Service Commercial and Pricing Manager
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RESPONSIBILITIES
- Pricing Strategy & Price Book Management
- Develop and maintain regional service price books across all contract types (AMC, T&M, SLA, warranty extensions)
- Establish and govern pricing floors, target margins and approval thresholds in line with global policy
- Align pricing architecture with Vertiv's global commercial framework while reflecting regional market dynamics
- Conduct regular price book reviews and implement structured refresh cycles
- Contract Profitability & Margin Management
- Track and report on service contract margin performance across the regional portfolio
- Identify margin leakage drivers and implement corrective pricing or commercial actions
- Work with Finance and Operations to ensure cost-to-serve inputs are accurate and current
- Own profitability reporting cadence for key accounts and contract renewals
- New Offering Commercialisation
- Develop commercial models for new service offerings as part of the NPDI process (Gate Reviews G1–G7)
- Define pricing strategy, minimum viable margin, and go-to-market commercial terms for product launches
- Validate commercial assumptions with Sales, Service Ops and Finance prior to gate approvals
- Commercial Modelling & Deal Support
- Build financial models and scenario analyses to support pricing of complex, multi-year service contracts
- Partner with Sales to price deals competitively, balancing win rate with profitability targets
- Evaluate non-standard deal structures and provide commercial guidance on escalations and exceptions
- Support bid and tender responses with robust commercial inputs and cost modelling
- Commercial Governance & Policy
- Define and enforce commercial approval workflows and discount authority matrices
- Ensure pricing decisions comply with Vertiv's global commercial policies and regional legal requirements
- Develop and maintain commercial playbooks and escalation guidelines for the Sales team
- Coordinate with Legal and Finance on contract terms impacting commercial exposure
- Market Intelligence & Competitive Pricing
- Monitor competitor pricing and commercial structures across key service categories
- Synthesise win/loss data, renewal trends and customer feedback to refine pricing strategy
- Provide market pricing benchmarks to inform annual price book reviews and strategic planning
QUALIFICATIONS
- Bachelor's degree in Finance, Business, Engineering or a related field
- 6–9 years in commercial management, pricing, or service finance roles
- Proven track record building and managing service price books at a regional or multi-country level
- Strong financial modelling skills: margin analysis, cost-to-serve, scenario modelling
- Experience pricing complex, multi-year B2B service contracts (AMC, SLA, T&M)
- Working knowledge of service commercial governance frameworks and approval workflows
- Ability to work cross-functionally with Sales, Finance, Legal and Service Operations
- Proficiency with Excel/modelling tools; familiarity with CRM and quoting platforms
Preferred / Nice to Have
- Experience in the data centre, power, or critical infrastructure services sector
- Familiarity with Vertiv or comparable OEM service commercial environments
- Exposure to NPDI / phase-gate processes and new service commercialization
- Experience with quotation configuration tools and automated pricing platforms