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Pricing Lead

Job Description

 Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 160,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.

 Position Purpose & Summary
Cargill Animal Health and Nutrition is comprised of three business groups – Cargill Animal Nutrition, Cargill Aqua Nutrition, and Cargill Health Technologies. Each of these groups have market structures regionally around the globe with a Managing Director or Regional Managing Director who holds the P&L responsibility for that market.

The business’ Pricing Lead is a member of the market leadership team and reports to the Managing Director or Regional Managing Director. The Pricing Lead drives pricing strategies, tactics, processes and tools in support of the business’ vision, goals, priorities and commercial strategy. Works closely with Commercial Leadership, Strategic Marketing and Technology (SMT), Risk Management and Sourcing (RMS), BOSC, and Financial Planning & Analysis (FP&A) to recommend and execute commercial strategy centered around strategic pricing. Recommends ways to enhance margin through price setting, price getting, process/governance, and tools/analytics. Effectively balances near-term pricing decisions with medium-to-long term market-level strategic and commercial priorities. The Pricing Lead is accountable for managing the data strategy and analytics to support commercial excellence initiatives such as customer profitability and strategic pricing.

Principal Accountabilities
1.30% Link strategy with pricing and set price targets at a granular level (species, segment, sub-segment, geography)
• Govern the price setting process that includes design rights, accountabilities, and approval thresholds/routing;
• Drive the cadence (weekly, monthly, quarterly) of price setting and getting discussions, including cross-functional input;
• Regularly gather and consolidate data from multiple ANH functions (i.e. RMS, SMT, Sales) and capture/incorporate priority factors (e.g. customer segmentation/sub-segmentation, willingness to pay, competitive landscape and dynamics, market supply and demand, internal profitability) to set price targets;
• Develop, anticipate and communicate the strategic, financial, and administrative implications and risks of proposed pricing strategies and recommendations;
• Drive prioritization of activities that support strategic pricing across the interdependencies within the business: Commercial, SMT, FP&A, BOSC, RMS.

2.30% Work with market teams (sales and supporting functions) to drive good pricing execution
• Review whether changes are needed to meet strategic goals by reviewing price, margin, volume (price elasticity of demand), formulation, product offering, cost-to-serve, etc.;
• Guide/train commercial leadership to understand the “right” strategic drivers for the business and align and develop a pipeline of continuous improvement activities as an outcome of these meetings;
• Recommend measures to improve customer profitability, as well as action plans to improve the value creation of product offerings. This also includes collaboration with commercial teams in development of proposals to strategic customers;
• Create the full price waterfall for the business, including all on and off invoice discounts and ideally cost to serve elements, provide transparency to the business, and drive continuous margin management/customer profitability process;
• Equip the sales team with pricing information to assist in developing account plans and provide or help them build “customer collateral” that supports successful negotiations and helps them communicate the value ANH is creating (so that value can be monetized) – this includes guidance on value messaging;
• Joint visits with Commercial Leads to Key Accounts, understanding the business, setting up customer specific price strategies and help explain price strategies/movements to key customers;
• Apply pricing rules, policies (i.e. freight pricing policy) and decisions firmly, fairly and provide detailed explanations supporting decisions. Research pricing discrepancies for and propose solutions to fairly resolve pricing disputes.

3.20% Develop and own data sets, tools and reporting
• Build and monitor a rigorous process of tracking pricing decisions against targets;
• Create a reporting cadence and dashboard to identify potential issues/opportunities to market leadership for potential action;
• Own the commercial dataset used for pricing and commercial decisions. Consistent with agile methodology, create and manage the backlog of enhancements and priorities (e.g. complete transparency around discounts);
• Ensure through cross functional collaboration with MIDS, FP&A, IT, Supply Chain, etc. that the underlying data infrastructure meets the needs in order to be able to perform strategic pricing work;
• Deploy, maintain and oversee the facilitation of training on business pricing tools and systems.

4.20% Work with the CE Team and Global Pricing Organization to deploy and enhance pricing capabilities
• Work with the MD, RMD and CE Team together to design the organization, moving “pricing” from an internally focused, process-only role and into a strategic role that provides insight and guidance in the commercial space, position Strategic Pricing as a decision making body safeguarding our strategy;
• Act as the point person to drive pricing initiatives in the local market, based on the global playbooks, and share back case studies to the CE Team;
• Track progress against major market level KPIs established by the CE Team;
• Maintain the backlog of projects and opportunities in market, and work with the CE Team to prioritize activities, resourcing, and expected benefits.

Specialist Experience

 Education, Experience, Skills
1.Minimum Required Qualifications
• Bachelor’s degree, preferably in a Business, Finance, Economics or Agriculture related field;
• 7-10+ years professional experience in working experience, ideally within pricing, marketing, merchandising, sales, and/or finance;
• Meaningful experience in Strategic Pricing and related experience with customer-backed value, ingredient markets and pricing strategy;
• Utilizes comprehensive knowledge of strategic pricing and commercial best pricing practices to optimize value across business;
• Ability to develop and maintain relationships with key business leaders and be a key thought leader;
• Soft: communication skills, change management skills, strong ability to collaborate and influence within a process-honoring organization;
• Ability to manage and direct work of pricing analysts and provide professional development opportunities;
• Hard: quantitative ability to direct and interpret detailed analysis; Excel, Tableau, Alteryx, Power BI, overall strong analytic skills;
• Understanding of (agricultural) commodity markets;
• Understanding of the geo political environment and how this can affect the business;
• Excellent time management, prioritization and organizational skills.

2.Preferred Qualifications
• MBA or Master’s degree in Business, Finance, Engineering, or other quantitative field;
• Strong working knowledge of Tableau, Power BI and PROS;
• Familiarity with Alteryx, SQL, R, or other programming and database tools.



Please note that all information in this job description is accurate at the time of posting. Please be aware that companies may change details and/or closing dates without notice.



Job Summary

  • China
  • Other
Job Type
  • Full-time
  • Negotiable
03 March 2020
Applications Deadline
23 May 2020

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