Global Manager, Strategic Deal Desk (TRS) Boca Raton, FL (Manager, Pricing)

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POST DATE 9/1/2016
END DATE 11/10/2016

Tyco Fire and Security Boca Raton, FL

Company
Tyco Fire and Security
Job Classification
Full Time
Company Ref #
1617657
AJE Ref #
576054101
Location
Boca Raton, FL
Experience
Mid-Career (2 - 15 years)
Job Type
Regular
Education
Bachelors Degree

JOB DESCRIPTION

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Global Manager, Strategic Deal Desk (TRS) is responsible for developing and maintaining a central deal desk to assist and coordinate price analysis and decision making for large and midsized deals and to coordinate the end-to-end process in price decision making for new business opportunities. Lead the development of CapEx & OpEx financial models as selling options for large scale, capital intensive projects with major retail chains. Develop and maintain tools and analytics for use by the sales organization, pricing function, marketing, product management and management for price and marketing related planning and management. Data and analytics will include competitive data, TRS price achievement, pricing experience and the results of planned pricing improvement initiatives implemented. Capture near-term margin improvement opportunities while working towards long term, systemic pricing improvement

The Strategic Deal Desk Manager is a key role to be filled in the Sales Operations & Pricing team. This role is designed to enable sales teams to develop effective price plans for larger, more strategic deals and competitive win-backs. They will serve as a single point of contact in assisting sales teams in gathering competitive and market data and information on how TRS current offerings are performing in the market from a price standpoint. They will drive the development of innovative, profitable pricing strategies that enable sales teams to win deals while achieving sales, margin, and pricing goals. This role will identify pricing plans that have worked well and those that have not and will provide sales teams with direction designed to help win deals while maintaining internal growth goals

Manage and provide finance support for key deals in global, regional, or national retail accounts:

- Provide insight to best pricing approach considering our historic data, competitive intelligence, win loss history and the economics of the deal

- Evaluate financial impact of price approach, considering overall history and profitability of the customer

- Help establish and manage the deal review process. Define, monitor effectiveness of and maintain parameters for a deal review:

Develop processes for managing deals through each channel or region

Create and monitor benchmarks of best achieved prices by offering and segment

Define most likely price or winning financial strategy to drive win rate

Facilitate internal price approval process

- Provide market, segment and sub segment price performance and customer value knowledge to sales team to better position them to win the deal

- Along with Associate Director, determine price targets for products and services incorporating: Competitive data (how they price like products and services), Estimating value to a customer for the product or service, TRS cost and margin targets, Current pricing paid by the existing customer base

- Coordinate the end to end process with the sales team incorporating, when needed, other resources and functions within TRS

- Be the go to resource for all deal desk related issues for the sales organization

#external

Preferred Education: University degree from an accredited institution preferably in sales and commercial development

Minimum Preferred Exp.: Minimum 8-10 years experience of which minimum of 5 years in a finance, pricing or marketing leadership position

Type of Experience preferred: Track record of successfully leading in large and multi-level organization, needs to have experience working with international teams

Travel Requirements: 20 40%

- 8 10 years of work experience in finance, pricing or marketing leadership positions, experience building complex bid responses, estimating prices, or constructing price proposal, experience in the commercial or business to business services is a must

- BA in Finance, Marketing or Business, MBA in Finance, Marketing, or Strategy strongly preferred

- Can coordinate many functions across global functions and teams, and manage sometimes conflicting goals to help the sales organization win deals that meet company goals

- Can understand the selling cycle and process and support the sales organization with timely and relevant data

- Experience selling large, complex deals is a plus, managing pricing for large complex deals is a plus

- Strategic reasoning capabilities:

o Ability to gather data from many sources to establish price setting targets and methodology

o Experience calculating economic impact or offerings on a customers business, experience building value cases for customers

o Has a strong understanding and appreciation of the selling effort and the emerging competitive challenges faced by sales teams as they present prices presenting pricing to a customer, IE how to sell the value of our offering

o Ability to present pricing proposals to customers and senior management

- Ability to build compelling price analysis and presentations for specific customer applications

- Excellent verbal and written communication and presentation skills, plus ability to clearly articulate and express complex and sometimes technical ideas to a wide variety of people and groups at any level

- Highly self-motivated, including the ability to work independently and partner effectively with cross-functional colleagues to achieve desired business results

- Fluency in English is required

- Willing and able to travel domestically and internationally

- Superior skills related to Apple and Microsoft computer software such as Excel, Word, Outlook, Publisher, Explorer, etc. Perform all other tasks as assigned by management