Service Commercial and Pricing Manager

RESPONSIBILITIES

• Pricing Strategy & Price Book Management
  • Develop and maintain regional service price books across all contract types (AMC, T&M, SLA, warranty extensions)
  • Establish and govern pricing floors, target margins and approval thresholds in line with global policy
  • Align pricing architecture with Vertiv's global commercial framework while reflecting regional market dynamics
  • Conduct regular price book reviews and implement structured refresh cycles
• Contract Profitability & Margin Management
  • Track and report on service contract margin performance across the regional portfolio
  • Identify margin leakage drivers and implement corrective pricing or commercial actions
  • Work with Finance and Operations to ensure cost-to-serve inputs are accurate and current
  • Own profitability reporting cadence for key accounts and contract renewals
• New Offering Commercialisation
  • Develop commercial models for new service offerings as part of the NPDI process (Gate Reviews G1–G7)
  • Define pricing strategy, minimum viable margin, and go-to-market commercial terms for product launches
  • Validate commercial assumptions with Sales, Service Ops and Finance prior to gate approvals
• Commercial Modelling & Deal Support 
  • Build financial models and scenario analyses to support pricing of complex, multi-year service contracts
  • Partner with Sales to price deals competitively, balancing win rate with profitability targets
  • Evaluate non-standard deal structures and provide commercial guidance on escalations and exceptions
  • Support bid and tender responses with robust commercial inputs and cost modelling
• Commercial Governance & Policy
• Define and enforce commercial approval workflows and discount authority matrices
• Ensure pricing decisions comply with Vertiv's global commercial policies and regional legal requirements
• Develop and maintain commercial playbooks and escalation guidelines for the Sales team
• Coordinate with Legal and Finance on contract terms impacting commercial exposure
• Market Intelligence & Competitive Pricing
• Monitor competitor pricing and commercial structures across key service categories
• Synthesise win/loss data, renewal trends and customer feedback to refine pricing strategy
• Provide market pricing benchmarks to inform annual price book reviews and strategic planning

QUALIFICATIONS

• Bachelor's degree in Finance, Business, Engineering or a related field
• 6–9 years in commercial management, pricing, or service finance roles
• Proven track record building and managing service price books at a regional or multi-country level
• Strong financial modelling skills: margin analysis, cost-to-serve, scenario modelling
• Experience pricing complex, multi-year B2B service contracts (AMC, SLA, T&M)
• Working knowledge of service commercial governance frameworks and approval workflows
• Ability to work cross-functionally with Sales, Finance, Legal and Service Operations
• Proficiency with Excel/modelling tools; familiarity with CRM and quoting platforms

• Experience in the data centre, power, or critical infrastructure services sector
• Familiarity with Vertiv or comparable OEM service commercial environments
• Exposure to NPDI / phase-gate processes and new service commercialization
• Experience with quotation configuration tools and automated pricing platforms