Strategic Pricing & Commercial Excellence Leader, Thermal

Job Description POSITION SUMMARY The Strategic Pricing & Commercial Excellence Leader exists to monetize growth. This role ensures that the Thermal Regional Business Unit (RBU), for the Americas captures the full value of its portfolio through pricing governance, strategic deal leadership, commercialization support, and advanced pricing analytics. Reporting to the VP & General Manager of the Americas RBU, this position owns strategic deal pricing, commercial package development, Deviation of Policy (DOP) management, margin and price realization analysis, win rate analysis, and deal desk operations. The role operates within K2 software for pricing governance and partners with Portfolio and Business Segment leaders on business case analysis for strategic deals. The Strategic Pricing & Commercial Excellence Leader works across Sales, Product Management, Operations, Engineering, Finance, and Supply Chain to protect margins, accelerate deal velocity, and ensure commercial discipline across the region. RESPONSIBILITIES Strategic Deal Pricing & Business Case Analysis * Lead strategic deal pricing for the Thermal Regional Business Unit (RBU), developing pricing positions that balance competitiveness with margin targets. * Support business case analysis in partnership with Portfolio or Business Segment leaders, validating commercialization assumptions, cost structures, and return profiles. * Own deal desk leadership: intake, triage, pricing development, cross-functional review, and final recommendation for strategic and non-standard deals. * Drive win rate analysis on Must Win Deals, identifying patterns in wins and losses to sharpen pricing strategy and competitive positioning. Pricing Governance & Commercial Approvals * Own pricing governance for the Americas RBU within K2 software, ensuring all pricing actions follow established approval workflows and policy requirements. * Manage Deviation of Policy (DOP) requests for the RBU - reviewing, routing, approving, or escalating pricing exceptions against defined thresholds and authority levels. * Manage commercial approvals for discounts, exceptions, and non-standard terms, ensuring each decision is documented, justified, and aligned with Variable Contribution Margin (VCM) targets. * Establish and enforce discount guardrails that protect margin while giving Sales the flexibility to compete on strategic opportunities. * Commercial Package Development & Commercialization * Develop commercial packages that translate product capabilities into customer-facing pricing structures, bundles, and value propositions. * Validate commercialization assumptions (volume, mix, cost, competitive positioning) before new products or solutions go to market. * Partner with Product Management and Sales to align regional pricing with global list prices, channel strategies, and segment-specific requirements. Margin, Price Realization & Analytics * Conduct margin and price realization analysis to measure actual vs. target pricing performance across products, segments, and channels. * Build and maintain pricing analytics that track Variable Contribution Margin (VCM) attainment, deal profitability, discount trends, and competitive price positioning. * Deliver pricing accuracy reporting that quantifies forecast-to-actual variance and identifies root causes of pricing leakage.