Commercial Excellence & Pricing Manager
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Key skills for this role
About the Role
ABB seeks a Commercial Excellence & Pricing Manager to lead global pricing and commercial excellence across regions. The role requires 10+ years of experience in pricing, commercial finance, or commercial excellence, ideally in industrial automation or energy.
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
- Establish and enforce global pricing governance, including guardrails, approval workflows, and profitability thresholds
- Own Salesforce (SFDC/CPQ) modules and related data models, shaping the tool roadmap and analytics strategy
- 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
Requirements
- Over 10 years of experience in pricing, commercial finance, or commercial excellence
- Advanced degree in Business Administration, Finance, Engineering, or related field
- Proven ability to shape and execute global pricing strategies and govern tender processes
- Hands on experience with Salesforce (SFDC/CPQ) and advanced analytics tools
- Experience managing and influencing global teams in a matrix environment
- Fluency in English
Full Job Posting
Role Purpose
- Lead Commercial Excellence & Pricing across Regional HUBs, Global Business Lines, and Local Businesses in a business scaling toward $3B.
- Combine Pricing (policy, governance, realization, discount control) and Commercial Excellence (quote to cash, tender governance), spanning services, products, solutions, and large infrastructure projects.
- Own and advance Salesforce (SFDC/CPQ) as the primary commercial tool. Lead advanced analytics to drive data driven decision making at scale.
- Lead a global team of 5+ senior professionals. Set guardrails and approval workflows, ensure adoption and compliance.
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.
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