Commercial & Pricing Manager – Support Services
Job Description
Job title: Commercial & Pricing Manager – Support Services
Company: Smiths Detection
Job description: SMITHS DETECTION MAKING THE WORLD A SAFER PLACEEvery minute of every day, in nearly every country across the globe, Smiths Detection people and technology make the world a safer place. We safeguard people, business and infrastructure with the latest innovations and screening technology for aviation, ports, borders, defense, and security across 55 countries around the globeLife At Smiths –
- Global leader: We impact critical systems every day with sites in 17 countries and six centers of research excellence. From pioneering to powering life-changing innovation, we’re delivering threat detection and screening solutions to safeguard the world from threat
- Digital growth: A key part of our capability is the integration of digital technology across our business and our operations in more than 55 countries, will be critical to our continued success
- Exciting opportunities: Our growth is creating exciting opportunities to work with experts in physics, chemistry, electronics, mechanics, production, computer science, and AIML
- International environment: With some projects, work requires global collaboration and the potential to travel and grow with the business
Job DescriptionReporting directly to Head of Spares and Channel at our Hemel Hempstead Centre of Excellence. The role of Commercial and Pricing Manager delivers commercial management of our support services business stream (time and materials, repair by exchange, technical support services), leads the commercial design, development, launch and marketing of specified new services as part of a broader portfolio of offerings and products. They define and implement commercial structures, business models and pricing.They support the sales and service organisations, by delivering targeted projects to generate maximum income, increase market share, increase profits, ensure return on investment and improve customer satisfaction / experience.This role would suit someone who has worked for an equipment manufacturer, has strong financial management background and understands time and material, pricing and equipment exchange programmesDuties and Responsibilities (Includes but not limited to)What you’ll do –
- Monitor the performance of the Support Services business stream incl. revenue, profit and risk, identifying improvement opportunities and risks.
- Define commercial aspects for specified support service offerings, manage business cases, co-ordinate, set and manage a recommended pricing strategy, rates and terms across global geographies to optimize business outcomes.
- Build and maintain cost and price models, business and financial models, develop commercial processes and contractual terms and advanced solutions such as risk sharing and gain share models.
- Manage and support commercial and contractual transactions for support services offerings operating within delegations of authority.
- Maintain a picture of target markets and the competitive landscape including competitor offerings and pricing.
- Identify opportunities to grow the business through partnerships, M&A, new markets, new technologies and new services offerings. Define, develop, optimise route to market channels (including digital channels).
- Lead and co-ordinate support service offering commercial development in line with product lifecycle management process requirements interfacing cross-functionally to drive to realization.
- Develop roadmaps, document and maintain the support service offering scope including sales features, parameters and value proposition. Translate voice of the customer to service offering requirements.
- Define, coordinate, deliver the activities required to launch new support service offerings to market including promotional requirements, marketing materials and sales toolkits and sales team training, proof of concepts / pilot projects with reference customers. Support sales and marketing teams in promotion and sales of service offerings
- Define and provide inputs to forecasts and budgets, maintain and use market and installed base data.
The IndividualExperience:
- Pricing, costing, financial management working within an equipment manufacturer.
- Internal and external relationship building.
- Building commercial and financial models, ideally for a services business.
- Implementation and commercial management of service solutions.
Knowledge/Skills:
- Product management, marketing, commercial management, or finance
- Comfortable working with data and interrogating IT systems
- Financial modelling
- Basic awareness of contract drafting and contract law
Key Competences
- Ability to assess customer and market needs and translate those needs into a winning value propositions and actionable service products / offerings,
- Analytical, understands data and system limitations. Ability to make effective, timely decisions in a complex, global market by sourcing and analysing critical information. Comfortable with making trade-offs, decisively
- Leadership and direction to integrated project teams across multiple sites in multiple different countries, working with matrix structures. Ability to take ownership, identify, and remove roadblocks regardless of direct responsibilities.
- Excellent communication skills particularly in English (fluently spoken and written), second language advantageous. Articulate, able to communicate value propositions and engage stakeholders
Educational / Experience requirements:
- Graduate level qualification in business, finance or technology subject.
- Financial Management experience
- Project Management
To find out more about life at Smiths Detection check out our LinkedInJoin us for a great career and competitive compensation & benefits whilst keeping the world a safer place.Diversity & InclusionWe believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity. We have several employee-led Employee Resources Groups (women@work, Black Employees Network, Veterans, Pride Network) providing support, enhancing career development, and contributing to personal development in the work environment and beyond.At no time during the hiring process will Smiths Detection, Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website ( )or LinkedIn.#Smiths
Expected salary:
Location: London
