
Purpose
To lead the development of robust pricing models and global strategic pricing guidelines that enable consistent, data-driven and profitable commercial decisions. The role partners closely with Product, Operations, Commercial, Technology and Finance to guide the full discovery, design, development and operationalisation of pricing approaches, from initial opportunity definition through to scalable implementation, governance and performance monitoring.
Key responsibilities
Pricing modelling and commercial analysis
- Develop, own and continuously improve pricing models for new and existing products, propositions, clients, markets and commercial structures.
- Build transparent unit-economics models covering price, volume, product and channel mix, direct cost, network cost, service levels, client terms, implementation costs, taxation assumptions and margin.
- Create scenario, sensitivity, break-even and risk analysis to quantify the impact of alternative pricing structures and commercial assumptions.
- Assess discounts, rebates, minimum commitments, tiers, bundles, indexation, currency exposure and other contractual levers to protect sustainable margin.
- Translate complex data and assumptions into clear recommendations, decision ranges and approval materials for senior stakeholders.
- Validate model inputs with accountable functional owners and maintain clear documentation, version control and auditability of assumptions.
Global strategic pricing guidelines and governance
- Develop and maintain global strategic pricing principles, methodologies, guardrails and approval guidance that balance growth, client value, competitiveness and profitability.
- Define consistent approaches for price architecture, floor pricing, target margins, discounting, deal exceptions, indexation, market adjustments and cost pass-through.
- Create reusable global pricing tools, templates and playbooks, with controlled flexibility for regional market conditions, product maturity and client requirements.
- Establish governance for model ownership, data sources, assumption approval, pricing exceptions and periodic review of pricing guidelines.
- Partner with regional Commercial Finance and Commercial teams to embed global guidelines, capture market feedback and identify where guidance should evolve.
- Monitor adherence to approved pricing principles and surface material margin risks, inconsistencies or recurring exception themes.
Pricing discovery and solution development
- Lead the pricing workstream through the full discovery process, clarifying the client or business problem, proposition, customer journey, operational model, cost drivers, data requirements and commercial objectives.
- Work with Product to define the proposition, feature set, packaging, value drivers, target segments and monetisation options.
- Work with Operations and network teams to map delivery processes, capacity constraints, service standards, supplier economics, operational dependencies and true cost-to-serve.
- Coordinate input from Commercial, Technology, Tax, Legal, Data and Finance so that pricing design reflects end-to-end solution requirements and risks.
- Convert discovery findings into testable pricing hypotheses, model options and clear decision criteria, highlighting assumptions that require validation before launch.
- Guide iterative development by updating pricing and unit economics as the proposition, operating model and delivery requirements are refined.
Operationalising pricing
- Guide the development of an executable pricing operating model, including data capture, calculation logic, quoting, approvals, contracting, billing, settlement, reporting and controls.
- Partner with Product, Operations and Technology to translate pricing requirements into business rules, system requirements, process ownership and implementation plans.
- Define the minimum data, master data standards and control points required to apply prices accurately and consistently across markets and channels.
- Support pilot design and readiness reviews, ensuring operational feasibility, pricing accuracy, margin visibility and clear exception handling before scale-up.
- Develop handover materials, user guidance and training for teams responsible for quoting, approving, contracting, billing and monitoring pricing.
- Establish post-launch measurement against the approved business case, with feedback loops to improve pricing logic, cost assumptions and operational execution.
Pricing performance and continuous improvement
- Define pricing effectiveness measures, including realised price, margin, discount levels, cost-to-serve, exception rates and performance against approved business cases.
- Build reporting requirements that provide visibility of pricing performance and identify leakage caused by commercial terms, operational delivery, data quality or system execution.
- Conduct periodic reviews of models and guidelines using actual performance, market learning
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