Global Head of Client Pricing - London, UK

FCM Travel; Greater London; Hybrid; GBP 140,000 - 200,000; Full time

Benefits offered by this job

Exclusive travel discounts

Global career opportunities

Vibrant culture

Wellbeing programs

Pension & shares

Job summary

Flight Centre Travel Group is seeking a Global Pricing Leader to shape pricing strategy across regions and drive bid success. You will lead a globally distributed team, manage pricing submissions for multinational clients, and partner with Sales, Finance and Ops to optimise profitability.

This senior role requires strong Excel modelling, stakeholder engagement and a track record of delivering commercial outcomes in fast-paced environments.

Qualifications

• Significant experience in pricing, commercial finance, bid management or related disciplines.
• Experience leading complex pricing modelling and customer-facing bid processes.
• Proven ability to coach and develop high-performing teams.

Responsibilities

• Lead pricing submissions and commercial models for multinational bids, renewals and RFPs.
• Own global pricing strategy, governance, discounts and approvals.
• Maintain and enhance global pricing model with data integrity and governance.
• Manage a global pipeline of bids and pricing opportunities.
• Partner with Sales, Finance, Operations, Technology and regional leaders.
• Provide commercial recommendations from profitability and market data insights.
• Lead customer-facing discussions and negotiations on pricing proposals.
• Input bid/no-bid decisions and complex opportunities.
• Monitor market trends and competitor pricing.
• Develop executive reporting on margin and pricing effectiveness.
• Design scalable pricing processes and automation initiatives.
• Build pricing capability via training and templates.
• Lead a globally distributed pricing team across NA, UK and APAC.
• Collaborate with regional MDs to optimise outcomes while preserving profitability.
• Represent FCM with customers and senior stakeholders across regions.
• Contribute to an inclusive, supportive work environment.

Skills

Pricing leadership

Commercial finance

Bid management

Team leadership

Excel modelling

Stakeholder management

Data-driven decision making

Travel industry knowledge

RFP processes

AI/data automation awareness

Education

Professional accounting qualification (ACA/ACCA/CIMA/CA/CPA)

Job description

About The Opportunity

Join FCM's global leadership team and play a pivotal role in shaping the commercial success of multinational customer partnerships. As the leader of our Global Pricing function, you'll influence pricing strategy, commercial decision-making, and bid success across multiple regions, working with senior leaders, customers, and stakeholders worldwide.

This is a highly visible, commercially focused role at the heart of FCM's growth agenda. You'll lead a small but globally distributed team, oversee complex multinational pricing submissions, engage directly with customers during bid and negotiation processes, and drive continuous improvement through data, automation, and innovation.

If you thrive in fast-paced environments, enjoy solving complex commercial challenges, and are confident presenting to senior stakeholders and customers, this is an opportunity to make a meaningful impact on a global scale.

What You'll Do

• Lead the delivery of pricing submissions and commercial models for multinational client bids, renewals and RFPs across all FCM regions
• Own and continuously develop FCM's global pricing strategy, governance frameworks, discount structures and approval processes
• Maintain and enhance the global pricing model, ensuring data integrity, version control, accuracy and continuous improvement
• Manage a global pipeline of bids and pricing opportunities, balancing multiple deadlines and priorities simultaneously
• Partner closely with Sales, Business Development, Finance, Operations, Technology and regional leadership teams to support commercial decision-making
• Analyse profitability, productivity and market data to provide commercial recommendations and resource planning insights
• Lead customer-facing discussions, presentations and negotiations relating to pricing proposals alongside Business Development leaders and regional executives
• Provide guidance and input into bid/no-bid decisions and complex commercial opportunities
• Monitor market trends, competitor pricing activity and industry developments to inform pricing strategy
• Develop executive-level reporting and performance insights across contribution margin, bid performance and pricing effectiveness
• Design and implement scalable pricing processes, controls, tools and automation initiatives
• Build pricing capability across the business through training, templates and best practice frameworks
• Lead, coach and develop a globally distributed pricing team across North America, UK and APAC
• Collaborate with regional Managing Directors and Finance teams to optimise commercial outcomes whilst maintaining profitability targets
• Represent FCM professionally with customers and senior stakeholders across multiple regions and cultures
• Contribute to a safe, inclusive, and accessible work environment where all Flighties feel welcomed, respected, and supported to thrive.

What We're Looking For

• Significant experience in pricing, commercial finance, bid management, commercial strategy or related disciplines within a global or multi-region business
• Experience leading complex commercial modelling, pricing submissions and customer-facing bid processes
• Demonstrated experience managing, coaching and developing high-performing teams
• Strong expertise in Microsoft Excel, including advanced financial modelling, scenario planning, sensitivity analysis and model governance
• Strong commercial acumen with the ability to translate complex data into profitable business decisions
• Experience working with senior stakeholders across multiple regions and cultures
• Proven ability to manage multiple competing deadlines in a fast-paced environment
• Strong customer engagement skills, including presenting, negotiating and defending commercial proposals
• Experience developing pricing frameworks, governance processes and commercial controls
• Knowledge of pricing methodologies including value-based, cost-plus and competitive pricing models
• Confidence influencing senior business leaders and challenging commercial assumptions when required
• Experience using data, automation and AI-enabled solutions to improve efficiency and effectiveness
• Previous TMC, travel management company or travel industry pricing experience highly desirable
• Understanding of multinational RFP processes and global customer programmes highly desirable
• Professional accounting or finance qualification (ACA, ACCA, CIMA, CA, CPA or CMA) desirable but not essential
• Willingness to work flexibly across global time zones and travel as required

What's In It For You

• Exclusive Travel Discounts: As part of Flight Centre Travel Group, you gain access to exclusive industry rates and discounts through our in-house travel team.
• Career Development: With Flight Centre Travel Group’s global presence, spanning 30+ brands in over 20 countries, you’ll have clear career pathways and the resources you need to achieve your professional goals, including training and support.
• Vibrant Culture & industry-renowned social events: Experience our fun, industry-renowned culture with exciting social events such as monthly awards nights, global conferences, end-of-financial-year balls, and more.
• Active Hour: Prioritise your well-being with an hour dedicated each week to focus on your fitness or personal wellness.
• Comprehensive Health Cash Plan: Get reimbursed for a variety of medical services, including dental, optical, and chiropractic care, with our bronze-level health cash plan.
• Health & Wellbeing Challenges: Stay engaged with monthly health and wellbeing challenges designed to keep you motivated and healthy.
• Financial Wellbeing Support: Access expert financial services, including mortgage advice, regulated financial guidance, and money coaching to help you manage your finances.
• And Much More: Enjoy a range of additional benefits, including company-matched charitable donations, an excellent pension scheme, share options, an electric vehicle scheme, and a variety of salary sacrifice benefits.

Our number one philosophy is Our people. Flight Centre Travel Group's promise is to provide an environment with equality of respect, dignity and opportunity for all our employees. We value an inclusive and supportive workplace which reflects the diversity of our society.

We welcome accommodation requests to help make our hiring and onboarding experience as accessible as possible. Please advise us about accommodation needs at any point by contacting our Recruitment Team at [e-mail] .

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