Specialist: Pricing at Liquid Intelligent Technologies

ROLE PURPOSE

• Provide a Pricing, Business Case and Commercial Support & Advisory Service across the LIT Group standard products and customized solutions.
• Ensures the application of agreed pricing and business case principles and methodology within LIT SA and maintains minimum required financial margins on business cases as agreed with stakeholders.
• Analysis and reporting of data for presentation to the relevant stakeholders with respect to price points, discounts, input costs, acceptable margins.
• Support pricing for cross subsidization of Network, Digital and Managed services to manage the product-based profitability and support strategic and other large-scale projects. 

ROLE RESPONSIBILITIES

• Impart business and subject matter expertise to the organization within sphere of control.
• Provide guidance to Sales in matters related to the pricing of products and solutions by understanding the broad array of products and services and provide pricing metrics thereof.
• Engage with Product, Solutions, Engineering and Finance functions with regard to inputs and approvals.
• Support Sales on commercial negotiations with customers and pricing discussions.

Pricing & Business Cases
Customer Pricing & Business Cases 

• Provide innovative commercial models (CAPEX/OPEX mix) that can be applied to customers according to different scenarios.  Responsible for the commercial and pricing aspects of bids, RFPs, proposals and customer rate cards.
• Business case compilation for standard and customised scenarios
• Business case and pricing for new products and product enhancements.  Price book & DoA creation, publishing and maintenance.  

Network & Strategic Projects

• Business case & pricing preparation for large projects and new strategic projects.  Presentation of business cases and pricing for strategic and other large-scale projects.
• Risk assessment and recommendations based on outcomes of business case analysis.
• Create and manage pricing and commercial negotiations for complex, managed service and connectivity global opportunities in a timely manner, meeting LIT objectives whilst mitigating risk.
• Analyse and monitor high-capacity subsea cable pricing to ensure pricing is competitive and in line with the market.

Global Account Pricing Support 

• Support Global Account Director as SPOC (single point of contact) for pricing requests and customer rate cards and on order management for designated Global Accounts.
• Liaise with the Customers on Pricing and Commercial matters and with the various Opcos in the Group for rate cards and customer specific requirements.

Vendor Management & Support

• Participate in vendor management negotiations to provide feedback on pricing requests.  Follow-up with vendors/suppliers and manage escalations accordingly to obtain pricing globally.
• Provide costing to Presales Teams to be used in Pricing.
• Engage cross-functional and virtual teams where required.
• Perform as functional bridge amongst external vendors as well as internal stakeholders.
• Support monthly review management of services, and vendor benchmarking.
• Coordinate all vendor management tasks inclusive of working with external vendors and internal employees.

Risks & Profitability 

• Ensure that bids, RFPs, proposals are commercially and financially complete in that all cost elements provided are included and priced.
• Manage commercial and financial risk of bids, RFX's. 

Compliance with all Regulatory requirements for pricing

• Vendor Management
• Solution checking to ensure that requests to Suppliers and Customer requirements are aligned.
• Advise on procedures covering the selection of 3rd party suppliers.
• Ensure enterprise-wide needs for due diligence, risk assessment and continuing vendor monitoring are being accomplished and that 3rd party providers are approved in accordance with LIT procedures.
• Support tracking and recording of acceptance procedures and criteria for Vendors.  
• As part of a wider commercial and legal team, apply commercial strategy and relevant procurement and intellectual property law to assist with negotiations with preferred 3rd party providers.

Commercial sign off processes, tracking, reporting, benchmarking

• Ensure general discounting guidelines are observed by the Sales teams and there is compliance, and that commercial and financial sign-off processes are adhered to.
• Monthly analysis and reporting on pricing & business case requests, quotation tracking
• Responsible for SFDC and / or other Operations/Business Support Systems price updates

Innovation & Continuous Improvement

• Innovation - contribute to continuous improvement in the optimisation, transformation and efficiency of the team with a focus on automation and self-service.
• Develop easy to use pricing calculators for account managers.  Develop customised business case models.
• Decides on cost modelling and allocation methodologies and processes, product price setting and acceptable margins per product/scenario in conjunction with Products, Finance and other stakeholders. 
• Decides on the treatment of exceptional business case requirements and cost allocation methodology and commercial structures for complex solutions.

Requirements

• 3-4 year Engineering / Commercial / Finance Degree or appropriate tertiary qualification and 3-5 years' experience in the Telecoms industry is mandatory.

Knowledge of Pricing and costing.

• Understanding and knowledge of pricing within the telecommunication environment and of Telecommunication products and network technologies