Manager of Commercial Competitiveness

Kion Group; Plano (TX); On-site; USD 104,000 - 153,000; Full time

Job summary

An established industry player is seeking a Manager of Commercial Competitiveness to enhance win rates and profitability through data analysis and strategic pricing. In this pivotal role, you will drive competitive pricing strategies, develop benchmarking tools, and manage the Win/Loss review process. Your insights will empower sales teams and improve overall efficiency by exploring innovative technologies like AI. Join a dynamic team committed to professional growth and making a significant impact in the materials handling technology sector. If you have a passion for data-driven decision-making and a collaborative spirit, this is the opportunity for you.

Benefits

Career Development

Competitive Compensation and Benefits

Pay Transparency

Global Opportunities

Qualifications

• 5-7 years of experience in complex project-based pricing and sales.
• Strong data analysis skills and expertise with business intelligence tools.

Responsibilities

• Analyze data to improve win rates and profitability for North American Business Solutions.
• Manage Win/Loss review process and support sales strategy consulting.

Skills

Data Analysis

Communication Skills

Collaboration Skills

Project Management

Sales Strategy

Education

BS in Business

BS in Mathematics

BS in Engineering

MBA

Tools

Microsoft Excel

Power BI

SAP Analytics

Job description

As Manager of Commercial Competitiveness, you will analyze data to improve win rates and profits for North American Business Solutions through deal qualification, solution design, and pricing. The successful candidate will drive competitive pricing strategies, develop user-friendly benchmarking tools, and proactively communicate key success factors to relevant teams. Additionally, the role involves managing the Win/Loss review process, assisting with sales strategy, and exploring technologies like AI to improve overall efficiency.

Sound like you? Come join us and get ready to make a difference!

What we offer:

• Career Development
• Competitive Compensation and Benefits
• Pay Transparency
• Global Opportunities

Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

The base pay range for this role is estimated to be $104,250 - $152,900 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

Tasks and Qualifications:This is What you Will do in This Role:

• Optimize North American Business Solutions win rates and profitability by supporting deal qualification, solution design and pricing decisions with high-quality insights and recommendations gleaned from deep analysis of previously proposed solutions and sales outcomes.
• Conduct deep analysis on solution design and pricing data from internal and external sources to enable understanding of market competitive cost and pricing for common deal components ie. case & pallet conveyer, AMR, AGV, ASRS and others.
• Enable, support and continuously improve a user-friendly tool to enable quick and effective price benchmarking of current vs. previously won and lost proposals.
• Identify key drivers of success and failure and communicate them proactively to the Sales, Solution Design and Pricing organizations via on-line library and push notifications.
• Manage Win/Loss review process as well as Salesforce Opportunity closeout process to gather field input on win/loss causals.
• Support sales teams with individual deal strategy consulting.
• Assist in development of initial customer survey and QROM quotation tool.
• Identify and exploit opportunities to use AI or other innovations to address position requirements.

What We are Looking For:

• 5-7 years of experience with complex project-based pricing, solutioning and/or sales.
• Deep understanding of materials handling technology industry including hardware, software, and services as well as pricing practices and competitive environment.
• Very strong data analysis skills and expertise with Microsoft Excel, Power BI or SAP Analytics and other business intelligence tools.
• Excellent communications and collaboration skills with proven ability to lead complex projects to completion.
• BS in business, mathematics, or engineering. MBA is a plus.