Bids & Proposals Pricing Specialist

Family Description

Sales Strategy, Operations & Support (SS) contains the support of sales organisation through main building blocks.i) Creation and driving of business sales strategy as well as identification and understanding of the drivers of short and long term business performance. Provision of appropriate sales support to facilitate sales excellence.ii) Supports development of sales opportunities and offers and ensures timely delivery of high quality offers. Contains analysis, setting, and monitoring of prices and conditions in alignment with the overall business strategy.iii) Comprises positioning and selling of Nokia's solutions to customers in coordination with sales and presales teams with an inclusive customer engagement plan.

Subfamily Description

Commercial Support (CSU) comprises the driving of long-term profitability of the business by applying commercial discipline to optimise business value (e.g. commercial models, price levels, scope optimisation, risk management, discounting structure, and contract definition). Covers provision of commercial support to sales team and business units ahead of the actual sales of a product, service, or solution. Contains creation and implementation of optimal commercial strategies, models, and prices in alignment with the overall business strategy. Comprises analysis, setting, and monitoring of prices and conditions (e.g. service pricing, product pricing, tender pricing, solution pricing) as well as development of sales opportunities and offers by collaborating with sales team and business groups to leverage effective use of resources and prioritisation in developing sales offers. Ensures timely delivery of a high quality offer through managing offer creation across involved teams and during negotiation phase and handover to delivery.

 

• Accountable for frontline margin management and customer pricing to maximise sales and profitability with strong focus on tactics, quality and speed.
• Responsible for market-level Gross Profit and Operating Profit quality.
• Accountable for ensuring internal business case development to support the securing of approval for new offers.
• Often provides deal support to strategic cases with end-to-end pricing design including pricing mechanisms, negotiation tactics, life-time revenue analysis, analysis of overall customer health, price argumentation using advanced analytics and terms and conditions to maximise in-year and life-time sales and profitability.
• Analyses customer business situation, competitor strategy, buying behaviour and attack vs. defence plans.
• Interprets internal and external business challenges and recommends best practices to improve products, processes and services.
• Has in-depth organisational and relevant market knowledge and uses understanding on how relevant areas can be integrated to achieve objectives.
• Performs pricing scenario analysis. 
• May support pricing negotiation and execution.
• Contributes to strategic decisions within professional area.
• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment (EG balancing the upsides of a certain pricing strategy for a product against its downsides).
• Contributes to development of concepts to determine professional direction of own organisational unit.
• Acts as a professional leader for staff / workteam / taskforces, often the most senior specialist in a team, who serves as best practice resource within own organisational unit and / or is recognised as an expert within the same professional area in the business.
• May lead functional teams or projects with moderate resource requirements, risk and complexity, handles day-to-day staff management issues, including resource management and allocation of work.
• Collaborate with sales, business development, architecture, product and services teams, to evaluate North America customers network requirements and determine which products and services should be proposed. 
• Work with services delivery organization to define the level of services needed for the offer including Network Design, Integration and Migration projects.
• Build competitive pricing offers, based on inputs received from the product managers, service organization and sales team. Validate pricing offers based on market knowledge and support corporate approvals.
• Streamline the offer management process by improving communication flows and tools for IP routing services. 

• Management Experience / Achieved well-advanced skills of a specific professional discipline combining deep knowledge of theory and organisational practice or expertise. Recognised expert in their field (depth & breadth). Typically requires 5-8 years extensive relevant experience and/or a graduate / postgraduat