Xerox

FUNCTIONAL AREA: Commercial & Bids Pricing

REPORTS TO: Head of Entry-Mid Pricing Tower.

PURPOSE OF ROLE:

• To support GTM with pricing analysis / evaluation and approval activities.
• Covering the Indirect & Direct business for Entry-Mid range products to give the right and justifiable support to Sales / Xerox partners, enabling them to do profitable business for Xerox. 

SCOPE OF ROLE:

The role performs two key activities supporting the GTM pricing:

• Reviewing the Bid pricing requests (Channel partner & Direct sales) including scenario modelling to check sensitivity of the deal, with the ultimate goal to either approve, or reject with the suggestion of acceptable prices.
• Pricing analytics such as trends, profitability and deal characteristics that can be utilised to improve future performance. Support the identification of best practices.

Relationship to other groups may include:

• Other Iasi and EMEA pricing group / towers.
• GTM/Country pricing community, Central pricing team, GTM Sales or Channel Business Manager, GTM Finance management.

MAJOR RESPONSIBILITIES

Bid Review Activities

• Analysing the financial business case using financial model as well as consulting sales for deal optimization where applicable. Support the price modelling for both Indirect (Channel) and Direct deals.
• Approval or rejection of the deal support while safeguarding the Xerox governance process and authorization guidelines. 
• Know, understand and apply Xerox guidelines and make sure the support given is in line with Xerox financial goals
• Present the business case to senior management, both country and region, to internally secure the approval for the financial support given.
• Present the business case to pricing colleagues across Europe and obtain their approval in case of multi-country deals
• Support local Finance Controller (if required) for the bid abuse investigation
• Deal with conflicting interests or priorities between partner and Xerox

Advanced Pricing Analytics

• Continuous development of price to win that meet market needs, but simultaneously safeguard Xerox profitability.
• Understanding of the key deal characteristics which influence the price level and profitability attainment (such as volume split of mono / colour, certain product behaviours, sensitivity of pricing with toner coverage etc)
• Support the development of the Pricing Intelligence Dashboard as collective effort from all the team.

BACKGROUND, QUALIFICATIONS & EXPERIENCE

Technical skills

• Some years of pricing experience advantageous
• Strong analytical and numerical skills.
• Skilled in use of Microsoft Excel (VBA/macro knowledge is advantageous) 
• Familiar with Microsoft Access

Interpersonal skills

• Flexible attitude, ability to cope with peak workloads, short deadlines and business pressures.
• Ability to work under pressure and manage conflicting priorities and associated deadlines.
• Ability to work independently
• Confident and assertive

Language/communication skills

• Good knowledge of English (verbal and written)
• Advanced knowledge of French (verbal and written) required.
• Good communication skills, verbal and writing

Academics background

• Completed university degree in accounting, economics or comparable studies covering mathematics or statistics
• Masters degree in the same field is advantageous. 

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