Skill diminta
Negotiation
Deskripsi
The role holder shall act as the financial gatekeeper/controller for B2B commercial decisions, ensuring pricing, opportunity structures, and bids deliver sustainable profitability for IOH—not a traditional FP&A role. The role combines strong financial rigor with commercial judgment, balancing competitiveness with margin protection in a dynamic, price-sensitive market.
Key Responsibilities
1.Profitability Assurance
Review and approve pricing proposals to protect gross margin, EBITDA, and long-term customer value (including overall, long-term pricing power for IOH)
- Enforce pricing guardrails, discount thresholds, and approval frameworks across B2B deals
- Identify and prevent margin leakage, including excessive discounting, hidden costs, and unfavourable contract terms
- Ensure pricing reflects cost-to-serve, B2B economics, and competitive positioning
- 2.Business Case Validation
- Review and challenge business cases for enterprise deals, partnerships, and new product offerings—including their update and maintenance
- Validate financial metrics (NPV, IRR, ROI, payback) and underlying assumptions
- Ensure assumptions reflect realistic market conditions, customer behaviour, and cost structures
- Provide clear recommendations to support decision-making
- 3.
- Deal Review Participation & Governance Support
- Participate in deal/pricing committees for strategic and high-value bids
- Assess deals on profitability, risk exposure, and long-term account value
- Challenge sales teams on pricing strategy and contract structure
- Recommend go / no-go / conditional approvals based on financial and strategic merit
- Ensure adherence to pricing policies, approval matrices, and governance standards
- 4.Po
- st-Deal Financial Tracking
- Track actual vs. approved performance (revenue, margin, cost-to-serve)
- Identify gaps and root causes such as pricing leakage, cost overruns, or volume variance
- Partner with Sales and Operations to recommend, implement corrective action
- Develop clear, actionable reporting to improve pricing discipline and forecast accuracy
- 5.
- Scenario & Sensitivity Analysis
- Model best-case, base-case, and downside scenarios for pricing decisions
- Assess impact of competitive pressure (e.g., price wars), cost changes, and demand shifts
- Support negotiation strategies with data-driven insights on trade-offs and risks
- 6.
- Risk Management
- Identify financial and contractual risks in complex B2B deals (e.g., long-term contracts, SLAs, volume commitments
- Evaluate trade-offs between short-term revenue and long-term profitability
- Ensure risks are quantified, clearly communicated, and mitigated before approval
- 7.Pr
- cing Strategy Support (secondary role)
Liaise with Product and Strategy team to provide input on pricing strategy based on market trends, competitor benchmarking, and customer segmentation
Support development of structured pricing approaches (e.g., bundling, tiering, contract-based pricing)