Commercial Strategy

LTM; Dadri; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

LTM in India is seeking a Senior Commercial Pricing professional to lead pricing strategy for large, strategic deals and develop value-based pricing frameworks. You will shape deal structures, create cost models, and drive governance through multi-year agreements, collaborating with Sales, Delivery, Finance, and Leadership.

The role focuses on pricing innovation, risk mitigation, and margin optimization to improve win rates and client value in a dynamic market.

Responsibilities

• Drive pricing strategy for large and strategic deals, shaping pricing, deal structures, commercial models, risk mitigation, contract negotiations, and margin optimization.
• Lead commercial engagement from pre-RFP through contract signature.
• Define pricing strategy aligned to customer business and financial objectives.
• Develop Price-to-Win recommendations through market benchmarking and competitive analysis.
• Provide commercial advisory to Sales, Solution, Delivery, Finance, and Leadership teams.
• Own pricing templates, assumptions, cost models, and financial business cases.
• Design innovative commercial constructs including scenario analysis, sensitivity analysis, and profitability assessments.
• Structure multi-year commercial arrangements.
• Design customer investment recovery mechanisms.
• Develop bundled commercial offerings and strategic incentives.
• Review commercial terms, contractual obligations, penalties, liabilities, and pricing commitments.
• Evaluate contract redlines and identify financial or operational risks.
• Partner with Legal and Finance to improve contractual outcomes and reduce leakage.
• Present and defend pricing strategy directly with customers.
• Explain commercial assumptions, value realization, and pricing rationale.
• Support leadership during commercial negotiations.
• Ensure compliance with margin thresholds, pricing guardrails, and approval policies.
• Maintain deal documentation and approvals.
• Drive governance reviews for strategic deals.
• Create reusable commercial playbooks and frameworks.
• Develop AI-era pricing models and outcome-based constructs.
• Standardize pricing methodologies across service offerings.

Job description

Key Responsibilities

Drive commercial strategy for large and strategic deals by shaping pricing, deal structures, commercial models, risk mitigation, contract negotiations, and margin optimization while improving win rates and enabling innovative business outcomes.

Lead commercial engagement from pre-RFP through contract signature.

• Define pricing strategy aligned to customer business and financial objectives.
• Develop Price-to-Win recommendations through market benchmarking and competitive analysis.
• Provide commercial advisory to Sales, Solution, Delivery, Finance, and Leadership teams.

Own pricing templates, assumptions, cost models, and financial business cases.

• Design innovative commercial constructs including:
• Conduct scenario analysis, sensitivity analysis, and profitability assessments.

3. Deal Structuring & Investment Recovery

Structure multi-year commercial arrangements.

• Design customer investment recovery mechanisms.
• Develop bundled commercial offerings and strategic incentives.

Review commercial terms, contractual obligations, penalties, liabilities, and pricing commitments.

• Evaluate contract redlines and identify financial or operational risks.
• Partner with Legal and Finance to improve contractual outcomes and reduce leakage.

5. Customer Commercial Discussions

Present and defend pricing strategy directly with customers.

• Explain commercial assumptions, value realization, and pricing rationale.
• Support leadership during commercial negotiations.

6. Commercial Governance

Ensure compliance with margin thresholds, pricing guardrails, and approval policies.

• Maintain deal documentation and approvals.
• Drive governance reviews for strategic deals.

Create reusable commercial playbooks and frameworks.

• Develop AI-era pricing models and outcome-based constructs.
• Standardize pricing methodologies across service offerings.