Commercial Excellence And Pricing Manager
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Key skills for this role
About the Role
ABB is seeking a Commercial Excellence and Pricing Manager to lead global pricing and commercial excellence across regions. The role involves owning Salesforce (SFDC/CPQ), driving analytics, and managing a global team to improve revenue, margin, and price realization.
Key Skills for This Role
Responsibilities
- Define and drive the global Commercial Excellence framework (policies, standards, KPIs)
- Improve quote to cash and tender governance processes, reducing cycle times and discount leakage
- Embed compliance with Delegation of Authority, tendering policies, and commercial standards
- Establish and enforce global pricing governance, including guardrails, approval workflows, and profitability thresholds
- Drive pricing policy execution and price realization across all businesses and channels
- Monitor performance and ensure measurable revenue and margin improvements
- Own Salesforce (SFDC/CPQ) modules and related data models; shape tool roadmap, analytics strategy, and dashboards
- Apply advanced analytics (price waterfalls, elasticity modeling, margin bridges, BI dashboards) to enable fact based decision making
- Collaborate with regional and global teams to ensure alignment, scalability, and effective execution
- Partner with Finance, Sales, Product Management, Operations, and Customer Experience function to deliver commercial impact
Requirements
- Over 10 years of experience in pricing, commercial finance, or commercial excellence ideally within industrial automation, energy, or other engineering driven B2B environments
- Advanced degree in Business Administration, Finance, Engineering, or a related field
- Proven ability to shape and execute global pricing strategies, govern tender processes, and drive quote to cash improvements across complex, matrixed organizations
- Hands on experience with Salesforce (SFDC/CPQ) and advanced analytics tools such as margin analytics, BI dashboards, and elasticity modeling
- Successfully managed and influenced global teams, both directly and in a matrix environment
- Exceptional communication, organizational, and leadership skills, with ability to operate effectively across cultures, functions, and geographies
- Fluency in English is essential; additional languages are a plus
Full Job Posting
Role Purpose
- Global remit & impact: Lead Commercial Excellence & Pricing across Regional HUBs, Global Business Lines, and Local Businesses in a business scaling toward $3B.
- Integrated Scope: Combine Pricing (policy, governance, realization, discount control) and Commercial Excellence (quote to cash, tender governance), spanning services, products, solutions, and large, critical infrastructure projects.
- Tools & Analytics Ownership: Own and advance Salesforce (SFDC/CPQ) as the primary commercial tool. Lead advanced analytics (price waterfalls, elasticity, margin bridges, dashboards) to drive data driven decision making.
- Leadership & Decision Rights: Lead a global team of 5+ senior professionals. Set guardrails and approval workflows, ensure adoption and compliance, and partner closely with Finance, Sales, Product Management, Operations, and Customer Experience.
Responsibilities
- Define and drive the global Commercial Excellence framework (policies, standards, KPIs).
- Improve quote to cash and tender governance processes, reducing cycle times and discount leakage.
- Embed compliance with Delegation of Authority, tendering policies, and commercial standards.
- Establish and enforce global pricing governance, including guardrails, approval workflows, and profitability thresholds.
- Drive pricing policy execution and price realization across all businesses and channels.
- Monitor performance and ensure measurable revenue and margin improvements.
- Own Salesforce (SFDC/CPQ) modules and related data models.
- Shape the tool roadmap, analytics strategy, and dashboards to ensure consistent global adoption.
- Apply advanced analytics (price waterfalls, elasticity modeling, margin bridges, BI dashboards) to enable fact based decision making.
- Collaborate with regional and global teams to ensure alignment, scalability, and effective execution.
- Partner with Finance, Sales, Product Management, Operations, and the Customer Experience function to deliver commercial impact.
- Engage with the BA Technology team to leverage synergies and drive continuous improvement.
Qualifications
- Over 10 years of experience in pricing, commercial finance, or commercial excellence ideally within industrial automation, energy, or other engineering driven B2B environments.
- Advanced degree in Business Administration, Finance, Engineering, or a related field.
- Proven ability to shape and execute global pricing strategies, govern tender processes, and drive quote to cash improvements across complex, matrixed organizations.
- Hands on experience with Salesforce (SFDC/CPQ) and advanced analytics tools such as margin analytics, BI dashboards, and elasticity modeling.
- Successfully managed and influenced global teams, both directly and in a matrix environment.
- Exceptional communication, organizational, and leadership skills, with ability to operate effectively across cultures, functions, and geographies.
- Fluency in English is essential; additional languages are a plus.
About ABB
- ABB helps industries run leaner and cleaner.
- Building a cleaner, smarter future takes all kinds of minds: the curious, the courageous, and the creative.
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