Commercial Excellence & Pricing Manager

Noi di ABB aiutiamo le industrie a operare in modo più snello e pulito, e ogni persona qui contribuisce a rendere possibile tutto questo. Avrai la possibilità di assumere un ruolo di leadership, sarai supportato nella tua crescita e sarai orgoglioso dell'impatto che creeremo insieme. Unisciti a noi per contribuire a far funzionare ciò che fa funzionare il mondo.

Posizione

Global Division Controller

Ruolo

Global remit & impact: Lead Commercial Excellence & Pricing across Regional HUBs, Global Business Lines, and Local Businesses in a business scaling toward $3B. This is a global support function with a material influence on revenue, margin, and price realization.

Ambito

Combine Pricing (policy, governance, realization, discount control) and Commercial Excellence (quote-to-cash, tender governance), spanning services, products, solutions, and large, critical infrastructure projects across direct and indirect channels.

Proprietà degli Strumenti e Analisi

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 at scale.

Leadership e Diritti Decisionali

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 the Customer Experience function.

Responsabilità

Commercial Excellence

• 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.

Pricing

• 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.

Tools & Analytics

• 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.

Stakeholder Engagement

• 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.

Qualifiche

• 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 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 (margin analytics, BI dashboards, elasticity modeling).
• Leadership experience managing and influencing global teams, both directly and in a matrix environment. Exceptional communication, organizational, and leadership skills; ability to operate effectively across cultures, functions, and geographies. Strategic thinker with passion for building diverse teams and promoting accountability, continuous improvement, and commercial excellence.
• Fluency in English is essential; additional languages are a plus.