Rolle: Director Pricing
Kunde: Construction Industry (EMEA 3b? turnover)
Aufgaben- Design & Steering of Group Pricing Improvement Program for 3 Divisions
- Center assisted Pricing Organization
- Raw Material Indexation Guidelines
- Price Alerting & Reporting
- Limit of Authority Pricing Guidelines & Process
- Price Argumentation Catalogue
- Service Pricing & Channel Management
- Price Development Management
- Sales Training Price Negotiation & Preparation
- Raw Material Price Increase Mgmt.
- Customer Segmentation
- Cost and Index Price calculator
- Steer Pricing Projects with IT departments
Design and management of the pricing improvement programmeRolle: Director Commercial Excellence & Pricing
Kunde: Flexible Packaging (global 2b? turnover)
Aufgaben- Design & Steering of Group Pricing & Commercial Excellence improvement program
- Improved Gross Margin run rate by 1.9% to 2.4% per year, CRM usage improved by 23%
- 12 Pricing & Commercial Excellence Initiatives implemented in plan and budget
- Pricing Tool Vendor Selection & Rollout
- Center Led Group Pricing Organization Established
- Sales Data Warehouse Installed (Azure)
- Web Based (K2) DOA Platform & Rules Installed
- Power BI Pricing Analysis Platform
- Opportunity Management Process Defined
- Automated Pricing Indexation Tool
- Competitor Pricing Intelligence Process & Tool
- Strategic RawMat Pricing Process
- Group Product & Market Segmentation Defined
- Product Price System for Tier 1 Products
- Pre/ Post-calculation Analysis Process Installed
- Delegation of Authority process
- Raw Material Indexation
- Pricing Tools Improvement program
- Improved financial calculation & reporting
- Contract improvement program
- Revised Pricing process
- Refined pricing organization
- New Tender offer process
Rolle: Vice President Pricing and Commercial Excellence
Kunde: Mining & Minerals
(global, 3b? turnover)
Aufgaben- Definition & Steering of Global Pricing & Sales effectiveness program
- Improved Gross Margin by 10m? in 1
st year, 27m? in 2nd year (ahead of plan)
- 12 Pricing & Commercial Excellence Initiatives implemented in plan and budget
- Customer segmentation
- Definition & rollout of new pricing model
- Limit of authority pricing governance
- Price increase management
- Channel management
- Sales visit planning
- Definition of service levels
- Sales channel assignment
- Value selling argumentations
- Sales negotiation training
- Key account management
- CRM improvement program
- Recruitment of global Pricing & Sales effectiveness team (direct & dotted line regional reports)
- Development of 3yr strategy for pricing transformation Europe
- Implementation of real time, web-based pricing analysis platform
- Training of sales managers, internal sales, marketing and management team (140 FTE) in 2-day
training on negotiation preparation including Value Proposition (tangible & intangible),
Value Argumentations, Value Selling, Payment Terms, Pricing reports & analytics, buyers profiling
including a basic sales negotiation training
- Contract negotiation with external consultants
- Pricing initiatives initiated in first 6 months led to 2 Mio EBIT improvement and outperforming of
2015 budget
- Speaker in international pricing conferences, excellent speaker ratings
Rolle: Head of Strategic Pricing
Kunde: Chemical Industry (global, 1b? turnover)
Aufgaben- Redesign of sales and offer process
- Introduction of Limit of Authority (LoA) pricing governance model
- Establishment of divisional pricing teams
- Execution of companywide best practice pricing programs
- Definition of pricing council sponsored by CEO
- Development of automated pricing KPIs and reports
- Gate keeper in product development process
- Introduction of competitor pricing intelligence program
- Advisor Executive Board
- Development and implementation of pricing strategy
- Analysis of price leakages, potentials and alignment with Executive Board
- Worldwide sales trainings with focus on pricing strategy, value and market-based pricing
- Definition and creation of Commercial Value Argumentation Materials incl. key customer trails
- Design, development and rollout of in-house pricing intelligence tool
- Definition of dedicated pricing deliverables in product development process
- Definition of revised pricing process Limit of Authority (LoA) governance model
- Revision, training and rollout of sales incentive program
- Deployment of pricing strategy
- Competitor pricing analysis with focus on Chinese vendors, development of counter strategies and
coaching of pricing community
- Simplification of product pricing structure
- Enhancement of Software share
- Introduction of value-based product pricing process
- Companywide adjusted price list aligned to observed market windows
- Definition of pricing system and execution of pricing merger (2 companies 8b? each)
- Creation of pricing guidelines and coaching of product management and pricing managers
- Responsible for competitor intelligence of mobile core pricing
- Strategic Pricing analyst for mobile core product pricing
- Pricing representative in software business push program
Rolle: Product Line Manager Mobile Core
Kunde: Telecommunication Industry (global, 8b? turnover)
Aufgaben- Key account manager for Vodafone global and Customer User Group
- Responsible for product planning of mobile core system, based on business case, time to market,
quality in coordination with sales, system engineering, development, operations and marketing
- Competitor analysis and reflection to development roadmaps
- Product line management key responsible for pricing
- Representative in international fairs (e.g. CeBit, Mobile World Congress Cannes)
- Speaker in international conferences, achievement of outstanding speaker ratings
- Chair of Internal Product Planning group for Operation and Maintenance (OAM)
- Product manager for location services, consultant for European Commission
- Market analysis of key features, management approval and release planning
Rolle: System Upgrade Specialist
Kunde: Telecommunication Industry (global, turnover 7b?)