Marmon Holdings, Inc., a Berkshire Hathaway company, is a global organization comprised of about 10 diverse business sectors, more than 175 autonomous manufacturing/service businesses in over 20 countries, and annual revenues of approximately $USD 8 billion. Effective January 1, 2019, Angelo Pantaleo took over as the new Chief Executive Officer. Among other strategic priorities, one of top initiatives for the company is growth.
This position would report to its Continuous Improvement Officer. This person would work collaboratively with the individual operating companies to identify and support the implementation of strategic pricing policies. In addition, this person would work closely with the Marmon operating companies to assist them in building the skills and tools/templates needed to improve growth on an ongoing basis.
This individual can be based anywhere in the U.S. – preferably Chicago; however, they will travel as needed to work with Marmon’s operating companies.
Each Marmon operating company will work with this position and the continuous improvement (CI) team to deliver results in line with our autonomous operating company goals/objectives. This will be a high-profile role and the results delivered with the support of this new position will be reviewed and measured by Marmon leadership.
To enhance its ability to grow revenue and operating income (OI), Marmon is looking for a Director of Strategic Pricing. To help improve revenue and OI, this individual will be responsible for working with its operating companies on the following:
Understanding the Customer and Market insights for each of business platforms
Pricing Economics & Management. Work with Marmon companies to…
Understand and provide guidance on setting prices based on product value, product costs, cost to serve, competitive prices, and price elasticities.
Build appropriate written policies and price “guardrails” on how discounts and upcharges support product, customer/segment, etc.
Determine the proper analytics for the most appropriate product mix to manage average price and overall margin targets.
Sales Management. Work with Marmon companies to …
Understand customers segmentation, buying criteria/behaviors and metrics (order size, frequency, etc.), market potential, growth, and potential profitability of each segment.
Assess the sales organization structure is in alignment with the go-to-market strategy. Determine if each of the sales roles and skills in place (including 3rd parties) properly support the value communication needed to capture the optimal value.
Understand how aligned the Sales, Marketing and Operations are at maximizing profitability.
Ensure consistent performance management processes, measures, and reporting for measuring if the sales team is winning or losing. Assess whether the sales team’s incentive plans align with company pricing and volume objectives.
Understand how the sales force market feedback is incorporated into the company’s systems to deliver value.
Evaluate the system used to support planning/forecasting, lead generation/pipeline management, Configure/Price/Quote, etc.
Support. Work with Marmon companies to …
Determine if the necessary reporting and analytics in place. Where appropriate put in place mechanisms to track customer acquisition, retention/churn, share of wallet, pricing/discount execution, sales team productivity, pipeline, sales performance, etc.
Evaluate the value communication materials for the sales force to properly articulate the value to the customer of the product/services.
Establish a formal training program template for onboarding/orientation, sales skills/methodology, sales process/ playbook, technical knowledge, etc.
* Bachelor’s degree in economics, marketing, finance operation, business or related area; Master’s degree/MBA preferred.
* Minimum of 5 years’ experience working with a company’s management team on setting strategic marketing and pricing
* Strong negotiation and conflict management skills.
* In-depth knowledge of analyzing a company’s market position and competitive advantage
* Project management skills.
* Strong financial acumen with consultative, analytical and problem-solving skills.
* Demonstrated ability to interface effectively with multiple decentralized business leaders to reach consensus and deliver results.
* Credible and savvy businessperson who will be perceived as a strategic leader, trusted consultant, and functional expert.
* Excellent oral and written communication skills
* Results driven individual who possesses the fortitude to address challenging business scenarios with the ability to forecast business needs
* Influential and courageous with the ability to challenge the status quo.
* Critical thinker
* Ability to influence
About Marmon Holdings, Inc.
Marmon Holdings, Inc., a Berkshire Hathaway company, is a global organization comprised of about 10 diverse business sectors, more than 175 autonomous manufacturing/service businesses in over 20 countries, and annual revenues of approximately $USD 8 billion.