OVERVIEW

Our client, a leading multinational FMCG manufacturing and distribution organization, is seeking an experienced and commercially astute Senior Pricing Manager to lead the company's pricing strategy and governance across multiple product categories and sales channels.

This role plays a critical part in maximizing profitability, driving sustainable revenue growth, and maintaining market competitiveness through strategic pricing decisions. The successful candidate will work closely with Sales, Marketing, Finance, Supply Chain, Commercial Excellence, and Senior Leadership to develop data-driven pricing frameworks that align with business objectives while responding effectively to changing market dynamics.

The ideal candidate possesses strong commercial acumen, advanced analytical capabilities, and extensive experience managing pricing within a fast-moving, high-volume FMCG environment.

KEY RESPONSIBILITIES

Strategic Pricing

Develop and execute the organization's pricing strategy aligned with overall commercial and financial objectives.

Lead pricing governance across all brands, product portfolios, channels, and customer segments.

Establish pricing policies, approval frameworks, and governance processes.

Evaluate pricing opportunities to improve profitability while protecting market share.

Pricing Analytics

Conduct comprehensive pricing analysis using sales performance, customer insights, competitive intelligence, cost movements, and market trends.

Identify pricing optimization opportunities across SKUs, customer segments, and distribution channels.

Develop pricing models, profitability simulations, and scenario analyses to support strategic decision-making.

Evaluate elasticity, promotional effectiveness, and pricing sensitivity.

Profitability Management

Monitor gross margin performance by product, customer, territory, and channel.

Partner with Finance to improve contribution margins and overall business profitability.

Recommend pricing interventions based on cost inflation, currency fluctuations, commodity price changes, and market conditions.

Ensure pricing decisions support long-term commercial sustainability.

Commercial Business Partnering

Work closely with Sales Leadership on customer pricing negotiations and commercial agreements.

Support Marketing teams during product launches, promotional campaigns, and portfolio optimization initiatives.

Collaborate with Supply Chain and Procurement on cost changes impacting pricing.

Provide strategic pricing recommendations to Executive Management.

Competitive Intelligence

Continuously monitor competitor pricing, promotions, product positioning, and market movements.

Benchmark pricing against industry standards and emerging market trends.

Recommend tactical and strategic pricing responses to competitive activities.

Pricing Governance & Controls

Ensure pricing compliance across all business units and sales channels.

Review pricing approvals and maintain pricing integrity throughout ERP systems.

Develop standardized pricing dashboards and KPI reporting.

Establish controls to minimize pricing leakage and unauthorized discounting.

Data & Reporting

Design executive dashboards providing insights into pricing performance, profitability, discounts, rebates, and customer contribution.

Present commercial recommendations supported by financial analysis.

Prepare regular reports for Executive Leadership and Regional Management.

Process Improvement

Drive continuous improvement of pricing processes, systems, and analytical capabilities.

Support digital transformation initiatives relating to pricing automation and commercial analytics.

Identify opportunities to improve pricing efficiency using business intelligence tools.

Leadership

Lead, coach, and develop the Pricing team.

Foster a high-performance culture focused on analytical excellence and commercial impact.

Build strong cross-functional relationships across the organization.

PRE-REQUISITES

Academic Qualifications

Bachelor's Degree in Finance, Accounting, Economics, Business Management, Marketing, Statistics, Mathematics, or a related discipline.

MBA or Master's Degree will be a distinct advantage.

Professional qualifications in Finance, Commercial Analytics, or Pricing Management are desirable.

Experience

Minimum 8–12 years of progressive experience in Pricing, Commercial Finance, Revenue Management, Business Analytics, or Commercial Strategy.

Minimum 4 years in a managerial or senior leadership capacity.

Prior experience within a multinational FMCG, consumer goods, manufacturing, or distribution environment is essential.

Proven track record in developing pricing strategies that improve revenue and profitability.

Technical Competencies

Strong financial modelling and pricing analysis expertise.

Advanced Microsoft Excel skills.

Experience with ERP systems such as SAP, Oracle, Microsoft Dynamics, or similar.

Strong exposure to BI platforms including Power BI, Tableau, or similar visualization tools.

Knowledge of revenue management principles, trade investment analysis, and pricing optimization techniques.

Core Competencies

Exceptional commercial and financial acumen.

Strong analytical and problem-solving capability.

Strategic thinking with excellent business judgment.

Outstanding stakeholder management and influencing skills.

Ability to translate complex data into actionable commercial insights.

Excellent negotiation and presentation skills.

High attention to detail and strong governance mindset.

Ability to work effectively in a fast-paced, matrix multinational environment.

Strong leadership, coaching, and people development capabilities.