Philips Pricing Officer CEE in Bucharest, Romania

Commercial Policy Design

  • Coordinate price and portfolio updates internally as part of periodic Price Reviews (BiU – Markets handshakes), Market Introduction Process (new launches) and adhoc price corrections

  • Participate actively on pricing and portfolio strategy alignment within the BMC process

  • Implement in collaboration with Finance and Business Managers volume/value/margin simulation to validate the pricing and portfolio strategy

  • Collaborate with CEE management to harmonize CP framework with CEE business objectives and the market specifics

  • Participate on the design, communication and deployment of next version of CP. Propose updates and revisions to cover possible loopholes and inefficiencies in the pricing process.

  • Propose more precise CP Segmentation criteria to help Key Accounts extract the maximum value from our propositions. Initiate data collection and required research to aid segmentation process. Ensure alignment with other segmentation projects taking part in the company.

  • Propose more refined discount structure by channel and product category. Collaborate and align with Global CP team and CEE management to design a defendable discount structure that will maximize price and margin realization.

  • Collect feedback on how CP implementation works and propose new operational guidelines to clarify, standardize and simplify pricing policy execution

  • Propose system and tools changes (Sofon, PRT, MMC) to improve automation, efficiency and accuracy of quoting and pricing process

  • Organize launch and training activities on CP principles and ways of working

  • Monitor Value Realization abilities of CEE team and recommend specific trainings and improvement programs Commercial Policy Execution

  • Ensure price quotes and contracts are negotiated within the Commercial Policy approved general framework and operational guidelines:

  • Approval for price deviations under CTP

  • Selection of appropriate price list, channel, sales type, exception codes and pricing criteria based on the valid CP Segmentation

  • Discount allocation rules by type of equipment/service/3rd party

  • Fair Market Value

  • Performance Discount (standard), Strategic Discount (additional), other type of discounts

  • Other guidelines to be implemented

  • Ensure price terms and customer investments reflect respective customer counter performance and strategic fit

  • Ensure proper functioning of price escalations (Local, CRP, Minimum Price). Coordinate update of approval flow, approval matrix and IGM visibility rights

  • Verify relevancy of price escalation comments/justifications. Contact quote initiators for proactive clarifications and ensure escalations are answered within maximum 24h

  • Summarize and justify reason for a) quote rejection giving advice on how to modify it to be in line with CP requirements, and for b) quote approval or further escalation to Global Pricing Officer

  • Ensure tools and systems (Sofon, PRT, MMC) are set and function in line with CP requirements. Escalate and follow-up issues with development teams.

  • Escalate price/margin “outliers” with CEE Business Managers and BiU’s to initiate immediate pricing corrections

  • Maintain CP Segmentation Database and update it with new customers

  • Initiate checks on pricing database accuracy and follow-up corrections

Reporting and analysis

  • Analyze pricing KPIs and act as a consultant towards sales, marketing and finance to drive continuous pricing and profitability performance improvements

  • Review regular pricing KPI information for CEE management versus plan and historical performance with focus on District / Country / Channel / Customer Segment/ Produce Category price realization

  • Support CEE management on designing and reporting Price Realization targets and KPI’s Commercial Policy Design

  • Coordinate price and portfolio updates internally as part of periodic Price Reviews (BiU – Markets handshakes), Market Introduction Process (new launches) and adhoc price corrections

  • Participate actively on pricing and portfolio strategy alignment within the BMC process

  • Implement in collaboration with Finance and Business Managers volume/value/margin simulation to validate the pricing and portfolio strategy

  • Collaborate with CEE management to harmonize CP framework with CEE business objectives and the market specifics

  • Participate on the design, communication and deployment of next version of CP. Propose updates and revisions to cover possible loopholes and inefficiencies in the pricing process.

  • Propose more precise CP Segmentation criteria to help Key Accounts extract the maximum value from our propositions. Initiate data collection and required research to aid segmentation process. Ensure alignment with other segmentation projects taking part in the company.

  • Propose more refined discount structure by channel and product category. Collaborate and align with Global CP team and CEE management to design a defendable discount structure that will maximize price and margin realization.

  • Collect feedback on how CP implementation works and propose new operational guidelines to clarify, standardize and simplify pricing policy execution

  • Propose system and tools changes (Sofon, PRT, MMC) to improve automation, efficiency and accuracy of quoting and pricing process

  • Organize launch and training activities on CP principles and ways of working

  • Monitor Value Realization abilities of CEE team and recommend specific trainings and improvement programs Commercial Policy Execution

  • Ensure price quotes and contracts are negotiated within the Commercial Policy approved general framework and operational guidelines:

  • Approval for price deviations under CTP

  • Selection of appropriate price list, channel, sales type, exception codes and pricing criteria based on the valid CP Segmentation

  • Discount allocation rules by type of equipment/service/3rd party

  • Fair Market Value

  • Performance Discount (standard), Strategic Discount (additional), other type of discounts

  • Other guidelines to be implemented

  • Ensure price terms and customer investments reflect respective customer counter performance and strategic fit

  • Ensure proper functioning of price escalations (Local, CRP, Minimum Price). Coordinate update of approval flow, approval matrix and IGM visibility rights

  • Verify relevancy of price escalation comments/justifications. Contact quote initiators for proactive clarifications and ensure escalations are answered within maximum 24h

  • Summarize and justify reason for a) quote rejection giving advice on how to modify it to be in line with CP requirements, and for b) quote approval or further escalation to Global Pricing Officer

  • Ensure tools and systems (Sofon, PRT, MMC) are set and function in line with CP requirements. Escalate and follow-up issues with development teams.

  • Escalate price/margin “outliers” with CEE Business Managers and BiU’s to initiate immediate pricing corrections

  • Maintain CP Segmentation Database and update it with new customers

  • Initiate checks on pricing database accuracy and follow-up corrections

Reporting and analysis

  • Analyze pricing KPIs and act as a consultant towards sales, marketing and finance to drive continuous pricing and profitability performance improvements

  • Review regular pricing KPI information for CEE management versus plan and historical performance with focus on District / Country / Channel / Customer Segment/ Produce Category price realization

  • Support CEE management on designing and reporting Price Realization targets and KPI’s

In this role, you have the opportunity to

..act as a linking pin between CEE Sales & Marketing teams, BiUs, Finance Teams and Global Commercial Policy team driving pricing execution & commercial strategy activation in CEE, building a sustainable price and profit performance culture, while always acting with integrity as a custodian of Commercial Policy.

You will be a business partner for sales, marketing and management teams in CEE, as well as a trusted advisor offering guidance/coaching on how to approach pricing challenges to drive profitable business growth in the region.

You will ensure healthcare and competition law compliance, advocating integrity of commercial collaboration, definability of pricing and fair market value.

You are responsible for:

  • Coordinating price and portfolio updates internally as part of periodic Price, Market Introduction Process and ad-hoc price corrections

  • Collaborating with CEE management to harmonize CP framework with CEE business objectives and the market specifics

  • Participating on the design, communication and deployment of next version of CP.

  • Proposing new CP Segmentation criteria to help Key Accounts extract the maximum value from our propositions.

  • Proposing new discount structure by channel and product category.

  • Collecting feedback on how CP implementation works and propose new operational guidelines to clarify, standardize and simplify pricing policy execution

  • Proposing system and tools changes to improve automation, efficiency and accuracy of quoting and pricing process

  • Organizing launch and training activities on CP principles and ways of working

  • Monitoring Value Realization abilities of CEE team and recommend specific trainings and improvement programs Commercial Policy Execution

  • Ensure price quotes and contracts are negotiated within the Commercial Policy approved general framework and operational guidelines.

  • Ensure price terms and customer investments reflect respective customer counter performance and strategic fit

  • Ensure proper functioning of price escalations. Coordinate update of approval flow, approval matrix and IGM visibility rights

  • Verify relevancy of price escalation comments/justifications. Contact quote initiators for proactive clarifications and ensure escalations are answered within maximum 24h

  • Summarize and justify reason for a) quote rejection giving advice on how to modify it to be in line with CP requirements, and for b) quote approval or further escalation to Global Pricing Officer

  • Maintain CP Segmentation Database and update it with new customers Reporting and analysis

  • Analyze pricing KPIs and act as a consultant towards sales, marketing and finance to drive continuous pricing and profitability performance improvements

  • Review regular pricing KPI information for CEE management versus plan and historical performance

  • Support CEE management on designing and reporting Price Realization targets and KPI’s You are a part of thePhilips Health Systems CEE team. To succeed in this role, you should have the following skills and experience:

  • 5- 10 year work experience in a pricing, commercial, finance, strategic, or audit role

  • Experience in the healthcare and/or consumer products domain is preferred

  • Experience working in a cross functional and regional teams

  • Experience in working in a business with complex market/channel structures

  • Strong commercial understanding

  • Excellent relationship development and collaboration skills, with demonstrated track record of cross-functional, cross-layer collaboration

  • Ability to incorporate arguments from various sources and to judge the strategic importance of one deal vs another

  • Good project management skills

  • Strong conceptual and analytical skills but also hands-on

  • Strong analytic tool skills (Excel mandatory and SAP/BW is preferred)

  • Strong communication and interpersonal skills

  • Confidence to stand up and defend CP principles under the pressure of short term results In return, we offer you: A path towards your most rewarding career. Philips is growing its marketing capability enterprise wide. Succeeding in this market-based role in a complex environment will open many doors for your long term career, in other areas in Philips or otherwise. We also believe that we are at our best as a company when you are at yours as a person. Thus, we offer competitive health benefits, a flexible work schedule and access to local well-being focused activities. Why should you join Philips? Working at Philips is more than a job. It’s a calling to create a healthier society through meaningful work, focused on improving 3 billion lives a year by delivering innovative solutions across the health continuum at http://www.philips.com/b-dam/corporate/corporateblog/2016/PhilipsChronicDisease_5.jpg . Our people experience a variety of unexpected moments when their lives and careers come together in meaningful ways. Learn more by watching this video .To find out more about what it’s like working for Philips at a personal level, visit the Working at Philips page at http://www.philips.com/a-w/careers/healthtech/working-at-philips/working-at-philips.html on our career website, where you can read stories from our employee blog at http://www.usa.philips.com/a-w/our-people/life-at-philips.html . Once there, you can also learn about our recruitment process at http://www.philips.com/a-w/careers/healthtech.html , or find answers to some of the frequently asked questions at http://www.philips.com/a-w/careers/healthtech/faq.html .