Senior Manager, Pricing and Billing-Vietnam (HCMC)

*** This incumbent is in charge of LEX pricing & billing functions, including market benchmarking for pricing & billing practice for Order Fulfillment and Lastmile Delivery Service; building up pricing governance framework and standard billing process, credit control monitoring and continuous improvement activities related to billing and pricing processes. Besides, this role also manage Sales performance and Sales Admin team

*** Pricing Strategies and Competitor benchmark

• Closely track market feedback and competitor pricing, share insights internally

• Grow and maintain competitor price “comparable” database

• Perform pricing analytics to identify pricing trends that impact how to price future deals in the region / country

• Provide win/loss analysis of large strategic deals and using pricing analytics

• Build dashboard and regularly review target margins by product, customer, industry, and geography segment.

*** Pricing standard process and monitoring

• Collaborate with sales, marketing, solution, legal, and other relevant stakeholders to develop a winning proposal that meets both the customer’s requirement and the company’s objectives

• Engage and work with different departments including Product, Finance and Credit billing team.

• Work closely with PMI team to develop a channel pricing strategy

• Work closely with the Regional team in deploying and maintaining processes and guidelines.

*** Sales performance management and sales Admin management

• Collaborate with PMI and other relevant stakeholders to develop a sales performance dashboard to manage sales performance and work with sales channel head to find out solution to improve sales productivity

• Manage sales admin centralization team to ensure provide a strong support for all sales team in term of contract, paperwork and lead management.

*** Billing and Credit control monitoring

• Monitor a payment process in collaboration with stakeholders (Accounting/Treasury/ Sales/CS team) to ensure payment accuracy and on the schedule

• Look for ways to Improve the billing process for COD amount and shipping fee.

• Check and monitor the Credit reports and co-ordinate with Sales/CS team. Follow up on overdue invoices and payments to improve debt collection.

*** Continuous Improvement

• Assess internal processes for price setting in collaboration with local stakeholders

• Co-ordinate, develop, document and deploy standardization of pricing policies and programs

• Build up the automation of billing process from Logistics system to Finance system

• Perform as Finance role in different projects for automation process, visibility of financial view in OMS system, auto rate card approval and enhancement.

KEY PERFORMANCE INDICATORS

• Average Selling Price

• Gross Profit Margin %

• Total Volume / Total Revenue

• Competitive pricing index vs. Key competitors.

• Credit control.

DIMENSIONS

*** RC analysis and PnL Impact

• Provide Revenue RC analysis, PnL Impact of new seller account.

• Provide Financial modeling, PnL simulation based on cost & revenue structure to support pricing offer to market

• Manage Revenue RC Operation process, ensuring that the due are timely and accurately

• Provide pricing guidance by working closely with sales teams, evaluating local competitive situation

• Support the sales organization with promotions and participate in customer negotiations as needed.

QUALIFICATIONS, COMPETENCY & EXPERIENCE

• Bachelor’s Degree in Accounting or Finance

• Minimum 5-8 years of overall experience with minimum of 3-5 years’ experience in financial analysis related role, ideally with pricing experience

• Prior experience working in a commercial role or with commercial teams within the logistics industry is preferred

• Ability to work to tight deadlines

• Positive mindset and a great desire to learn.