General Information

Req #
WD00018324
Career area:
Marketing
Country/Region:
Australia
State:
New South Wales
City:
Chatswood
Date:
Monday, December 6, 2021
Working time:
Full-time
Additional Locations: 
* Chatswood - New South Wales - Australia

Why Work at Lenovo

Lenovo (HKSE: 992) (ADR: LNVGY) is a US$60 billion revenue Fortune Global 500 company serving customers in 180 markets around the world. Focused on a bold vision to deliver smarter technology for all, we are developing world-changing technologies that power (through devices and infrastructure) and empower (through solutions, services and software) millions of customers every day and together create a more inclusive, trustworthy and sustainable digital society for everyone, everywhere. To find out more visit https://www.lenovo.com,and read about the latest news via our StoryHub.


Description and Requirements

The ANZ KA Profit Manager is a member of the AP Profit Management team and supports the ANZ Key Account business with pricing commercial analysis and decision support to aid in the identification of revenue and margin enhancement. As the KA profit manager, you will work closely with the pricing manger and a team of high performing pricing analysts to build a world-class, centralized pricing capability. Your focus will be on setting the optimal price and the correct positioning of the Lenovo range in the market. 


Key Objectives of the Position: 

  •  opportunities, this includes deal modelling and deal scenario generation to enable profitable decisions
  • Influence and partner with key internal stakeholders across Sales, Finance and Product to improve pricing and drive profitability across the business
  • Analyze pricing data to produce insights and price recommendations to guide sales on cross/upsell and cost saving opportunities
  • Support the ANZ Pricing Transformation through the development and testing of different pricing quote models and approaches 
  • Develop, operate, and enhance analysis tools and models, leveraging varied data inputs from both internal and external sources, including competitor landscape, market intelligence register, and quote models that drives innovation and challenges existing solutions
  • Help develop and execute upon key parts of the ANZ Lenovo pricing transformation strategy, working collaboratively with internal stakeholders 
  • Provide input into the ongoing review of the Delegation of Authority (DOA) and recommendations on appropriate changes based on analysis of sales data

Day-To-Day Responsibilities: 

  • Develop comprehensive business cases on significant or complex key account deals to determine and guide on the profitability of the deals and advise sales/senior leadership on the impact to revenue and margin objectives if they were to proceed
  • Responsible for generating and presenting, in collaboration with sales, business cases to secure deal funding for large and complex acquisition pursuits
  • Work closely with Product Marketing to ensure alignment around take to market models, configurations, and price points
  • Work closely with Services Sales to ensure overall take to market solution (hardware and services) is market competitive
  • Identify opportunities for profit improvement via improving revenue or cost positioning through modelling and analysis of customer accounts
  • Build and maintain centralized market intelligence registers to log deal details for use in future deal analysis and review and anticipate market changes
  • Ongoing review of current customer contracts to track the impact of contract terms on financial performance
  • Partner with sales to ensure that all opportunities that are logged in the CRM have pricing support to develop and guide on pricing decisions
  • Provide regular updates to the Commercial Director and Sales Leaders regarding changes in market trends, profit improvement opportunities and strategies to provide further value for customers
  • Track the success of the pricing transformation by monitoring sales deviation from the price guidance proposed
  • Develop price guidance models that optimize customer lifetime value and determine deal 'walk away' values
  • Drive the development of better pricing processes and operations across the business


Key Competencies for the role:

  • Excellent commercial acumen
  • Excellent interpersonal skills and ability to apply a commercial lens to financial and pricing models
  • Highly developed excel skills and analytical skills
  • Ability to model complex financial deal scenarios
  • Comfortable working with and resolving ambiguity and adapting to changing business needs
  • Excellent communication skills; communicate in a clear and simple manner to ensure operational effectiveness
  • Ability to manage time and prioritize effectively
  • Commitment to personal and professional growth
  • Ability to build rapport and work with teams locally and overseas with conflicting priorities.
  • Sales and bid management experience


Education/Previous Experience Requirement:

  • Demonstrated experience in pricing and deal structuring within a commercial environment
  • 5 years analytical experience within marketing, sales or finance area
  • Pricing experience, especially with the use of PROS in a commercial environment
  • Tertiary Qualifications in Finance or a related field

* Chatswood - New South Wales - Australia