Dir, Global Pricing NE/MOD
About The Position
Otis is building a consistent and scalable approach to New Equipment and Modernization pricing. The Global Director will lead a shift from fragmented, largely cost-based practices toward market-based, segmented pricing to improve growth, margin realization, and commercial decision-making. Initially, the role will help lead a significant commercial transformation across factories, regions, and selling entities. In partnership with the VP of Global Pricing, the director will help design the future commercial pricing structure and organization, then lead its pricing strategy, governance, and execution model. The role spans commercial operating-model design, pricing strategy, deal governance, regional execution, performance management, analytics, systems, and enablement. It requires close collaboration with Sales, Finance, Tax, Manufacturing, Supply Chain, Strategy, Digital Technology, regional leadership, and pricing teams. Global travel may be required, about 30% as business needs require.
Requirements
- At least 7 years of experience in Pricing, Commercial Operations, Product Management, or a related commercial function.
- At least 3 years of experience driving commercial business transformations.
- Bachelor’s degree in business, finance, economics, engineering, marketing, or a related field.
Nice To Haves
- Experience in complex B2B industrial, capital equipment, building technologies, or recurring service businesses.
- Demonstrated experience leading global, cross-functional transformation programs from design through implementation.
- Experience influencing senior leaders and regional teams across Sales, Finance, Operations, and Product organizations.
- Strong understanding of market-based pricing, segmentation, deal economics, discount governance, and price realization.
- Strong analytical, problem-solving, communication, and change-leadership capabilities.
- Experience with New Equipment, Modernization, major projects, or installed-base lifecycle economics.
- Experience implementing deal desks, pricing governance, CPQ, pricing analytics, or commercial decision-support tools.
- Experience working across multiple regions and balancing global standards with local market requirements.
- Ability to travel globally as business needs require, about 30%.
Responsibilities
- Co-lead design of the future New Equipment and Modernization pricing operating model, including roles, decision rights, governance, processes, and regional interfaces.
- Translate the future commercial structure into practical pricing processes, organizational requirements, system capabilities, and implementation priorities.
- Partner with Sales, Finance, Tax, Manufacturing, Supply Chain, Strategy, Digital Technology, and regional leadership to develop an executable global model.
- Support pilot design, implementation planning, change management, capability building, and regional adoption.
- Develop global New Equipment and Modernization pricing strategies aligned with market attractiveness, competitive position, customer segments, product differentiation, capacity, and growth priorities.
- Lead the transition from cost-plus pricing toward segmented, market-based, and value-based approaches.
- Establish methodologies for list, target, corridor, and floor pricing while enabling appropriate regional flexibility.
- Incorporate total lifecycle economics—including expected service conversion, future Modernization potential, and customer lifetime value—into strategic pricing decisions.
- Design and lead global pricing governance, delegation of authority, and escalation standards for strategic projects and pricing exceptions.
- Establish a scalable deal-support model that provides rigorous commercial guidance without slowing regional execution.
- Support major project reviews by evaluating price, margin, competitive position, customer value, commercial risk, and longer-term economics.
- Lead structured win/loss reviews and major-deal post-mortems to improve future pricing decisions.
- Partner with regional pricing and commercial leaders to translate global strategies into executable market actions.
- Establish a consistent operating cadence to review price realization, discounting, margin quality, win rates, backlog quality, and adoption.
- Identify pricing leakage, execution gaps, and corrective actions using fact-based analysis.
- Build regional pricing capability through standard work, playbooks, coaching, and commercial training.
- Define business requirements to embed pricing guidance and governance into CRM, CPQ, and ERP systems.
- Partner with the Pricing Analytics & Intelligence leader to develop segmentation, deal guidance, lifecycle profitability, and performance measurement capabilities.
- Partner with Pricing Systems & Enablement to simplify workflows, automate approvals, improve user experience, and scale adoption.
Benefits
- Employee Scholar Program, through which Otis sponsors colleagues to pursue degrees or certification programs.
- Training and resources to build leadership and capabilities in Sales, Field, Engineering, and Major Projects.
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What This Job Offers
Job Type
Full-time
Career Level
Director
