Strategic Pricing & Commercial Excellence Leader, Thermal

Vertiv Group•Westerville, OH

About The Position

The Strategic Pricing & Commercial Excellence Leader exists to monetize growth by ensuring the Thermal Regional Business Unit (RBU) for the Americas captures the full value of its portfolio. The role leads pricing governance, strategic deal pricing, commercial package development, commercialization support, Deviation of Policy (DOP) management, margin and price realization analysis, win rate analysis, and deal desk operations. It operates within K2 software for pricing governance and partners with Portfolio and Business Segment leaders on business case analysis for strategic deals. Working across Sales, Product Management, Operations, Engineering, Finance, and Supply Chain, the role protects margins, accelerates deal velocity, and ensures commercial discipline across the region. The position reports to the VP & General Manager of the Americas RBU. Travel is required up to 15% as needed. Vertiv provides hardware, software, analytics, and services that support customers’ vital applications. Its power, cooling, and IT infrastructure solutions serve data centers, communication networks, and commercial and industrial facilities. Vertiv is headquartered in Westerville, Ohio, employs around 34,000 people, and operates in more than 130 countries.

Requirements

Bachelor’s degree in Finance, Accounting, Economics, Business Administration, Engineering, or a related field.
10+ 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.
Must be legally authorized to work in the United States; Vertiv will not provide sponsorship for work authorization now or in the future.

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 GBU/RBU or similar global-regional 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, balancing 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 recommendations for strategic and non-standard deals.
Analyze win rates for Must Win Deals and identify patterns in wins and losses to improve pricing strategy and competitive positioning.
Own Americas RBU pricing governance within K2 software and ensure pricing actions follow 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 enabling Sales to compete on strategic opportunities.
Develop commercial packages that translate product capabilities into customer-facing pricing structures, bundles, and value propositions.
Validate commercialization assumptions, including volume, mix, cost, and competitive positioning, before products or solutions go to market.
Partner with Product Management and Sales to align regional pricing with global list prices, channel strategies, and segment requirements.
Analyze margin and price realization to assess actual versus target pricing performance across products, segments, and channels.
Build and maintain pricing analytics that 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 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.
Travel up to 15% as needed.