400-885-9898
职位描述
外企熟悉产品定价机械制造
Key Responsibilities
1. Pricing Strategy Framework Development & Optimization
1. Pricing Strategy Framework Development & Optimization
- Unified Pricing Framework: Lead the creation of CND Pricing Management Policy, defining pricing principles (e.g., cost‑plus, competitive benchmarking, customer value tiering), authority levels (approval hierarchy for Division, local HQ / subsidiaries / sales teams), and exception handling procedures (e.g.,
special discounts for key accounts, emergency order pricing), replacing
the current fragmented pricing approaches across subsidiaries and sales
teams. - Differentiated Strategy Design:
Develop differentiated pricing strategies for different product lines (Solid Carbide Round Tools and inserts, both standard and specials), customer
types (direct sales / distributors / wholesalers, new / existing customers, strategic / SME customers), and regional markets (key / non‑key regions), such as tiered discount structures by customer grade, volume‑based pricing, and new product launch price protection periods, to support the profitable growth. - Dynamic Strategy Iteration: Review
pricing strategy effectiveness quarterly based on market changes (raw material price fluctuations, competitor price adjustments, shifts in customer demand), sales data (gross margin and EBITA contribution by product line, customer repurchase rates, price sensitivity), and EBITA targets; propose optimization plans (e.g., adjusting discount levels, phasing out low‑profit price bands).
- Standardize End‑to‑End Pricing Process: Establish a closed‑loop pricing process of “cost estimation →market benchmarking → strategy approval → system entry → execution monitoring → results review,” clarifying responsible parties at each stage (e.g., Finance provides cost data, Sales provides market intelligence, Pricing Manager leads strategy formulation).
- Resolve Inter‑Company Price Conflicts: To tackle post‑M&A internal competition (e.g., underpricing between subsidiaries), formulate Inter‑Subsidiary Pricing Coordination Rules(e.g., customer ownership determination criteria, cross‑regional quotation registration mechanism, benefit‑sharing scheme for joint quotations), limiting profit losses from internal price competition between CND brands.
- Integrate with Sales Management System: Collaborate with Sales Operations to optimize sales processes (e.g., customer needs identification → technical solution matching →quotation → negotiation), embedding pricing strategies into key stages of the sales funnel (e.g., “price expectation management” during sample testing, “flexibility authorization” during commercial negotiation), reducing situations where sales are passive in pricing due to insufficient product knowledge
- Cost Data Consolidation & Analysis: Work with Division and BU Finance to map cost structures for each product line (direct materials, machining, logistics, after‑sales, etc.), and establish a dynamic cost database (updated monthly) to provide accurate cost basis for pricing strategies.
- Profitability Monitoring & Alerts: Use the digital system (Kingdee ERP as core) to monitor gross margin and EBITA contribution by product line, customer, and order, identifying “high‑volume low‑profit” or loss‑making orders (e.g., pricing issues in products from the loss‑making subsidiary in 2025), issuing timely alerts to Sales / subsidiary management, and proposing price adjustments or discontinuation.
- Support EBITA Target Achievement:
Optimize pricing (e.g., increase share of high‑margin products, reduce ineffective discount space) to help raise group EBITA margin to the targeted level.
- Pricing Digital Tool Development:
Support the group’s digitalization initiative (Kingdee ERP as core) by improving pricing module functionality (e.g., automatic cost calculation, price approval workflows, historical quotation lookup by customer, automatic discount limit control), drive the digital transformation in pricing area. - Data‑Driven Decision Support: Build
pricing analytics dashboards based on ERP / MES / CRM data (e.g., price
distribution by region / product line, competitor price benchmarking, customer price sensitivity heatmap), providing visual pricing insights for
management.
- Internal Collaboration:
- With Sales: Conduct regular pricing strategy training (e.g., product value communication, price negotiation skills) to enhance sales team’s ability to price based on value, reducing reliance on technical support.
- With Finance / Supply Chain: Jointly optimize cost calculation models (e.g., obtaining production hour data from MES, raw material purchase price fluctuation data from Supply Chain), improving cost data accuracy.
- With General Managers of each company: provide support for better understanding and alignment regarding CND, local HQ pricing principles to resolve fragmented pricing practices across subsidiaries.
- External Benchmarking:
- Collect competitor pricing intelligence (e.g., Sandvik internal equivalent products, local competitor pricing strategies), establish a competitor price database, and produce benchmark pricing analysis reports.
- Ensure pricing activities comply with Chinese laws and
regulations (e.g., Anti‑Monopoly Law, clearly marked pricing rules) and Sandvik group compliance requirements (e.g., anti‑bribery, fairness in related‑party transaction pricing), avoiding legal risks or reputational damage caused by improper pricing.
- Familiar with cost structure and competitive landscape of the machining industry (Solid carbide round tools and inserts experience is preferred), with >5 years of industrial products pricing experience.
- Proven experience in building a pricing system from scratch, able to operate in an environment with a weak foundation and unlinked systems, and drive cross‑functional collaboration for implementation.
- Strong communication and influencing skills, understand the importance of change management, with a good balance of sales flexibility and profitability goals.
- Proficient in data analysis tools (e.g., advanced Excel, Power BI), capable of extracting and analyzing pricing‑related data from ERP/Production management systems.
- Bachelor degree or above, majoring in mechanical design and manufacturing. Or majoring in financial with solid experience in plant/production for cost analysis/control.
- Proficient in using English as a working language.
工作地点
工业园区苏州阿诺精密切削技术有限公司
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古女士/招聘经理
三日内活跃立即沟通
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