Head of Pricing

5 months ago

Melbourne, Australia illion Full time

Company Description

illion is the leading independent provider of trusted data and analytics products and services in Australia and New Zealand. illion leverages its consumer and commercial credit registries to provide end-to-end customer management solutions to clients in the financial services, telecommunications, utilities and government sectors.

**Job Description**:
**Specific Role Purpose**

The Head of Pricing role is a senior position within illion that must effectively and autonomously engage Senior Executives and stakeholder groups across the entire organisation and its functions. This is a 12 month fixed term role.

The core accountabilities of the role fall into three broad categories:

- ** Pricing and Commercial Governance** within the context of illion’s deal review and approval process and delegated authority framework - the Commercial Governance Committee. The Head of Pricing will contribute to the CGC panel and will evaluate and make recommendations for deals presented within the forum in terms of alignment to illion’s pricing strategy and frameworks.
- ** Pricing Strategy and Governance**. The Head of Pricing will work with Product Owners and other key stakeholders to align illion’s product level pricing to illion’s broader strategic goals, including illion’s value-based pricing methodologies. This includes working on targeted focus areas in the business and presenting recommendations within the Executive level Pricing SteerCo to govern changes and developments.
- ** Commercial Deal Support**. The Head of Pricing will support the development of winning proposals for large enterprise accounts; substantial RFP’s and complex deals, such as a whole-of-business bundled supply deal. The pricing and deep commercial analytics support will be directed towards customer derived value and aligned to illion’s win strategy.

**Functional Tasks and Responsibilities**

**Pricing and Commercial Governance**

**Guide and Support Sales/Solution Teams and Participation in the Commercial Governance Committee**
- As an expert in pricing and development of value-based customer proposals, you will be a source of knowledge and guidance for Sales and Solutions teams seeking direction on how to access suitable data and develop proposals for CGC.
- You will support the continual development of Sales/Solutions/Product personnel on the process and requirements for CGC. Help individuals to better understand how to be successful in pitching a deal to CGC.
- Working with the Commercial Director, you will help to monitor and maintain compliance with illion’s delegated authority framework to ensure deals are within the framework and not bypassing. Help to address any known systemic issues.
- Take a coaching mindset towards working with Sales and Solutions teams to hep them to improve content and quality of presentations.
- Participate in the CGC forum on a daily basis (as needed) ensuring deals are appropriately considered. Your role in CGC will be to represent the perspective of Pricing standardisation where suitable and aligned to illion strategy. Your perspective will be combined with other factors that may include strategic relevance of the account (eg for data acquisition) and particular customer traits to be considered.
- Assist and guide teams presenting at CGC on the necessary criteria and minimum standards, including alignment with Product Owners and other stakeholders prior to presenting at CGC.
- Work with other CGC panel members to probe and evaluate deal economics and rationale and approve the terms of the proposal, potentially with amendments.

**Pricing Strategy and Governance**

**Support Product Owners to Review and Update Pricing Structures (driven by HO Pricing)**
- Work with illion Product Owners on targeted programs to review and revaluate Product pricing, taking into account existing customer usage and price disbursement within segments; competitive forces; strategic importance to illion; competitor reference pricing; illion product roadmap and relativities to competitors; customer demand and real value drivers; strategic plan (eg penetration strategy) and any other relevant factors for consideration.
- Identify areas of focus and prioritise programs that deliver greatest value to illion.
- Ensure that price models are consistent with illion’s strategy and desired outcomes and can be billed via the billing system wherever possible with mínimal requirement for manual billing

**Pricing SteerCo**
- Attend and present at the monthly Executive Pricing SteerCo comprised of CFO; CPO; CCO and Commercial Director.
- Provide updates on current programs of work focused on pricing review and new price structures (ie the work done in collaboration with Product Owners).
- Evaluate with the SteerCo the priorities and focus areas to concentrate on programs of work over the calendar period.
- Evaluation and approval of new price models to be presented at SteerCo for approval.

**Commercial Deal Su

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