Pricing Manager

Role Objective

To lead the pricing function for complex deals across domestic and international markets by developing competitive, commercially robust, and risk-mitigated pricing solutions that support business growth while protecting margins.

Key Responsibilities

1. Deal Pricing & Commercial Structuring

Lead end-to-end pricing for RFPs, proactive bids, and client renewals

Develop pricing models across FTE, transaction-based, hybrid, and outcome-based constructs

Structure commercial solutions including productivity commitments, transformation-led savings, and gain-share models

2. Financial Modelling & Analysis

Build detailed cost models and conduct scenario modelling, sensitivity analysis, and what-if simulations

Validate assumptions and ensure accuracy and consistency of all financial inputs

3. Commercial Governance & Risk Management

Identify and mitigate pricing risks and ensure adherence to pricing guidelines, approval frameworks, and margin thresholds

Highlight deviations, exceptions, and commercial risks to leadership and support contract reviews

4. Stakeholder Management

Collaborate closely with Sales, Solutions, Finance, Operations, Technology and Transition teams

Support deal shaping discussions and provide commercial insights

Act as a key partner to Business Development in client negotiations

5. Process Improvement & Standardization

Drive standardization of pricing templates, tools, and methodologies

Improve pricing turnaround time and efficiency

Support digitization and automation of pricing processes

6. Reporting & Insights

Track pricing metrics such as deal pipeline, margins, win rates, and turnaround times and provide insights to leadership on trends, risks, and opportunities

Support development of MIS dashboards and reporting frameworks

Key Skills & Competencies

Strong financial modelling and analytical skills

Deep understanding of BPO / outsourcing pricing models

Commercial acumen and deal structuring capability

Ability to manage multiple deals under tight timelines

Strong stakeholder management and communication skills

Attention to detail with a structured approach to problem-solving

Educational Qualification

MBA / CA / CFA / equivalent (preferred)

Bachelors degree in Finance, Economics, Engineering, or related field

Experience

610 years of experience in pricing / commercial / finance roles

Experience in BPO / ITES / outsourcing industry preferred

Exposure to international deals and complex commercial models

Success Measures

Quality and accuracy of pricing models

Deal win support and margin achievement

Turnaround time for pricing delivery

Effectiveness in risk identification and mitigation

Stakeholder satisfaction and business impact

Nature of Role

Individual contributor with team oversight

High collaboration across Growth functions

Critical role in deal closure and revenue generation