Pricing Manager - S&PP Competitive Pricing Architect - Gallia

  • 13th month pay & Holiday allowance
  • Bonus Program
  • 26 holidays
  • Training & Learning opportunities
  • Laptop & Smartphone
  • 32-40 hours p.w.
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Pricing Manager - S&PP Competitive Pricing Architect - Gallia

Salary: Competitive Salary + Excellent Benefits Package

Career Level: Level 7 – Manager

Job Summary:

Accenture Pricing Architects are a highly visible group with a mission to develop and implement strategies and tactics that enable Accenture deal teams to maximize profitability and achieve desired outcomes for our clients through compelling, market-based pricing and commercial propositions. This role drives key strategic and tactical decisions related to pricing and profitability for a given geography, working across industries and services groups with a focus on building relationships, knowledge, and insights about each commercial environment. Market, Services, and Market Unit leads are trusted advisors within their respective Leadership teams.

Primary responsibilities include: 

Core Service Execution

  • Market Pricing Strategy and Execution: Support senior leadership in defining Accenture’s pricing approach to maximize profitable growth across Client Groups.

  • Deal Pricing Strategy and Execution: S&C Pricing Architects design and implement commercial strategies to enhance profitability, overseeing price positioning and client optics, deal shaping, deal qualification activities and financial structuring.

  • Competitive Positioning: Competitive Pricing Architects build a point of view about competitor pricing and capabilities, derive deal-specific Accenture price target based on differentiation, and work with stakeholders to achieve target.

  • Rate Card Strategy and Development: Rate Card Pricing Architects design and develop client rate cards for account teams.

Drive and manage programs that improve sales

  • Identify and drive sales & pricing performance improvements by developing and implementing best practices, process and reporting

  • Support sales professionals/leaders in understanding client requirements, constraints, buyer values and high-level acceptability criteria for any solution

  • Work with Solution Delivery and Sales teams in identification, analysis, solution, business case development, proposal preparation and presentation to clients

  • Manage sales materials and credentials and coordinate the RFI/RFP/proposal response completion with sales teams, Solution Architects, delivery managers, and Sales Support teams

  • Define, monitor and analyze program metrics, targets and strategic imperatives based on fiscal year plans as well as structure and/or review the cost models to achieve the most competitive price

Operational Execution

  • With MU and Service Leadership, proactively manage the pipeline to ensure accuracy, identify trends (including but not limited to deal sizes, MD time, ADR / CCI, pyramids, commercial constructs etc.), and provide insight on opportunities for optimization both overall and across priority deals.

  • Guide Pricing Support team in developing pricing and commercial propositions for bids and proposals, demonstrating the greatest value to clients and driving market-based pricing.

  • Build and maintain strong relationships both internally within the practice and externally with clients.

Other Service Offerings

  • Education: Support upskilling of client-facing practitioners and internal teams involved in sales & pricing, equipping them with the context and confidence to defend market-based pricing.

  • Negotiations: Provide coaching on negotiation tactics and walk-away points and directly participate in client and/or procurement negotiations on a limited basis.

  • Deal Profitability Triage: For specific opportunities identified by the Market and/or opportunities below deal level targets, identify avenues to increase price and/or margin on the opportunity across all aspects (e.g., solution, costing, commercials).

  • TPA Benchmark Defense: Lead/support client/account teams through a Third Party Advisor (TPA) benchmark of an existing contract or a sole source pursuit on a limited basis.

Support sales

  • Build credible relationships and manage interface with Sales Lead(s), Legal, Finance, Contracting, Human Resources, Recruiting, Marketing, and other internal organizations, as well as clients, as appropriate

  • Understand Accenture assets, offerings and methodologies to match to client business needs effectively

Qualifications

Knowledge & Skill Requirements:

  • Competitive Analysis: ADVANCED

  • Deal Shaping:  INTERMEDIATE

  • Executive Presence:  INTERMEDIATE

  • Market Intelligence:  ADVANCED

  • Negotiation:  INTERMEDIATE

  • Pricing & Commercial Strategy Development:  ADVANCED

  • Pricing & Profitability Optimization:  ADVANCED

Educational Qualification

Must have: 

Undergraduate degree

English language fluency (oral and written)

Good to have: 

Business Management education desirable

Skills & Work Experience

Must have: 

A minimum of 6 years of experience

Good to have:

Deep understanding of S&PP processes and tools preferred

Familiarity with Finance processes desirable

Other requirements (please specify such as overtime, etc.)

Must support/mirror working hours for the supported Market Unit or other business area

Must be flexible with work hours according to shifting business needs

Must have good internet connectivity and distraction-free environment for working at home, in accordance with local guidelines

May be required to travel on rare occasions

Additional Comments

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

What Makes a Good Pricing Architect?

  • Experience working in a senior role with "deal shaping" expertise. Is great at educating and influencing other leaders, to change behaviors in line with desired outcomes. "Grew up" and made Manager on the line.

  • Highly knowledgeable about the key components of a deal that can enhance profitability, with proven ability to structure different pricing arrangements

  • Enjoys the hunt - thrives on negotiation, but recognizes a good negotiation should be a win/win

  • Consummate Learner AND Teacher - we want people who are intellectually curious and quick studies, with a mindset and drive to aggressively change behaviors toward market-relevant pricing

  • Excellent communication and stakeholder management skills, with gravitas, confidence and credibility to engage and take on commercial negotiations with senior client decision makers and procurement teams

  • Well-connected within their practice and viewed as an equal among the deal team - it is best for the practice lead to identify potential candidates (i.e. hand-select the bottle from the cellar)

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Application process

We believe it is crucial that you know where you stand during your application, and what the next steps are. Our process is short - but thorough - and we'd like to get to know you, and see if we are a great fit. Please connect with our recruiters in case of questions.

Apply

Found a fitting vacancy or role? Great! Apply by sending in your CV and cover letter and let's get started. Contact our recruiters in case of questions, they are here to help and guide you.

First Interview

During the interview, we'd love to get to know you and see if there is a match with our brand and brand values. We will discuss your ambitions and past experiences and tell you all you want to know about the role.

Second Interview

In the second interview, our senior management would love to get to know you. We will continue to discuss your ambitions, past experiences and we can answer any question you have about the position and work at Accenture.

Offer

If we are all happy to proceed after the interviews, we'd like to make you an offer to join Accenture. We hope we can welcome you soon as a new colleague!

Onboarding

We'd like to welcome you to Accenture and are excited that you have accepted our job offer and agreed upon your start date. You will meet all the other new joiners and continue your career at Accenture.

Let's Connect

Esther Snippe

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