Director - Pricing & Commercial Strategy - The Strategy Group

Job description

The Team 

The Pricing Centre of Excellence is part of KPMG’s rapidly expanding Strategy Group (TSG), which delivers value for clients by challenging conventional thinking, bringing deep industry and functional insights, offering strategic advice on financial, business and operating models and executing with rigour. 

TSG is a diverse team of over 350+ practitioners, working collaboratively with other capability areas across our Advisory business and serving UK, European and International C-Suite clients. 

The Pricing Centre of Excellence supports clients from a number of sectors including retail, leisure, consumer goods, healthcare, transport, industrial manufacturing and financial services sectors. 

 The Pricing COE is a specialised team focussed on solving pricing, revenue growth and profit optimisation problems for its clients. We use data and analytics techniques to deliver sustainable solutions which deliver both short- and long-term margin improvements. 

As a team, we are a group of bright committed individuals who are passionate about delivering fantastic client work, solving complex data related problems, investing our time in acquiring new analytical skills, and having fun both inside and outside of work.

The Role 

KPMG’s is looking for exceptional candidates for a Director role, with a strong experience in pricing and commercial excellence to join the team within the Pricing Centre of Excellence.

Roles & Responsibilities 

Leadership and Team Management:
• Lead a team of pricing consultants and analysts, ensuring high performance and development of talent.
• Drive strategic direction for pricing projects, managing multiple engagements simultaneously.
• Collaborate with cross-functional teams (e.g., customer strategy, performance strategy teams, etc.) to develop comprehensive pricing solutions.

Client Engagement and Relationship Building:
• Serve as the primary point of contact for senior client stakeholders (C-level executives), developing and maintaining strong relationships.
• Lead discussions with clients to understand their business goals, challenges, and pricing needs.
• Present complex pricing strategies, recommendations, and insights in a clear and actionable way to clients.
• Identify new business opportunities and assist in securing future client engagements.

Strategic Pricing Solutions Development:
• Design and implement pricing strategies that optimise revenue, profitability, and market share, while aligning with client objectives.
• Develop and refine pricing models using advanced analytics, market research, and competitor analysis.
• Lead the evaluation of different pricing approaches (e.g., value-based pricing, dynamic pricing, cost-plus pricing) and recommend appropriate solutions.

Project Management:
• Manage project delivery from inception to completion, ensuring milestones are met within timelines and budgets.
• Oversee the creation of project plans, models, and deliverables.
• Ensure quality control and that deliverables meet client expectations and KPMG standards. Anticipate risks and develop mitigation strategies

Thought Leadership and Industry Expertise:
• Stay informed about industry trends, pricing innovations, and competitive landscape.
• Develop and publish thought leadership content on pricing strategy and related topics.
• Represent KPMG in public forums, conferences, and industry events as a pricing expert.
• Lead internal knowledge sharing and training sessions to foster a culture of pricing excellence.

Data-Driven Analysis and Insights:
• Leverage data analytics, AI, and machine learning tools to drive pricing strategy insights.
• Analyse client data, market conditions, and customer behaviour to inform pricing decisions.
• Build and interpret financial models to assess the impact of pricing changes on client profitability and performance.

Collaboration with Senior Leadership:
• Work closely with partners and other directors to align pricing strategy services with the overall growth and goals of KPMG.
• Support in the development and execution of business development strategies to grow the pricing advisory practice.
• Contribute to annual budgeting and forecasting for the pricing strategy team.

Compliance and Ethical Pricing Practices:
• Ensure all pricing recommendations adhere to regulatory guidelines, legal considerations, and ethical practices.

Provide guidance to clients on balancing profitability with fairness and transparency in pricing.

The Person

Experience, Skills & Qualifications

• Demonstrable pricing strategy experience working in a leading strategy house, Big 4 firm, specialist boutique consultancy or pricing, revenue growth or strategy team in industry
• Detailed understanding of the value drivers within corporate and / or private equity clients
• Track record of leading high-value complex projects with multi-disciplinary teams in a consulting or corporate environment, 
• Experience of managing or supporting high-value business development activities with C-level stakeholders
• Demonstrable ability to build and commercialise relationships with senior executives
• Ability and track record of commercialising relationships
• Structured thinking skills combined with creativity
• Ability to talk credibly with C-level clients on the key issues and strategic considerations facing their industry
• Ability to evaluate complex challenges and deliver insightful recommendations that can be practically executed
• Strong numerical and analytical capabilities combined with sound commercial acumen
• Excellent English written and oral communication skills
• Other major European language skills e.g. French and German would be a strong bonus
• A first class or 2.1 degree in quantitative/analytical studies such as economics, maths, statistics, physics, engineering or equivalent is a definite plus