head of pricing and reporting, global accounts (operational and professional services).

job context and purpose:

The Pricing and Reporting OTS/PTS team is responsible for the strategic commercial control of Randstad Groups largest clients (both Enterprise and international clients). 

Head of Pricing and Reporting OTS/PTS. The global pricing team drives sound decision making for large clients developing high-quality global business cases & facilitating commercial tender and negotiation discussions. The team develops standardized strategic global pricing models, frameworks and policies and acts as the Center of Expertise for Randstad on pricing and delivery costs globally. This includes pricing related matters for Enterprise clients on global/ multi-regional pricing. 

The team is also responsible for business/commercial control which includes monitoring progress against strategy, target setting and leading specific client projects on Group level. Additionally the team helps to coordinate and steer the financial matters of clients purchasing centrally; budget control; steering central management information (MIAMI team reports into this role); rebates & wallet share reporting. 

This team is also closely aligned to the global commercial teams of Digital and Enterprise & local Randstad (finance) teams to be able to negotiate central contracts (on their behalf), present business cases to senior management (including executive board) and make commercial decisions. The team size is expected to be around 6 including the MIAMI reporting team. 

Purpose of the job. This role is responsible for developing and implementing a commercial control framework, and a global strategic and transparent pricing for large and complex clients across multiple countries. Together with the Commercial Committee, the Head has the ability to decide the pricing for our most strategic clients. As a commercially minded financial, you will be a key business partner for the Commercial Committee as well as the Global Executive Leaders to help win new business and drive the expansion of our global enterprise portfolio across the largest clients of Randstad (in total ~2.5BN EUR total spend with Randstad). 

Key Performance Indicators 

• development of pricing model (including delivery) 
• internal satisfaction measure for pricing (market level + Enterprise)
• quality financial business cases global clients
• advancement in the sales process
• advancement of centralized global account management 
• advancement of Randstad global commercial & portfolio strategy 
• win rate

Key stakeholders

• COE leaders
• Commercial Committee
• Global Strategic Account Leaders
• Enterprise Strategic Account Leaders
• Global Enterprise Strategic Sales Team
• Country MDs
• pricing community and finance stakeholders within the group
• external network of pricing experts
• global legal
• Solutions design
• global performance and control
• other Group financial functions when required (tax/treasury/BRAF)

responsibilities

• help set and drive strategic and international accounts  expanding our client (base) and help run our portfolio more efficiently
• built momentum for large deals by bringing integrated business cases to the executive board finding ways to enable new business in the group
• work closely with sales team and structures international/multi-country price setting and negotiation strategy: develops negotiation matrix 
• liaise with markets on price strategy and pricing drivers by understanding expected client profitability and trigger points
• assess commercial attractiveness tenders
• build and own expertise center within the group on pricing
• seek and maintain relevant competitor analysis information knowledge database
• part of negotiation team at the client on a case by case basis
• manage a small team of specialists

• coach and advise the tender team on commercial trade-offs during the negotiation 

• co-leading monthly client business reviews.
• overseeing the creation of standardized dashboards to support decision-making.
• ensuring consistency in pricing across regions while adapting to local market conditions.
• co-driving full capitalization of client contracts.
• team leadership and development.

Randstad Leadership competencies

Intellectual strength

Randstad leaders leverage strong intellectual power to identify patterns and draw insights from information in order to conceptualize strategic direction, solve problems and identify opportunities.

Agility

Randstad leaders leverage proactively address change on all dimensions. They anticipate change and view situations from different perspectives whilst keeping pace in decision making to realize opportunities and mitigate risks.

Excellent Execution

Randstad leaders drive excellent execution by setting robust processes to execute strategies and follow through with strong monitoring and operational navigation to ensure results. Is firm and courageous in leading execution.

Lead

Randstad leaders enable teams to deliver high performance by providing direction and clarity of purpose, a focus on accountability and the orchestration of efforts. They set high standards and provide the support people need.

Connect

Randstad leaders identify potential for synergies across the business and build commitment to achieve shared goals. They thrive on working with people that represent a mix of backgrounds, insights and perspectives.

Partner

Randstad leaders build strategic partnerships with clients and stakeholders. They actively shape the external environment for the success of Randstad, leveraging their personal credibility and thought leadership in getting people onside.

The aim of the World League programs is to guide and facilitate our functions in further strengthening the business partnering with the field, in a coordinated and standardized manner.

• business impact: influence, engage, drive change
• radar screening: radar for opportunities and risks, persistence and focus, full story
• connecting people & business: linking-pin, networking, adapt to changes
• critical thinking: identify, decisiveness, inspirationally irritating
• reliability: independent and authentic, has integrity and trusted, compliance

• master/university level in finance/economics
• strong analytical skills with advanced knowledge of spreadsheets and other tools

Experience

• > 10 years working in an international setting with rounded financials management experience 
• pricing development and implementation knowledge of multi-country contracts is a plus
• extensive experience in negotiating within a complex setting
• proven ability to make client wishes possible, even  when stretching company boundaries   unlocking new business  
• proven ability to influence and collaborate with executive leadership internally and externally
• proven ability to attract, engage, develop and promote diverse teams
• proven ability to consult with/identify needs of internal, customers and drive value creation
• proven experience in providing analytical insights that constantly challenge and support the group to continuously strive for better results
• track record in driving innovation and to bring new ideas and concepts
• ability to work in a global/matrix team

Knowledge

• strong knowledge of all Randstad current and future capabilities and solutions
• strong digital fluency and ability to adapt to emerging technologies 
• knowledge of current trends and best practices on pricing

Additional skills needed

• excellent command of the English language (written and spoken)
• ability to speak a second language is preferred 

If you recognize yourself in the profile above, we invite you to apply for this role. For more information you can reach out to our recruitment business partner: jennifer.roberts@randstadsourceright.co.uk