Finance – Target Pricing Lead

Roles & Responsibilities

• Develop deal-specific target pricing ranges and allowable cost using internal and external benchmarks, understanding of market solutions, and market conditions.
• Identify trends across pursuits (pyramids, shoring, skill segmentation, productivity, commercial constructs etc) and provide guidance on optimization and process improvements, if applicable
• Provide subject matter expertise to pursuit finance / commercial leads on business case development, commercial presentations to clients, and insights into market positions on commercial terms and conditions
• Collaborate with solution and delivery teams to synthesize internal metrics with market data and benchmarking datasets
• Participate in Win Strategy sessions for priority opportunities
• Collaborate and oversee the development (or enhancement) of competitive pricing tools and templates supporting the target pricing capability
• Define, monitor, analyze and report on Target Pricing capability adoption and effectiveness

Desired capabilities/ skillsets: –

• Relevant CI / PTW Experience In excess of five years of experience working in a mature competitive intelligence and/or Price to Win practice covering application, infrastructure, consulting, and business process outsourcing services.
• Data and Analytics Strong affinity for and understanding of data models, analytics, and visualization methods and presentation
• Deal Shaping Experience in commercial/financial deal shaping is preferred, but not mandatory
• Finance Knowledge; Strong business and financial acumen, understanding of finance and accounting concepts (e.g., revenue (and cost) recognition rules.) Able to understand the Client’s business and financial requirements, analyze spend information, and relevant capex vs opex data and assist the Sales, Financial and Solutioning teams to interpret these into the necessary cost/pricing models.
• Stakeholder and Resource Management; Able to navigate through the global organization, up to the Senior Management level. Demonstrates proven ability to lead and collaborate in a virtual team environment with finance leaders, solution executives, and solution tower leads to create a cohesive and productive performance culture, mentoring and educating as needed to develop team individuals and appropriately resolve issues/conflicts ‘real time’.
• Professionalism; Acting as a role model, mentoring and supporting benchmarking team members as required, with a high level of self-management. Maintains technical knowledge that enables them to understand and positively challenge technical bid team members. Ensures lessons learned are conducted as appropriate and proactively reviews the work progress and quality across all benchmarking team members. Should possess excellent communication skills to be able to effectively communicate with the various stakeholders.

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