Service Commercial and Pricing Manager

RESPONSIBILITIES

• Pricing Strategy & Price Book Management
  
  
  
  • Develop and maintain regional service price books across all contract types (AMC, T&M, SLA, warranty extensions)
  
  
  • Establish and govern pricing floors, target margins and approval thresholds in line with global policy
  
  
  • Align pricing architecture with Vertiv's global commercial framework while reflecting regional market dynamics
  
  
  • Conduct regular price book reviews and implement structured refresh cycles
  
  


• Contract Profitability & Margin Management
  
  
  
  • Track and report on service contract margin performance across the regional portfolio
  
  
  • Identify margin leakage drivers and implement corrective pricing or commercial actions
  
  
  • Work with Finance and Operations to ensure cost-to-serve inputs are accurate and current
  
  
  • Own profitability reporting cadence for key accounts and contract renewals
  
  


• New Offering Commercialisation
  
  
  
  • Develop commercial models for new service offerings as part of the NPDI process (Gate Reviews G1–G7)
  
  
  • Define pricing strategy, minimum viable margin, and go-to-market commercial terms for product launches
  
  
  • Validate commercial assumptions with Sales, Service Ops and Finance prior to gate approvals
  
  


• Commercial Modelling & Deal Support 
  
  
  
  • Build financial models and scenario analyses to support pricing of complex, multi-year service contracts
  
  
  • Partner with Sales to price deals competitively, balancing win rate with profitability targets
  
  
  • Evaluate non-standard deal structures and provide commercial guidance on escalations and exceptions
  
  
  • Support bid and tender responses with robust commercial inputs and cost modelling
  
  


• Commercial Governance & Policy


• Define and enforce commercial approval workflows and discount authority matrices


• Ensure pricing decisions comply with Vertiv's global commercial policies and regional legal requirements


• Develop and maintain commercial playbooks and escalation guidelines for the Sales team


• Coordinate with Legal and Finance on contract terms impacting commercial exposure


• Market Intelligence & Competitive Pricing


• Monitor competitor pricing and commercial structures across key service categories


• Synthesise win/loss data, renewal trends and customer feedback to refine pricing strategy


• Provide market pricing benchmarks to inform annual price book reviews and strategic planning

QUALIFICATIONS

• Bachelor's degree in Finance, Business, Engineering or a related field


• 6–9 years in commercial management, pricing, or service finance roles


• Proven track record building and managing service price books at a regional or multi-country level


• Strong financial modelling skills: margin analysis, cost-to-serve, scenario modelling


• Experience pricing complex, multi-year B2B service contracts (AMC, SLA, T&M)


• Working knowledge of service commercial governance frameworks and approval workflows


• Ability to work cross-functionally with Sales, Finance, Legal and Service Operations


• Proficiency with Excel/modelling tools; familiarity with CRM and quoting platforms

Preferred / Nice to Have

• Experience in the data centre, power, or critical infrastructure services sector


• Familiarity with Vertiv or comparable OEM service commercial environments


• Exposure to NPDI / phase-gate processes and new service commercialization


• Experience with quotation configuration tools and automated pricing platforms