Manager, ROI and Pricing Developer

Manager, ROI and Pricing Developer

POSITION PROFILE

The Manager I ROI & Pricing Developer is responsible for evaluating, developing, and successful negotiation of commercial proposals across all lines of Ricoh's business with primary focus on BPO (Business Process Outsourcing) offerings both domestic and global. The role involves in-depth market research, collaboration with sales and operations teams, and strategic thinking to create proposals that meet both company goals and client expectations. This individual will demonstrate a blend of quantitative skills, market research, competitive analysis, and understanding of value proposition to recommend pricing strategies tailored to customer needs and demands.

JOB DUTIES AND RESPONSIBILITIES

• Collaboration: Work closely with sales, finance, and operational teams to ensure that pricing proposals are feasible, profitable, and aligned with company objectives.
• Customer Presentation: Participate in customer meetings to both gain an understanding of customer financial objectives as well as to provide clarification of embedded price assumption.
• Deal Strategy Development: Collaborate with sales and marketing teams to understand client requirements and tailor pricing accordingly based on domestic and international trends.
• Pricing Development: Develop multi-year B2B pricing strategies and models based on market trends, company costs, and competitive positioning for all Strategic and Enterprise customers.
• Proposal Negotiations: Lead proposal pricing negotiations based on agreed upon contract terms and conditions.
• Cost Analysis: Work closely with the operations team to understand cost structures in various countries and ensure pricing models account for all operational expenses.
• Forecasting: Provide P&L forecasts on potential revenue and profitability based on proposed pricing models (purchase, lease, rental, subscription, SaaS) applying revenue recognition rules.
• Financial Modelling: Create what-if analysis and complex financial models to provide an accurate view of the projected contract performance for each country in scope taking into consideration currency and interest rate risks.
• Financial Risk Analysis: Develop multiple iterations of the projected multiyear P&L iterations based on varying levels of risk assumed in the proposal.
• Variance Analysis: Audit contract financial performance and identify root causes of variances between forward looking pro-forma and actual account P&L's.
• Risk Analysis: Assess potential financial risks in proposals based on the contract T&Cs and countries in scope and suggest mitigation strategies.
• ROI Analysis: Assess and analyze customer's investments to outline Ricoh's value proposition, the potential customer returns and the overall impact on their organizational objectives and profitability.
• Market Analysis: Conduct thorough market research to understand prevailing price points and service offerings in the BPO industry.
• Data Analysis: Gather, analyze, and interpret relevant data, such as historical sales data, to understand price performance and elasticity.
• Pricing Database Management: Maintain a central repository of pricing data, models, and historical trends for easy reference and analysis.
• Price Optimization Tools: Utilize and maintain pricing software or tools that help in analyzing and recommending price points.
• Feedback Analysis: Monitor client feedback and past contract performances to adjust pricing models as needed.
• Competitor Benchmarking: Continuously monitor competitor pricing and strategies to ensure that the company remains competitive.
• Reporting: Present regular reports to senior management on pricing performance metrics, market trends, and recommendation for strategic adjustments.
• Continuous Improvement: Recommend improvements to current pricing strategies and models based on ongoing market developments and opportunities for cost reduction and efficiency improvements.

QUALIFICATIONS (Education, Experience, and Certifications)

• Bachelor's degree in finance, Economics, Business, or a related field.
• 5 years of experience in pricing, finance, or a related role, preferably in the BPO industry.
• Knowledge of the BPO industry and its competitive landscape.
• Experience in building SaaS pricing and financial models.
• Advanced experience in building spreadsheets and databases in MS Excel and Access.

KNOWLEDGE, SKILLS, AND ABILITIES

• Strong analytical, mathematical, and problem-solving skills.
• Excellent communication skills, both verbal and written.
• Ability to work under tight deadlines and manage multiple projects simultaneously.
• Ability to work collaboratively with multiple departments.
• Strong negotiation skills with an understanding of sales dynamics.
• Proficiency in relevant software tools, including CRM platforms and contract management systems.
• Experienced in building tools, modeling frameworks, and workflow management.
• Results oriented, passionate and demonstrates a bias to action.
• Able to learn the technical capabilities of the product and translate that knowledge into benefits for a customer.    
• Self-starter, highly analytical, with sound decision-making skills.

WORKING CONDITIONS, MENTAL AND PHYSICAL DEMANDS

• Standard office requirements.
•  Some travel (less than 20%).
• Work assignments are highly diversified. New alternatives are regularly developed. There is often no precedent established for problems encountered. Work has some occasional stress due to periodical or cyclical workload pressures.
• Interprets, comprehends, and applies complex material, data, and instruction, prepares, provides, and conveys diversified information, which may be of a technical nature.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with a job.