Strategic Pricing & Commercial Excellence Leader, Thermal

Vertiv•Westerville, OH

14h

About The Position

The Strategic Pricing & Commercial Excellence Leader exists to monetize growth by ensuring that the Thermal Regional Business Unit (RBU) for the Americas captures the full value of its portfolio through pricing governance, strategic deal leadership, commercialization support, and advanced pricing analytics. Reporting to the VP & General Manager of the Americas RBU, this position owns strategic deal pricing, commercial package development, Deviation of Policy (DOP) management, margin and price realization analysis, win rate analysis, and deal desk operations. The role operates within K2 software for pricing governance and partners with Portfolio and Business Segment leaders on business case analysis for strategic deals. The role works across Sales, Product Management, Operations, Engineering, Finance, and Supply Chain to protect margins, accelerate deal velocity, and ensure commercial discipline across the region. Travel is required up to 15% as needed.

Requirements

Bachelor's degree in Finance, Accounting, Economics, Business Administration, Engineering, or a related field.
10 or more years of progressive experience in commercial finance, pricing strategy, deal management, or business analytics within industrial, manufacturing, or technology companies.
Demonstrated expertise in pricing strategy, profitability analysis, and financial modeling for engineered or configured products.
Hands-on experience with pricing governance systems such as K2 or equivalent workflow and approval platforms.
Proven track record managing deal desks, pricing exceptions, and commercial approval processes at scale.
Advanced skills in Excel, business analytics tools, and pricing analytics platforms.
Strong analytical, problem-solving, and executive communication capabilities.
Legally authorized to work in the United States; sponsorship is not provided.

Nice To Haves

Master of Business Administration (MBA) or equivalent advanced degree.
Experience supporting manufacturing, engineered products, critical infrastructure, data center, or industrial technology businesses.
Experience with Power BI or equivalent business intelligence platforms for pricing dashboards and analytics.
Familiarity with Variable Contribution Margin frameworks and cost-plus or value-based pricing models.
Experience in a matrixed, multi-site regional organization with Global Business Unit/Regional Business Unit or similar operating models.
Track record of improving win rates and deal profitability through data-driven pricing interventions.

Responsibilities

Lead strategic deal pricing for the Thermal RBU, developing pricing positions that balance competitiveness with margin targets.
Support business case analysis with Portfolio or Business Segment leaders, validating commercialization assumptions, cost structures, and return profiles.
Lead deal desk operations, including intake, triage, pricing development, cross-functional review, and final recommendations for strategic and non-standard deals.
Analyze win rates on Must Win Deals, identifying patterns in wins and losses to improve pricing strategy and competitive positioning.
Own Americas RBU pricing governance in K2 software and ensure pricing actions comply with approval workflows and policy requirements.
Manage Deviation of Policy requests by reviewing, routing, approving, or escalating pricing exceptions according to thresholds and authority levels.
Manage commercial approvals for discounts, exceptions, and non-standard terms, ensuring decisions are documented, justified, and aligned with Variable Contribution Margin targets.
Establish and enforce discount guardrails that protect margins while allowing Sales flexibility on strategic opportunities.
Develop commercial packages that translate product capabilities into customer-facing pricing structures, bundles, and value propositions.
Validate volume, mix, cost, and competitive-positioning assumptions before new products or solutions go to market.
Partner with Product Management and Sales to align regional pricing with global list prices, channel strategies, and segment-specific requirements.
Conduct margin and price realization analysis to measure actual versus target pricing across products, segments, and channels.
Build and maintain pricing analytics to track Variable Contribution Margin attainment, deal profitability, discount trends, and competitive price positioning.
Deliver pricing accuracy reporting that quantifies forecast-to-actual variance and identifies root causes of pricing leakage.
Track and report win rates and Must Win Deal performance, providing leadership with actionable insights on competitive dynamics and deal outcomes.