Role Overview:

We are looking for a seasoned pricing and commercial strategy leader to own end-to-end pricing decisions, deal structuring, and commercial governance across our business. The right candidate will combine deep pricing expertise with rigorous financial modelling skills, operating as a trusted partner to Product, Tech, Operations, Finance, and Sales.

Must-Have Experience:

- 6-12 years of total experience, with at least 4 years in a corporate pricing, Analytics, commercial strategy, or consulting role with P&L accountability.

- Demonstrated experience building pricing models for complex B2B deals in logistics, supply chain, or related industries including cost-to-serve, margin analysis, and multi-variable scenario modelling.

- Proven track record of owning large deal commercials end-to-end: RFQ management, bid structuring, contract pricing, and approval governance.

Functional & Technical Skills:

- Advanced Excel proficiency: financial modelling, scenario analysis, pivot tables, g-sheet app script, VBA-based automation, and dynamic dashboards.

- Knowledge of data tools (SQL, Power BI, Python, R programming, Tableau, or equivalent) for pricing analytics, performance tracking, and reporting.

- Solid understanding of logistics cost structures: linehaul, first/last mile, fulfilment, warehousing, and vendor commercials.

- Familiarity with pricing concepts: price elasticity, value-based pricing, cost-plus frameworks, competitive benchmarking, and price waterfall analysis.

Key Result Areas & Accountabilities:

1. Pricing Strategy & Commercial Frameworks:

- Own and evolve the end-to-end pricing strategy across Channel, Enterprise, Key Accounts, and strategic verticals translating business goals into actionable pricing structures.

- Design and maintain product-level price books, weight-slab commercial matrices, and deal-specific pricing frameworks across all service lines.

- Develop and standardize cost drivers first mile, mid mile, last mile, rentals, warehousing at product and weight-slab levels to enable accurate gross margin computation and confident pricing on strategic proposals.

- Build and maintain price waterfall models to improve pricing accuracy, visibility of leakage points, and governance of discounts and exceptions.

- Define pricing governance mechanisms: approval workflows, escalation frameworks, price floor guardrails, and exception management protocols.

2. Financial Modelling & Deal Structuring:

- Build sophisticated Excel-based pricing models for large, complex, and strategic deals including cost-to-serve analysis, scenario modelling, sensitivity analysis, and margin impact assessment.

- Own end-to-end deal lifecycle for high-value bids and RFQs: from commercial structuring and financial evaluation to approval coordination and contract finalization.

- Develop decision-support models that assess risk, quantify trade-offs, and enable leadership to take informed commercial positions on complex deals.

- Continuously refine modelling templates and standardized frameworks to improve consistency, speed, and quality of commercial proposals across the sales organization.

- Support due diligence and financial evaluation for vendor proposals, new partnerships, and strategic initiatives new product launches, and market entry decisions.

3. Revenue Analytics & Margin Management:

- Identify and pursue incremental revenue opportunities through pricing levers, commercial model innovation, and structured deal strategies across segments.

- Lead the design of multi-party commercial models such as tri-party structures aligning direct sales customers with channel partners to expand market reach and increase wallet share without margin dilution.

- Collaborate with multiple stakeholders to ensure pricing decisions are aligned with P&L targets, cost benchmarks, and margin improvement goals.

- Track and report pricing performance metrics: realized margins, deal win rates, price realization vs. book rates, and leakage by segment or product.

4. Strategic Initiatives & Projects:

- Lead cross-functional commercial projects with significant revenue impact structuring business cases, building financial models, and driving stakeholder alignment through to execution.

- Evaluate new market opportunities, segment strategies, and commercial pilots by combining market intelligence with internal cost and margin data.

- Partner with Product and Operations to develop commercially viable pricing for new service lines, packaging innovations, and operational model changes.

5. Stakeholder Management & Commercial Advisory:

- Act as the primary commercial advisor to the sales organization providing pricing guidance, deal support, and approval facilitation for complex or high-value opportunities.

- Collaborate with C-level stakeholders across Finance, Product, Sales, and Operations to align pricing strategy with business growth and profitability objectives.

- Drive alignment between direct sales and channel partners through structured commercial frameworks that expand market reach without channel conflict.

- Represent pricing and commercial strategy in leadership reviews, business planning cycles, and strategic decision forums.

Contact: 6361689168