Director, Strategic Pricing & Solutions
Vixxo is seeking a full-time, Director, Strategic Pricing and Solutions to be based in Scottsdale, AZ
The Director, Strategic Pricing and Solutions is responsible for pricing strategy and solution development in support of new and existing customer pursuits which align Vixxo's capabilities and processes with the needs and requirements of our clients. They will work under the direction of the Vice President, Commercial Development to lead the development of profitability analytics and collaborate on accompanying solution design in support of overall corporate objectives.
The Director, Strategic Pricing and Solutions will orchestrate the prompt and thorough development of Customer solution inputs in support of RFP responses and other Customer pursuits. In addition, the successful candidate will proactively identify, solution, and lead change management opportunities to enhance Vixxo's pricing analyses, processes, and tools. This individual will also aid in the continuous refinement and execution of Vixxo's go-to-market strategy, offering insights and recommendations for ongoing enhancements.
For Customer opportunities, the Director, Strategic Pricing and Solutions will ensure collection/evaluation of internal and Customer data, design/perform a variety of analyses on available data, review the results of analyses with, and provide guidance to, the Sales team and make recommendations for how to price and promote Vixxo's value-added services. They will facilitate the development of data-driven assessments of Vixxo's potential value during the sales process as well as oversee strategic pricing materials/communications related to opportunity Executive Review sessions and assist in ensuring the successful execution of the agreed-upon Customer solution
On an ongoing basis, the Director, Strategic Pricing and Solutions will support the development of dynamic Customer segment benchmarks by running comparative analyses on cost/service structures in order to generate commercial insights, business cases, and articulate savings/optimization opportunities against historic baselines.
Additional responsibilities include collaboration with Sales and Operations on presentation development and solution refinement, specifically focusing on Vixxo's financial (business case) value proposition and corresponding commercial terms, incorporating Customer analytics, pricing details, value-added service offerings, and profitability estimates into Customer-facing sales presentations, and incorporating feedback from Customer negotiations into pricing strategy and models.
WHO WILL LOVE THIS JOB
you inspire confidence through your professionalism, organizational skills, and consultative approach and you have extensive experience turning data into actionable insight
Innovative Problem Solver
: you take the time to dig deep to identify the problems below the surface and delight in finding new ways to use data to find cost-saving for customers. You have a drive for change
: You are flexible when developing business cases, interacting with various internal teams and data sources to provide valuable client insights and while meeting company strategic targets.
WHAT YOU WILL DO
Pricing Strategy/Sales Support: Develop appropriate approaches to solution pricing including cost, value, competitive and hybrid approaches. Define pricing objectives and segmentation strategies that align with corporate strategy. Analyze product mix pricing and positioning strategies to determine implications for the best prices. Translate Pricing strategy decisions into Customer proposals and RFP responses.
Profitability Management: Identify revenue enhancement and margin improvement opportunities within the existing Customer base. Support win/loss analyses to improve pricing, value propositions, offerings, and pricing performance
Communication: Monitor and assist internal communications with the Account/Operations and Sales organizations regarding new opportunities.
Pricing Analytics: Design and manage pricing analytics and optimization to determine profitability including the cost to serve and profitability thresholds. Support strategies and margin goals through an analysis of existing deals and strategies.
Price Execution: Solicit and incorporate feedback from other functions of the organization into future deal pricing.
Data/Information: Interface with internal and external stakeholders to ensure that information and data are sufficient to execute the accurate and timely development and maintenance of pricing analyses and reporting. Ensure that data is analyzed properly and can be concisely and effectively incorporated into Customer proposals.
Technology: Participate in the design and development of new pricing systems, processes, and reports.
8+ years of profitability analysis and financial modeling experience required
Familiarity with pricing strategy, execution, analytics, and optimization required
Experience interfacing with external customer/prospect stakeholders
Executive-Level presentation capabilities, both in development and delivery of materials
Strong Microsoft Office skills (Expert level Excel, PowerPoint) required
Advanced skills in SAP Business Objects or Microsoft Power BI a plus
Previous facilities management, real estate, P&C Insurance, or related industry experience a plus
P/L forecasting experience a plus
Ability to design and implement a methodology to collect, maintain, and analyze data required
Collaborative coaching with a strong customer focus
Strong communication skills, including presentation development and delivery for an executive audience
Leadership and people management
B.S. in Business, Finance, Accounting, Marketing, Math/Statistics or Information Technology
Masters' in Business or Marketing preferred
The position may require some travel. The annual rate of overnight travel is up to 25%.
The ideal candidate is open to a role located at 7000 N Shea Blvd Scottsdale, AZ 85254, however open to remote for the right candidate.