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Manager, Pricing-Strategy & Analytics

Reference ID: R-2018-2135

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Posting End Date:

Number of Opening: 1

Worker Type: Permanent

Position Overview: Reporting to the Director, Pricing and Revenue Strategy, this position is responsible for the creation, implementation and sustainment of pricing strategies and frameworks that align with and support the profitable growth strategies and market approaches for Finning (Canada). The pricing function use data to find strategic insights and to guide business decisions around parts, service, and other offerings such as technology products. This role will be leading a highly skilled team of analysts and will partner with key corporate functions such as business processes and systems, marketing, sales, and finance, and key stakeholders in the branch network. This role will also liaise with Caterpillar and other Caterpillar dealers. In addition, the role will work with Finning (Canada)'s other strategic partners such as OEM Remanufacturing and The Cat Rental Store to manage and enhance the company's Parts pricing strategy, structures, capabilities and policies based on insights from sources such as competitive dynamics, market trends, competitive intelligence, customer research and cost information. The role is accountable to maximize margins balanced with market share growth and to create clear definition, transparency and alignment around Finning's Parts pricing model.

Job Description: Major Job Functions:
  • Optimize Parts and Service pricing with a goal to balance top line revenue growth with margin targets
  • Successful completion of projects to improve pricing in targeted, highly strategic areas
  • Support the implementation of Caterpillar growth plans from a pricing perspective (example: DG&P Harvest, OLGA, Repair Options)

Pricing strategy:
  • Develop pricing strategies and competitive pricing models that encompass all areas of Finning (Canada)'s Parts and Product Support businesses.
  • Work with business areas to develop a clear, standardized discounting strategy and process
  • Ensure that voice of customer and business are clearly understood in all pricing decisions

Data/tools and infrastructure:
  • Ensure a consistent and reliable approach is used to gather internal and external data for the development of data driven pricing strategies
  • Assess the profitability of customers and specific services and track them over time to ensure the pricing model continues to drive value
  • Build the necessary data, tools and infrastructure to report on overall pricing effectiveness and to increase the organizations overall pricing competencies
  • Provide leadership around the analysis of customer pricing sensitivity by segment/industry and the impact of pricing changes to the business
  • Work closely with business processes and systems team to create the appropriate visibility to pricing models, enable efficiencies in process through technology, and increase consistency in approach across the organization

Continuous improvement:
  • Provide leadership on any projects that are underway or may develop and evaluate the effectiveness of existing pricing strategies, identify gaps and opportunities and recommend improvements
  • Drive culture change activities to ensure alignment in Pricing's Strategy, Structure, Shared Vision, Systems, Style, Staff and Skills

Leadership and team management:
  • Participate in and at times lead cross functional teams and drive collaboration between Caterpillar, Finning business units, and other Pricing team members to create the desired behaviors and measurable results as per the Finning (Canada) pricing strategy
  • Provide coaching and leadership to the parts pricing team by driving accountability, commitment, and ownership to surpass expectations
  • Lead the parts pricing team by example on a day to day basis while developing a positive, engaged work culture that is performance driven, customer focused and highly collaborative
  • Responsible for recruitment and selection of staff, for setting clear accountabilities, expectations and challenging yet attainable SMART goals, for conducting performance reviews and providing regular and ongoing performance feedback, and for supporting growth and development opportunities
  • Utilize change management practices to help the team and the organization manage through change as it relates to pricing strategies, processes and structures

Specific Skills & Knowledge:

  • Decision making and problem solving: Ability to solve complex business problems that may require significant analysis requiring a broad interpretation and integration of issues, integrating new approaches and/or providing input and recommendations to various levels of leadership
  • Accountability: 100% Accountable for results and impact on people, through the development of committed partnerships and by a strong example in high performance leadership
  • Strategic planning: Strong strategic planning capabilities with the ability to turn plans into new realities
  • Analytical skills: Strong analytical skills to drive data based decisions
  • Collaboration and communication: Highly collaborative with the ability to develop positive rapport with stakeholders at all levels and stages in the value chain. Strong presentation, verbal and written communication skills, listens effectively. Able to clearly articulate complex concepts and strategies.
  • Customer focused: Creates positive customer interactions while seeking long-term outcomes. Very responsive to customer needs while balancing organizational priorities
  • Ability to deal with ambiguity: Ability to deal with ambiguity and create sustainable competitive advantage
  • Understands and adheres to Finning policies and procedures, including safety
  • Proficient with MS Office applications and internal systems
  • Understanding of the application, performance and workings of Caterpillar
  • Understanding of Finning and Caterpillar dealer business systems

Education & Experience:
  • Bachelors' degree in Business, Analytics, the Sciences or equivalent experience in a related field. Masters level considered an asset
  • Minimum of 7 years of experience in the following:
  • Significant pricing experience in positions of increasing responsibility
  • Proven ability to drive and design business strategy while leading an analytical team
  • A proven track record of identifying opportunities and designing / successfully implementing pricing strategies, processes and structures

We are committed to diversity at Finning, to building and sustaining a diverse and inclusive workforce and as an equal opportunity employer we encourage applications from all qualified individuals. Finning does not discriminate against applicants based on genders, races, national and ethnic origins, religions, ages, sexual orientation, marital and family status, and/or mental or physical disabilities.

Posted: December 3, 2018
Closes: February 1, 2019
Email Address:
Company Info
10,000+ employees
Transportation and Warehousing

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About Finning

Finning is the world's largest Caterpillar dealer delivering unrivalled service for over 80 years. We sell, rent and provide parts and service for equipment and engines to customers in various ...