Sr. Manager, Solution Pricing

3 weeks ago

Burlington, Ontario, Canada TransUnion Canada Full time
TransUnion's Job Applicant Privacy Notice

What We'll Bring:
At TransUnion, we are dedicated to finding ways information can be used to help people make better and smarter decisions. As a trusted provider of global information solutions, our mission is to help people around the world access the opportunities that lead to a higher quality of life, by helping organizations optimize their risk-based decisions and enabling consumers to understand and manage their personal information. Because when people have access to more complete and multidimensional information, they can make more informed decisions and achieve great things.

Every day TransUnion offers our employees the tools and resources they need to find ways information can be used in diverse ways. Whether it is helping businesses better manage risk, providing better insights so a consumer can qualify for his first mortgage or working with law enforcement to make neighborhoods safer, we are improving the quality of life for individuals, families, communities and local economies around the world.

What You'll Bring:
  • Degree in a mathematics, finance, or quantitative field.
  • Qualified Accountant or MBA preferred.
  • 8 + years of experience working in a professional setting, either within financial services or professional services.
  • Demonstrated team leadership and day to day management.
  • Experience in strategic pricing and /or sales operations.
  • management and use of Customer Relationship Management tools.
  • Proven track record of delivering initiatives with a material impact on a business' commercial performance.
  • Has intellectual curiosity and initiative to build deep understanding of TU Canada business and strategy.
  • Ability to translate and implement business strategy into commercially / financially viable operational plans.
  • Exceptional technical proficiency in B2B Pricing, financial analysis and modelling and data manipulation.
  • Collaborative in style but able to convey an independent viewpoint in order to advocate for TU long-term value capture.
  • Self-directed, with the ability to manage multiple conflicting priorities, meet strict deadlines, take verbal direction and perform with minimal guidance or supervision.
  • Excellent written and verbal communication skills.
  • Ability to work across a matrix structured organization, supporting, challenging and influencing demanding stakeholders and senior leadership.
  • Proficiency with analytics/visualization tools (Excel and Tableau; R, Python and Alteryx a plus.


Impact You'll Make:

Reporting to the International Director Strategic Pricing, the Sr. Manager, Solution Pricing is a key leadership role supporting the Canadian commercial organization and a member of the broader International Pricing team. The role is specifically responsible for developing and implementing the TU group wide strategic pricing initiative in the Canadian market.

The Sr. Manager leads a tight team of professionals to partner with Sales, Product Management and Finance leadership to determine and implement pricing strategies and priorities across all key customer segments, product lines and sales channels.

Through competitive analysis and understanding of product value propositions, customer use cases and products' relative strengths and weaknesses in the marketplace, the incumbent will drive and influence pricing actions and optimize pricing through the design and implementation of (I) strategic pricing framework, (ii) detailed price lists, policies and procedures (iii) pricing performance management framework and (iv) data driven operational processes and decision making.

The Sr. Manager is expected to deliver meaningful year on year improvement in pricing and create long term sustainable business value.

Key Responsibilities:
  • Clear leadership of the Pricing function, it's vision, goals, execution and team management (current team of 2 professionals).
  • Build highly effective working relationships within the Canada region across the Exec, Sales, Product and key support functions (Finance, Legal & Compliance) to accomplish work priorities and with pricing peers globally.
  • Develop and implement pricing strategies across customer segments/products aligned with evolving go to market strategy and customer value propositions and business needs/use cases.
  • Develop and maintain price lists for all products / service lines. Develop pricing for new products / features and develop product development life cycle & business case processes to embed structured assessment and market testing of pricing.
  • Collaborate across the organization on development of global pricing policies and initiatives; lead local implementation.
  • Perform competitive analysis / benchmarking and develop recommendations: (to inform and influence pricing strategy, business development objectives and priorities), (to improve TU's competitive position).
  • Provide leadership and consultation to sales executives and commercial team to structure pricing / commercial terms for large high priority clients and complex projects; participate and support sales teams in key customer meetings and presentations.
  • Work with sales and product teams to: ( reflect price strategies / policies in marketing collateral, campaigns, and value propositions), ( educate and assist key stakeholders with interpretation of pricing policies and procedures and customer interactions /objection handling, including through inclusion of pricing in structured sales training).
  • Develop and deliver end to end customer repricing campaigns. Collaborate with Sales and executive management to identify potential price increase targets and build into sales account plans.
  • Develop and deliver end to end customer repricing campaigns. Collaborate with Sales and executive management to identify potential price increase targets and build into sales account plans.
  • Develop and manage pricing processes / input across end-to-end lead to contract sales and renewal processes:
    • Manage and develop "Pricing Committee" process for key major client / large deals.
    • Develop / implement price lists and automated pricing tools into standardized sales proposal and contracting processes.
    • Develop standardized pricing and processes smaller customers.
  • In conjunction with business systems owners / IT, develop data sets and systems infrastructure to support evolving business requirements of pricing function, (e.g. pricing intelligence tools analytical models) to improve the quality of pricing insights and decisions.
  • Develop and maintain the performance management framework and pricing intelligence tools which: ( Establishes joint budget responsibility with Sales organization for incremental revenue targets), ( Supports monitoring, tracking and reporting on pricing campaigns and initiatives), ( Supports, drives and incentivizes adoption of best practices and behaviors across organization), ( Reports progress against strategic and operational objectives and delivers actionable pricing insights / metrics to Canada and divisional management).


Competencies:

Risk and Compliance - Advanced

Planning & Organizing - Advanced

Problem Solving & Decision Making - Expert

Professional and Technical Expertise - Expert

Leadership- Leading for Performance - Expert

Achieving Excellence - Advanced

Commercial Impact - Expert

Accommodation is available, including for applicants with disabilities, in accordance with applicable laws.

TransUnion's Internal Job Title:
Sr Manager, Solution Pricing

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