Senior Manager, Pricing (HID2300)

Location: 
Austin, TX North AmericaUSAustin, TX
HID Global
2021-09-21
Job Type: 
Full-time
Functional Area: 
Sales
Job Level: 
Mid-Senior Level

Become a Senior Manager, Pricing in an Innovative High-Tech Security Company

Job ID: HID2300

#Securing your Future!

Our strategic goal is to accelerate our businesses potential and to take it to the next level of profitable growth. The Senior Manager of Pricing plays a key role in recommending strategies for how we price to stay competitive whilst meeting key internal targets. Understanding key pricing trends, demand and elasticity and competitive positioning in the marketplace and translating into key actionable insights will be key to be a success in this role.

The Senior Manager understands the product portfolio with regard to what will be offered (breadth and depth of the product line), who the target customers (end user) are, how our products and solutions will be delivered (channel) as well as at what price it is offered. PACS is organized by 3 core Regional Business Area (BU) and Global Functions. In each of the 3 BUs we have Regional Marketing teams that reports into the regions and have local pricing understanding.  Those regional marketing teams own the implementation of the strategy and plans defined by the VP Product Marketing.  They drive regional market requirements.

In this role the Senior Manager will implement and own the right governance across the BA for overall Pricing objectives and KPI setting. To be able to be successful in the role, the Senior Manager is expected to have considerable (7 years plus) domain experience in the particular segment/similar Pricing role. PACS is currently going through a business transformation from hardware to hardware/software and services including XaaS implementations. The Senior Manager will be responsible for the development and implementation of the Pricing strategy of this transformation.

You have a global mindset, are culturally aware and have had the opportunity to work in a global environment. You are skilled at building relationships, gaining the trust of your peers and leaders, and challenging the status quo. You understand the complex challenges leaders face in a dynamic, changing business environment and use your existing experience, skills, network, and colleagues to solve challenging problems. You are someone who has the ability to collaborate, contribute and thrive within a fast-paced team environment and a matrix environment. To succeed in this role, you are naturally result oriented, data driven with a strong business and commercial acumen and possess strong leadership skills. 

What you will be doing

  • Manage the annual pricing review process for all Product Lines and provide support in pricing recommendations and implementation (40%):
    • Establish in collaboration with the regional Marketing teams the annual Pricing Review calendar for all Product Lines
    • Project manage Annual Pricing Review for all Product Lines
    • Perform Macro and Micro Economic analysis and share implications with the Regional Marketing teams
    • Carry out Demand Analysis and Price Sensitivity Analysis and share implications with the team
    • Carry out historical trend analysis of sales revenues, costs, margins, number of customers, contribution and highest/lowest prices attained for Products, Services and Software and publish to team
    • Manage the entire VoC process with key customer segments, (both direct and indirect), to identify key value drivers for Products, Services and Software by segment
    • Support Product marketing and Product Management in establishing new pricing recommendations for Products, Services and Software Licensees
    • Evaluate impact of new pricing on BU financials (Revenues, GM, OI)
    • Manage key internal Stakeholders (Sales, Finance and Strategic Leadership Team) to attain sign off for new pricing recommendations
    • Provide high level Sales support documentation for new pricing implementation (ie. Customer Communiqués, Training Webinars and Content, FAQs, etc) and ensure supporting Product specific documentation is also provided by Product Line Teams
    • Work with the Regional Marketing and corporate pricing teams to ensure new prices are updated in the various ERP systems and all the new price lists have been updated and issued
    • Work with Finance to ensure all regional and/or customer discounting is correctly implemented
    • Provide clear communication to all stakeholders on implementation schedule
    • Work with Finance team to regularly monitor pricing metrics to determine if pricing objectives were met
  • Provides support, guidance, training and mentoring to team member with pricing responsibilities (product marketing manager & BU leads) with regards to the Pricing of new and existing products and services. (35%):
    • Educate and support team on key Pricing Strategies – with particular emphasis on Value Based Pricing
    • Educate and support team on various Pricing Methodologies and Tools to help determine optimized pricing – including Price Performance Curves / Value Mapping, Economic Value Estimation Model, Conjoint Analysis, and the Van Westendorp Price Sensitivity Meter
    • Work with Product Line Teams to determine profitability of product lines, services and software
    • Work with Product Line Teams to establish a process to regularly monitor Competitor prices across all Product Lines
    • Work with Product Line Teams to establish a process to benchmark products, services and software against Competitors
    • Carry out statistical analysis of data for product line teams where necessary
    • Manage third parties involved in supporting the TSP Strategic Pricing process (10%)
    • Provide support to business units for the Transactional Pricing process (10%)
    • Develop improvements to Strategic Pricing processes (5%)
  • Demonstrate a proficiency in the following:
    • Good expertise and past experience in Product Marketing transformation and Pricing from a hardware to a hardware and services approach. Services in the area of Mobile Identities as well XaaS models
    • Excellent organizational, collaboration and interpersonal skills
    • Knows how to lead in a matrix environment even if teams don’t have a reporting line into the role
    • Ability to work cross functionally and collaboratively to achieve desired business results
    • Attention to detail, thoroughness, and ability to deal with complexity and ambiguity.
    • Good listening skills and ability to diplomatically deal with difficult situations
    • Must be able to make effective and independent business decisions

What we are looking for    

  • Minimum 7+ years product marketing experience
  • Bachelor’s Degree in business, Economics, Marketing or Finance and/or MBA
  • Overall, more than 7 years + experience among which:
    • 3+ years’ experience in Strategic Pricing of Products, Services or Software Licenses
    • 5 years’ experience within a Blue Chip / Fortune 500 environment in multi-countries/ global roles
  • Strong understanding and working knowledge of various pricing strategies (with particular emphasis on Value Based Pricing)
  • Strong understanding and working knowledge of pricing tools and methodologies (including Price Performance Curves / Value Mapping, Economic Value Estimation Model, and the Van Westendorp Price Sensitivity Meter)
  • Excellent financial, analytical, and problem-solving skills
  • Knowledge of physical security products as well software and cloud services.
  • Ability to conduct and present market research and analysis

Why Should You Apply?

  • Excellent terms and conditions
  • Flexibility
  • On-the-job training and development
  • Work as part of a global team

HID Global is an Equal Opportunity Employer/Minorities/Female/Disabled/Veteran

HID Global powers the trusted identities of the world's people, places and things. Every day millions of people in more than 100 countries use our products and services to securely access physical and digital places. Over 2 billion things that need to be identified, verified and tracked are connected through HID Global’s technology. We make it possible for people to transact safely, work productively and travel freely. We work with governments, universities, hospitals, financial institutions and some of the most innovative companies on the planet—helping them to create trusting and trusted physical and digital environments so that they and the people who use them can fulfill their potential. Headquartered in Austin, Texas, HID Global has over 4,000 employees worldwide and operates international offices that support more than 100 countries. HID Global® is an ASSA ABLOY Group brand. For more information, visit www.hidglobal.com.