Manager, Commercial Analysis and Pricing

Location: Atlanta office


We are seeking a Manager, Commercial Analysis and Pricing who will work on a wide scope of Commercial Excellence projects and initiatives, with a high degree of independence and ownership performing various commercial analyses and developing new commercial, sales operations and pricing processes, best practices and capabilities to help drive transformative change and process improvements.

Reporting to the Sr. Commercial Director, the Manager is a newly created role in the Commercial Excellence (CE) team. The role requires advanced analytical skills, with experience in driving projects from start to finish and involves building of new processes, standards and capabilities. Main focus areas of the CE team include:

(1) pricing, RFPs, and contract / commercial terms;

(2) commercial process improvement and best practices, with a special focus on contract management, Key Account management and negotiations;

(3) commercial reporting, analyses, and tools.

Primary Responsibilities:

Accelerates profitable growth through improved pricing, commercial terms and execution:

  • Contributes to and drives programs to accelerate growth in new business (new clients, share growth, new waste streams, new services) and profit improvement including price recommendations, commercial terms and customer-specific cost-out activities
  • Supports bid/tender/RFP process providing pricing, customer profitability analysis, evaluation of risks and opportunities and works with the Costing / Vendor Relations and Commercial teams to enhance margins
  • Helps develop profitability improvement plans for new and existing customers
  • Supports contract renewals, preparations for customer negotiations and agreements with customers
  • Drives the development and continuous improvement of pricing guidelines and recommendations

Drives commercial best practices and supports process improvements and contract management:

  • Supports the collection and cataloging of customer contracts and contractual data for actionable analyses, evaluation of opportunities, price increases, etc.
  • Reviews and recommends commercial terms and contract language for new accounts and renewals
  • Helps develop standards for commercial terms and ensures compliance to Rubicon standards and Delegation of Authority (approval matrix) procedures for RFP’s, quoting, price updates and concessions
  • Develops price change / escalation models and owns price tracking; partners with stakeholders to ensure that due price increases and other terms are timely executed and consistently enforced
  • Tracks industry and market indices used in pricing reviews and other commercial processes
  • Helps to develop and conduct training activities on pricing and commercial standards, best practices and capabilities

Supports and drives improved decision-making through data-driven and insightful analyses:

  • Contributes to the development and improvement of the customer P&L report and other financial reporting for the commercial team and Executives
  • Develops and partners with the Commercial, BI and Finance teams to develop and implement various analyses, metrics and business analysis tools and drives the deployment throughout Rubicon
  • Performs multiple ongoing and ad-hoc analyses as requested or as needed to identify opportunities and to drive projects and improvements
  • Develops a framework and process to collect, track and analyze business intelligence (BI), including competitive, market and customer data. Draw actionable BI insights and organize reporting and communication to stakeholders

Key Performance Indicators:

The Manager is expected and accountable to consistently demonstrate the following behavior:

  • Communicates with supervisor, team and stakeholders pro-actively, timely and clearly regarding work progress, timelines, obstacles, results and challenges
  • Understands and communicates the why: ensures to understand why projects, tasks and activities are done and how they are connected to company goals; clearly communicates the “why” to stakeholders to effectively influence them for process change and improvement
  • Aligns individual activities and goals with business needs and goals; targets actions to execute effectively; plans and prioritizes work to meet important timelines and stated deadlines
  • Earns trust of the team and stakeholders, continuously strives for self-development and helps co-workers
  • Partners and works effectively with others in a highly collaborative team environment; recognizes performance of others and celebrates wins
  • Ensures complete accuracy of analytical and other work, validates results and output to ensure quality work product, identifies important assumptions, data sources and other information for best fact-based decisions. Takes action and problem solves without prompting when issues arise
  • Continuously strives to improve pricing processes and capabilities for the company
  • Draws insights and makes recommendations from analyses and shares with supervisor, within team and other stakeholders pro-actively and without prompting

Education & Required Experience:

  • Bachelor’s degree in Business or related
  • A min of 5+ years of experience working in Finance, Pricing, Sales Operations, business consulting roles
  • Strong analytical mindset and advanced analytical skills and a proven record of building sophisticated analytics in Excel. Advanced Excel skills required
  • Must be self-directed, self-motivated and a self-starter
  • High business acumen and experience of effective partnership with key stakeholders
  • Experience performing advanced data analysis, articulating and explaining analyses and presenting results to multiple levels within an organization
  • Proven experience in managing, tracking, and successfully executing projects
  • Ability to communicate effectively, verbally and in writing with supervisors, employees, customers, employees and business partners
  • Interest in the environment and sustainability
  • Up to 15% travel requirement

Preferred Qualifications:

  • Master’s degree
  • 7+ years of experience working in Finance, Pricing, Sales Operations, business consulting roles
  • A proven record of building sophisticated pricing models
  • Experience initiating, building and leading large change initiatives with multiple stakeholders
  • Experience building analytics in Power BI or TIBCO Spotfire  

Rubicon Global is a Certified B Corp and an Equal Employment Opportunity/Affirmative Action Employer. We also maintain a Drug-Free Workplace.

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