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The Head of Pricing and Packaging is a key role responsible for pricing and packaging strategy and execution across all products and markets. This encompasses the full span of B2B pricing, from developing pricing strategies, through setting prices for all products and markets, to execution of pricing through the sales team. The role is also responsible for the way that our offerings are packaged to create compelling value propositions for all types of customers. This role works closely with senior stakeholders across Sales, Marketing, Strategy, Product, Content, Technology and Finance.
Key requirements of the role are excellent B2B pricing skills together with exceptional stakeholder management and influencing skills to develop and execute best-practice pricing within a matrix organisation. The role holder must be capable of successfully partnering across multiple functions, working at both an operational and strategic level. In particular, the role requires proven experience of working closely with B2B sales teams to drive best-practice pricing processes. The role requires outstanding analytical skills and keen commercial thinking, together with the ability to plan and deliver projects independently.
The role holder will be expected to have experience across the range of best-practice B2B pricing capabilities, including: value-based pricing, market segmentation, willingness-to-pay research, product versioning, product packaging, price models/metrics, price setting, customer-level price targeting, discount frameworks and discount approval governance.
Identifying opportunities to improve pricing and recommending and agreeing the priorities and projects to deliver them with the Senior Leadership Team.
Building pricing capabilities throughout the organisation and being the champion for pricing within the organisation
Setting pricing strategy for all products and markets. Developing the prices (in line with the market segmentation model (in collaboration with the segment GMs), and the processes and tools to support this strategy
Determining launch prices for new products, including working closely with Product, Content, Sales and Marketing teams and segment GMs to understand the value that new products provide to different customer segments and developing customer value propositions. Conducting market research as required (in partnership with the segment GMs) to measure customer willingness-to-pay
Monitoring performance of pricing for existing products and proactively identifying opportunities to improve pricing in response to market and/or product developments
Setting customer-level target prices for contract renewals and developing the supporting tools and processes
Governance of price discounts, including setting discount rules and the discount approval process. Approving discount requests for key deals. Regularly reviewing discount performance with the Sales Leadership Team
Leading the pricing strategy and implementation for the next generation of LexisNexis products
Setting the packages (and where appropriate the content and functionality and product set) that are available for each market. Monitoring the success of packages in driving revenue and proactively identifying opportunities to improve packaging and pricing models
Governance of packaging over time, determining the packaging when bringing new content and functionality to market
Reporting and conducting ad-hoc analysis to support specific pricing projects
Inspiring, managing, coaching and developing the Pricing Team
Specifying and implementing the required tools and technology to support pricing and decision making in the ongoing development of front and back-office systems
Qualifications and Experience:
Professional experience in pricing, in particular B2B pricing
Knowledge of, and experience in applying, pricing best-practices in pricing strategy, price setting and price execution
Track-record working directly with front-line sales staff, getting them to successfully adopt new pricing methodologies
Bachelor's or Master's degree in a quantitative field such as statistics, economics, finance, applied mathematics or operational research
Project management skills, delivering high quality results to planned timescales. Able to manage multiple concurrent projects, keeping stakeholders updated and planning resource requirements
Exceptional stakeholder management and influencing skills to develop and execute best-practice pricing within a matrix organisation. The role holder must be capable of successfully partnering across multiple functions, working at both an operational and strategic level across a matrix organisation and be skilled in partnering, presenting and influencing at executive level within an organisation
Excellent analytical skills, including delivering insights from large datasets
Advanced Excel skills and PowerPoint skills are critical and skills in Tableau and SQL would be preferable
Values & Behaviours
Collaborative - able to lead deliverable and also collaborate across the team
Contributing to team success
Trustworthy - Able to build trust and rapport
Results oriented with focus on making things happen
Iterative - able to track/measure initiatives and adjust course to ensure optimum success
Optimistic attitude with good sense of humour
Internal Number: 5680199
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