<p><strong>Design the Future</strong><br />
At Steelcase, we believe the places where people work, really matter. Great places can inspire, accelerate innovation, enhance wellbeing and connect people to each other and to the purpose of their organization. By studying how people work and by bringing human insights to the places where they work, we help organizations to achieve a higher level of performance.</p>

<p><strong>We&rsquo;d like to invite you to begin a journey with us.</strong><br />
In 2011, we opened a new Business Center in one of the most vibrant cities in Romania &ndash; Cluj-Napoca. We provide a wide range of support services for Steelcase Innovation Centers, Manufacturing and Sales Organizations, supporting Europe and North America.<br />
We&rsquo;d like to invite you to become a member of our Steelcase team and work for a global leader in one of our inspiring spaces.</p>

<p><strong>Job vacancy<br />
Pricing Manager, Pricing&amp;Contracts</strong></p>

<p><strong>Mission:</strong><br />
Building &rdquo;ONE EMEA PRICING&rdquo; team is a key element of our EMEA 2.0 plan. Having the infrastructure in place, we are now forging ahead in recruiting a Pricing Manager for an important and pivotal role within the EMEA Pricing &amp; Contracts group.</p>

<p><strong>Responsibilities:</strong><br />
- Strategic price consultation, deal structuring, sales analysis, and competitive intelligence to significantly increase sales volume and profitability<br />
- Manages specific future price yield and profitability targets for a specific set of accounts<br />
- Negotiates directly with Steelcase&rsquo;s largest and most strategic accounts incorporating tradeoffs between contractual language, risk and economics in order to achieve optimum agreements and business results for Steelcase through deal structuring<br />
- Ensures compliance with defined governance and approval thresholds applicable in EMEA<br />
- Leverages transversal resources and incorporates a broad set of tools including input from Product Marketing, SRN, ARC, Application Specialists, Finance, Corporate Strategy, etc.<br />
- Develop and refine pricing models for new products, services, and solutions</p>

<p>- Create special pricing for new markets, customer segments, and channel partners<br />
- Adapt existing models to account for currency fluctuations and specific competitive threats<br />
- Expand and refine standard pricing models and policies to meet evolving business objectives<br />
- Track and incorporate salesperson feedback on the pricing models, market and competitive conditions, deal terms, etc., and make and communicate necessary adjustments<br />
- Lead the Deal Desk function to structure unusual complicated deals, approve discounts and other exceptions to standard pricing policies<br />
- Manage a team of Pricing Analysts<br />
- Speak with clients to explain, communicate, or mediate disagreements on pricing<br />
- Establish pricing analytics capabilities to drive pricing excellence, including the effectiveness of discount controls, pricing for new features, upsell/cross sell, bundled pricing, etc.<br />
- Define and develop various dashboards / reports for standard and ad hoc report requests<br />
- Expand and improve effectiveness of controls and processes related to pricing, including pricing configurators, quote sheets, migrating customers to current pricing, discount approval matrices, etc.<br />
- Organize and guides internal and external research to guide / support pricing decisions<br />
- Understand industry and macro trends that impact the pricing and value environment of their categories<br />
- Research and track competitor pricing and market trends<br />
- Present, train, and educate leaders and sales staff across the company on pricing policies and procedures</p>

<p><strong>Business Partnering to Sales Leaders:</strong><br />
- Understand Steelcase&rsquo;s EMEA sales development plans and provide appropriate support<br />
- Business Intelligence<br />
- Good market and competitive environment knowledge<br />
- Proposes &ldquo;Play To Win&rdquo; scenarios and ideas, having in mind the big picture and suggest alternative winning scenarios<br />
- Enrich added value delivered to Sales, Dealers and Clients<br />
- Knowledge of past / existing Agreements &amp; Contracts to ensure compliance and best use<br />
- Proactively identify &ldquo;Must Wins&rdquo; and elaborate winning strategy while anticipating risks<br />
- Balances thinking between opportunity and account<br />
- Ensures governance guidelines and sales thresholds authority<br />
- Innovate, prototype and propose new ideas<br />
- Understand insight led selling and awareness of existing sales PlaysNurture Value Pricing practice among Sales professionals with appropriate training sessions<br />
- Understand the account strategy, help sales persons strengthen their sales strategies (Financial/Anlysis background)<br />
- Understand our product portfolio competitive landscape</p>

<p><strong>Requirements:</strong><br />
<u>Technical Skills:</u><br />
- Ability to set up priorities, work under pressure and meet deliverables<br />
- Strong Problem Solving Skills<br />
- Technical knowledge of financial concepts and contracts terms and conditions<br />
- Good negotiation skills in potentially difficult situations<br />
- Advanced product knowledge and ability to conduct value engineering work<br />
- Ability to play with complex data environment and analytical skills<br />
- Mathematics and statistical background<br />
- Ability to conduct Win/Loss analysis<br />
- Structured person with strong process orientation<br />
- Strong ability to synthetize and provide net out of what should be the pricing point of view<br />
- PC, MS Office and advanced Excel skills including macro programming</p>

<p><u>Leadership Skills:</u><br />
- Valued /recognized as Business Partner of choice for Sales Leaders in a respective region<br />
- Strong communication, and management skills helping to drive Pricing or other support resources towards expected performance<br />
- Excels in cross-functional collaboration and very well connected across the organization<br />
- Ability to take ownership and be accountable for Pricing decisions<br />
- Good coordination and organization skills<br />
- Contributes to developing the pricing practice and skills across EMEA<br />
- Develops and coaches pricing team members and talents<br />
- Ability to manage team capacity in high variable workload environment<br />
- Flexible thinking and ability to deal with challenges</p>

<p><strong>Education/Experience:</strong><br />
- Bachelors of Science degree in Engineering, Economics, Finance, Math, or other quantitative major</p>

<p>- Masters or MBA from selective school preferred</p>

<p>- 5-7 years of experience in pricing, marketing, and/or sales analytics or equivalent in management consulting</p>

<p>- Strong knowledge of pricing data, data visualization, and statistics</p>

<p>- Expertise in Microsoft Excel and proficiency in Tableau and major statistical software. SQL skills desirable</p>

<p>- Strong verbal and written communication skills, with demonstrated ability to communicate with executives across functions and drive decisions that impact multiple stakeholders</p>

<p>- Experience engaging and consulting directly with front-line salespeople and sales managers</p>

<p>- Experience and coursework in negotiations and negotiations best practices</p>

<p>- Understanding of B2B SaaS Sales, including sales process, including quote to cash, recurring revenue models, and retention economics</p>

<p>- Extensive experience with the demonstrated ability to deliver against multiple priorities simultaneously. Attention to detail, planning and organizational skill</p>

<p>- Ability to work in a fast paced environment</p>

<p>- Good business acumen (confident in the business acumen), business understanding, speak in a consistent and convincing way to Sales leaders</p>
