Lenovo

Key Objectives of Position:

· Own the development of business cases for 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 through cost structures/timeline ·

· Support B Transformation through the development and testing of different pricing quote models and approaches.

Day-To-Day Responsibilities:

· Develop comprehensive business cases on significant or complex ISG 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.

· 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.

Mandatory Competencies for role:

· Excellent commercial acumen.

15+ years of experience 

· 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.

Preferred Competencies for role:

· Sales and bid management experience

Team Involvement: · Must be a team player

Key Performance Indicators /Metrics: · Accuracy of data analysis · Identification of profitability increase opportunities :

· Identification of cost reduction opportunities

· Protection of margin leakage

Candidate Pre-Requisites Previous Experience: Essential: Preferred:

· Demonstrated experience in pricing and deal structuring within a commercial environment

· 3-5 years analytical experience within marketing, sales or finance area · Pricing experience, especially with the use of PROS in a commercial environment.

Qualifications: Tertiary Qualifications in Finance or a related field

Desirable characteristics: Dynamic problem solver, naturally curious, enthusiastic, self-starter and attention to detail.