Pricing Director (Remote)

Pricing Director

Key Purpose

The Pricing Director is responsible for working closely with sales, bid management, solutions professionals, and other stakeholders as necessary, to develop Integrated Facilities Management Services Solutions that include Technical Services, Workplace Experience Services, Cleaning Services, Food Services, incorporating staffing, technology, sustainability, financial, and health & safety considerations, for large, distributed, North American occupier portfolios. The Pricing Director also has responsibility for ensuring account (and opportunity) data is accurately captured and reported at a country level.

To execute on these goals, he/she/they will lead a team of Pricing Manager(s) and CRM Analyst(s) to create commercially and operationally viable pricing solutions and maintain accurate and consistent data in the Microsoft Dynamics CRM repository.

The Pricing Director will be a player/coach in pricing management, working with sales to determine the pricing structure for integrated facility service, multi-service, or single service offerings. This includes creating the client and internal business cases while coordinating with Subject Matter Experts to determine how much a suite of services will cost to deliver, as well as working with the sales team to ensure pricing is competitive. The Pricing Director will also collaborate with the team to maintain pricing models to ensure standard rates and other financial variables are accurate over time, and there is continuous improvement in the user experience with the model inputs, as well as the outputs and reporting.

As RFPs and other opportunities arise, the Pricing Director works with the Sales, Pursuit, and SME teams to ensure strategic pricing is a factor in our value proposition to our clients. The Pricing Director needs to consider the commercial message that is projected by the pricing and that the pricing is captured accurately in the CRM database as the contract gets closer to signature.

Success Criteria

• Commercially viable and operationally successful pricing models, both self-executed and executed by team member(s)
• Taking ownership of pricing activities that are vital to the completion of the client deliverables
• Understanding the solutions that the team develops at a deep level so that you are able to question choices around pricing and provide insights into pricing implications
• Managing the in-country CRM reporting, both for existing accounts and new opportunities
• Performing duties with a deadline driven mindset
• Leading and coaching others through the work and ensuring all deadlines are met with appropriate work product
• Accurate data in the Microsoft Dynamics CRM database

Key Areas of Collaboration and Influence

• Directly support the pricing for active Bids
• Communicate effectively with colleagues across subject matters and functions
• Work to understand client needs from written and verbal communication and ensure pricing solutions align with those client needs
• Support the pricing component of approvals for Bids by the Americas Senior Leadership Team
• Lead a team of Pricing Manager(s) and CRM Analyst(s)

Ideal Candidate Experience

Experience

• 10+ years of relevant experience in outsourcing/consulting industry, or other integrated facilities industries
• Able to handle multiple open projects while meeting all deadlines
• Bachelor's Degree required, Masters of Business Administration, Finance, Economics or similar preferred
• Previous experience in a Commercial Manager/Director role
• Travel requirements: Up to 50-70% (during busy season)

Skills

• Professional, client ready demeanor
• Deep commercial and financial acumen
• Proficient and experienced in comprehensive financial modelling
• Advanced Microsoft Excel skills, moderate experience with the remainder of the MS Office suite
• Experience at interfacing at all levels throughout an organization
• Good team player
• Able to command credibility and be able to influence without formal authority
• Ability to lead a small to mid-sized team

Key Accountabilities

• Understand the pricing deliverable owed to the client as part of the larger bid and how to build toward it
• Review client documentation and mine it for valuable insights
• Lead and direct pricing strategy formulation and take necessary pricing actions to enhance profitability, ensuring integrity and accuracy in all pricing matters
• Own the continuous improvement the pricing model
• Assist with pricing negotiations of customers' proposals
• Conduct oral presentations, field research and cost revisions as required. This also requires thinking about the going rates for similar products in the industry, in order to remain competitive
• Maintain and regularly update a pricing history database
• Define new business procedures, evaluate resource requirements, and stimulate implementation or maintenance of pricing system
• Manage total pricing procedure, enhance processes to make most of efficiencies and ensure timely response to market conditions
• Manage and supervise pricing team member(s)
• Work with Finance to analyze financial impact of price approach in view of overall history as well as profitability of customer
• Review proposed and/or existing Contract and Scope of Work documentation to ensure commercial competitiveness is aligned with the proposed pricing
• Perform review of pricing and commercial modelling produced by others
• Lead the financial component of the commercial sign off process with executive leadership, ensuring return on investment for the company, quantifying risk, profitability, and capital expenditures
• Review the CRM weekly and monthly and provide direction to the CRM analyst(s) in their activities
• Enforce the maintenance of the CRM Database with Sales and Operators alike
• Produce reporting from the CRM to support Bid Activity

Physical Demands & Work Environment

• Long working hours
• Sitting at a computer for 50% of the time
• Walking/Inspecting the site 50% of the time
• Must be able to lift a minimum of 10 pounds
• Must be able to work under pressure and time deadlines during peak periods

As a global organization, ISS Group is committed to making the international community more resilient and just for all people. We encourage diversity and inclusion in their broadest terms, including ethnicity, race, age, gender, gender identity, disability, sexual orientation, religious beliefs, language, culture, and educational background. We look to lead our industry by example and to positively influence the market wherever we operate.

ISS, a leading workplace experience and facility management company, provides placemaking solutions that contribute to better business performance and makes life easier, more productive and enjoyable – delivered to high standards by people who care. ISS believes that people make places and places make people. From strategy through to operations, ISS partners with over 60,000 customers in 30+ countries to deliver places that work, think and give and is served by 471,056 employees who connect people and places every single day. In 2019, ISS earned DKK 78 billion in revenue. It is headquartered in Copenhagen, Denmark.