Lenovo

■ About Lenovo culture

Our culture defines us…it's our DNA. We call it the “We Are Lenovo” culture and it's the values we share and the business practices we deploy. It's how we address our day-to-day commitments. The “We Are Lenovo” culture is embodied in the statement: We do what we say, we own what we do, and we like to constantly wow our customers

・CUSTOMERS in everything we do

・Global TEAM players guided by integrity and TRUST

・ENTREPRENEURS committed to driving change

・INNOVATORS who relentlessly pursue new idea

Our culture is what has enabled us to consistently raise the bar on delivering break-through innovations, award-winning designs, and strong financial performance.

To know more about who we are, visit https://www.lenovo.com/jp/ja/about/whoweare

◇Position Description◇

■Overview of Position Offered

The Profit Manager is a member of the AP Profit Management team and supports the 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 Position:

•Own the development of business cases for selected key account opportunities, this includes deal modelling and deal scenario generation to enable profitable decisions. 

•Work closely with key stakeholders to develop a solid understanding of the vertical markets in which we play, including competitors, strategic initiatives and big bets.

•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 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 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.

■Mandatory Competencies for 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.

■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: 

•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.