Position Summary
The GDS Pricing Specialist/ Senior supports the pricing function’s commercial transformation by contributing towards pursuit support, and activation of self-enabled tools towards a value-focused pricing and commercial culture.
Pricing Specialists supports creation and refinement of pricing models in consultation with the Manager/ Sr. Manager on pursuits that are cross service line rate and project based pursuits spanning transformational consulting, managed service, co-source, joint venture and alliance business models following consistent pricing and commercial strategies. Leveraging a robust set of sales, price, solution, and commercial benchmarks and analytics,. In the deal shaping phase, Pricing Specialists are involved with creation of multiple iterations and versions of hypothesis to support execution of solution testing and refinement.
Pricing Specialists embrace a growth-mindset, actively seeking to improve their pricing and commercial acumen through learning and development, resulting in a measurable, positive impact to the Specialist’s performance.
Essential Functions of the Job
- Provide support to the Manager/ Sr. Manager from qualification to close across all pricing, financial and commercial aspects of the pursuits
- Support the development of a clear, compelling proposal that aligns with the client’s willingness to pay by supporting in drawing together client and competitor intelligence.
- Support in refining pricing strategy in line with the differentiated value of solution provided and assist in shaping pursuits by integrating market benchmarks and other available competitive intelligence.
- Join the Commercial Architect (Sr. Manager/ Associate Director) in the collaboration meetings/ sessions the with solution architects and domain experts.
- Document pursuit experience to improve performance and build intelligence.
Analytical/Decision Making Responsibilities
- Lead with curiosity and embrace a scientific-led, hypothesis-driven approach to understanding the recommended pricing and commercial strategy
- Ensure leveraging of best-practice methods, tools and assets to meet the needs of a given pursuit or project team
- Endeavour to solve challenging problems in an innovative, unique manner that unlocks new ways of working to advance pursuit, project, team and firm pricing and commercial capabilities
- Build prioritisation abilities for providing exceptional client service (internal/external) across multiple pursuits/projects so that critical activities can be prioritised to meet business needs under limited, often demanding, timelines
Knowledge and Skills Requirements
- Exposure to design, model, shape and structure business models utilizing input, output and outcome based commercial models
- Knowledge of a broad spectrum of pricing strategies applicable to professional services including cost, client value, client willingness to pay and competition driven
- Collaborate effectively across a matrix organization showcasing pursuit and relationship management skills.
Supervision Responsibilities
- Ability to execute performance standards with a high degree of quality and independence
- Support firm performance management process with open, honest and constructive performance and developmental feedback
Other Requirements
- Bringing a growth mindset, Pricing Specialists increasingly execute a consistent set of behaviors as we aspire to be a(n):
- Gold standard champion – who executes with discipline and rigor,
- Innovative mindset – who challenges oneself to differentiate.
- Ability to be a self starter who actively invests in oneself to develop and learn methods, tools, and capabilities to deliver better results, create exceptional experiences.
- Participate in internal endeavors and projects like company townhalls, improvement to knowledge capital by contributing to newsletters, white papers, articles etc.
- Compliance mindset that ensures timely completion of process and departmental hygeine requirements like time recordings, capacity tracking, documentation related to pursuit recordings (Deal in-take form), etc.
- Actively share personal learnings for the benefit of others.
- Limited to moderate travel may be required
Job Requirements
Education: Bachelor's degree in relevant field(s) or equivalent practical experience
Experience: 5-7 years of experience in professional services environment preferrable in pricing and commercials function.
Exposure to financial modelling, accounting, budgeting and associated metrics
