Director: Product Global Pricing at Clickatell

Purpose

• We are seeking a Trailblazing Director: Products Global Pricing to join our team of Champions focused on disrupting a $50B+ market. This role is essential in managing and growing the demand to deliver competitive products and solutions. The Director: Products Global Pricing will manage a team of individuals each responsible for a component of delivering on competitive pricing strategies that are fundamental to the successful growth, adoption, and scalability of Clickatell’s products. Reporting to the VP: Interact & Common Services Products, the role collaborates with Finance, Product Management, Product Partnerships, Marketing and Sales to integrate pricing insights and drive pricing decisions to support our company’s overall growth and profitability while forming part of the Product Senior Leadership Team directing Clickatell’s product portfolio to in line with the business strategy.

We Do The Right Things

Responsibilities of the Role

Determine Pricing Strategies & Evaluate Results

• Allocate all Revenue and Costs across Clickatell's products to determine the true profitability of each product.
• Use financial and scenario modeling techniques to prepare analyses showing the potential impact of various pricing strategies, including their effect on margins, sales, and unit volumes.
• Develop, test and track performance of new and innovative pricing initiatives to generate a competitive advantage.
• Work cross-functionally on pricing strategy formulation and pricing decisions to ensure pricing actions enhance profitability.

Develop Product Pricing Framework, Tools & Processes

• Develop pricing processes to continuously monitor, evaluate, and enhance current decision-making and to ensure timely response to market conditions and competitive factors.
• Build dynamic pricing tools and pricing intelligence that can process and incorporate big datasets and a large number of inputs from external/syndicated and internal data warehouses.
• Enforce adherence to pricing frameworks and processes in a controlled, centralized manner for the Clickatell Products organization.
• Monitor Pricing Performance & Implement Recommendations
• Champion price performance monitoring within the Products team
• Own weekly and monthly margin reporting, including margin decomposition by department, product, type of sales (promo, non-promo), and up to an item level if necessary. Run weekly reporting on margin variance vs. planned, forecasted and historical, identifying risks and opportunities.
• Lead quarterly pricing reviews. Prepare and present recommendations to leadership for updates to current pricing and identifying and evaluating opportunities to drive revenue and profit.
• Provide input and requirements into financial health reporting and monitoring dashboard initiatives.
• Work closely with Analysts and Sales on day-to-day pricing activities across all product categories – including execution of all pricing changes down to the category level.
• Develop a good understanding of the Clickatell product offering and work with Finance to ensure the general ledger is aligned to our product offerings.
• Support current and future pricing initiatives such as development of price groups/families across all products, upgrading competitive intelligence tools, market targeting efforts, and RFP, RFQ & RFI efforts.
• Assist in preparation of strategic account efforts and pricing plans as a part of the annual business planning cycle.
• Support Product Management and Marketing teams in ad hoc projects and reporting requests related to category and customer reporting, promotional campaigns, or syndicated data reporting.
• Assists product managers with developing business cases to justify ongoing development of our product portfolio in line with company and product strategy.
• Provide Ad hoc analyses and reporting as requested by the Leadership Team.
• Manage the Pricing team and lead, mentor and grow this team to be formidable contributors to the execution of Clickatell’s overall product strategy. Be a player and a coach.
• Be outward-focused and develop a deep understanding of the markets and customers that Clickatell engages with and the stage of maturity that Clickatell’s business is at. Use the knowledge to plan the right capabilities to roll out at the right time.
• Employ metrics and conducts monthly and quarterly reporting on key products and services.
• Implement clear KPIs and monitor team performance to
• Participate in Product Leadership forums to analyse opportunities and develop the relevant artefacts such as business cases, functional reports, executive presentation material, etc.

We Are On A Learning Journey

Requirements of the Role

• BA/BS Honors in Business, Economics, Statistics, Mathematics, or related field required. MBA degree a plus.

Work experience:

• 13+ years’ of product pricing experience, preferably in Software as a Service or technical software product companies.
• 7+ years’ in a leadership role with people management responsibilities - including providing guidance and direction to pricing managers and serving as their line manager and coach.
• 3+ years’ delivering frictionless user journeys
• Working in delivering portal solutions in Software as a Service solution is preferred(SaaS)
• Working with Agile Methodology, SDLC and Sprints
• Building and managing a product roadmap
• Reviewing and analysing software industry data.
• Working with project management tools such as JIRA, Confluence, or Asana is preferred

Knowledge and Abilities:

• Exceptional Leadership, coaching and delegation skills
• Strong analytical and statistical skills are essential
• Proficient with Microsoft Excel and be able to fulfil the roles and responsibilities of the position using Excel, PowerBI or Microsoft Access software as a primary tool. SQL skills highly desired.
• In-depth knowledge of B2B domain product presentation to large enterprises
• In-depth knowledge of user experience and intuitive designs
• Exceptional problem-solving skills
• Establish and improve processes and drive implementation and adoption throughout the organization.
• Exceptional communication, negotiation and presentation skills
• Strong organizational and planning skills.
• Sound knowledge of the economics of supply and demand
• Ability to spot opportunities for process improvement across multiple teams

A Bit About You:

Behavioral competency requirements of a Trailblazer:

• Leading Possibility: Leads a high performance and learning culture that focuses on building capacity to deliver more and better in the future. Multipliers who harness and develop others to ensure the team work productively and are developed professionally with clear career paths.
• Striving Optimizer: Strives towards best version we can be and creates efficiencies to scale for growth. Influences others to optimize the present while thinking about the future. Monitors, evaluates, and makes recommendations to enhance processes, people, financials, and technology.
• Expert Advisor: Explores, interprets, and pushes the boundaries by implementing best-in-class practices, Influences others with unique insight and inspires innovative thinking. Ensures that teams comprise of members with diverse strengths, and perspectives to expand thinking.
• Balancing Risk: Applies good judgement without fail and encourages a mindset of taking smart risks in the team. Proactively manages exposure to risk, alert to potential vulnerabilities, and drives the required action.
• Collab Coach: Intentionally creates and supports a culture that facilitates teamwork across the organization. Counteracts silo mentality to maximize team capabilities. Remains optimistic, and defuses tension as a team works through issues by using dialogue that is constructive.
• Awareness and Empathy: Leads by example by practicing self-awareness and shows empathy when itis needed. Stays calm and focused under pressure to avoid making rash decisions led by emotions.
• Blueprint Generator: Provides strategic input and creates the functional strategy that achieves the vision with clear and effective objectives and plans.
• Aligned Performer: Ensures we are focused on doing the right things at the right time. Provides a high level of clarity for accountabilities, priorities, and direction for the team. Utilizes the communication rhythm so information moves accurately and quickly.
• Change Driver: Capitalizes on opportunities for change that shapes the organization with a detailed view of the road going forward and required changes to resources. Prioritizes experimenting with new ideas in order to pursue growth opportunities quickly, and efficiently. Develops capabilities required to continuously imagine innovative solutions.
• Driving Results: Energized by challenges and stretch goals. Compelled to achieve despite the obstacles, uncertainty, and complexity. Takes responsibility for the performance of the team and resulting outputs.