Job Details

Principal, Pricing Practice

When you join SBI, The Growth Advisory, as a Pricing Strategy Sales Executive, you will be responsible for driving the scoping, sales, and successful delivery of pricing consulting services, with a primary focus on both new business and existing client expansion. This role includes prospecting, relationship building, deal closing, and fostering collaboration across teams to ensure smooth delivery and client satisfaction.

Reporting directly to the VP of Pricing, the Pricing Strategy Sales Executive will be integral in the growth and development of the pricing practice known as Price Intelligently. You will work at your home office.

Part One: Core Responsibilities

The following are core responsibilities for a Pricing Strategy Sales Executive at SBI Growth:

• Lead Scoping and Sales of PI Solutions: Responsible for overseeing the entire sales process, from identifying new prospects to scoping solutions, ensuring alignment with client needs, and closing deals.
• Execute Discovery and Client Engagement: Engage with new prospects through calls, discovery sessions, demonstrations, and sharing expertise to understand their needs, develop scopes, and close sales.
• Foster Relationships for Business Development: Collaborate closely with the VP of pricing to build and maintain relationships with key investment partners and advocates, supporting overall business growth.
• Support Delivery After Deal Closure: After closing a deal, PI commercial is responsible for aiding in the transition to delivery, supporting the client during the Kickoff phase and through key milestones to ensure successful implementation.

Part Two: Critical Competencies

The following are the most critical competencies required to successfully be a Pricing Strategy Sales Executive at SBI:

• Sales and Negotiation Skills: The ability to drive the sales process from discovery through to closing, demonstrating the value of the PI solution, negotiating terms, and effectively closing deals with both new and existing clients.
• Client Relationship Management: Strong interpersonal skills for building and maintaining relationships with clients, investment partners, and internal stakeholders, ensuring ongoing collaboration, trust, and business growth.
• Strategic Thinking and Scoping Expertise: The ability to assess client needs, develop tailored solutions, and accurately scope projects, ensuring that the proposed solutions align with client objectives and result in successful engagements.
• Thought Leadership in Pricing: This role requires a focus on thought leadership in Pricing, building credibility with clients through industry engagement and expertise. Responsibilities may include participating in marketing events, writing blog posts or hosting webinars, and contributing to the development of intellectual property to enhance the Pricing practice. While not the primary function of the role, staying updated on the latest pricing theories and industry trends is essential.
• Problem Solving and Adaptability: The ability to quickly identify challenges or changes in client needs and adapt strategies accordingly. This competency involves being resourceful in overcoming obstacles, adjusting the scope of solutions as required, and ensuring the client's success throughout the sales and delivery phases.

Part Three: SBI Values

• Be Great: Striving for excellence in everything we do, we define what great looks like, then we hold ourselves accountable for achievement.
• Own the Outcome: You are comfortable being uncomfortable. You find the solution for both teammates and clients.
• Own Your Development: Proactively evolve your expertise faster than the market.
• Inspire Others: Act with enthusiasm that motivates your clients & peers. Lift & empower the team around you.
• Embrace 1:1: Invest in relationships that will pay dividends for decades. Clients and peers want to spend time with you.
• Build the Firm: We embrace teamwork and vulnerability to build something greater than ourselves. We are never afraid to ask for help.

Part Four: Key Performance Indicators (KPIs)

• Sales Booking and Revenue Generation: This KPI tracks the total revenue generated through closed deals, measuring the overall success in driving sales and achieving revenue targets.
• Scoping Accuracy and Effectiveness: This KPI measures how well the PI Commercial team accurately defines and scopes client needs, ensuring that the solutions proposed align with client expectations and are feasible to deliver.
• Client Retention and Expansion: This KPI focuses on the ability to drive additional deals (AD) within existing client accounts, assessing how well the PI Commercial team nurtures ongoing relationships and identifies new opportunities for expansion.

Part Five: Experience and Requirements

Ideal candidates will have a minimum of 3- 5 years of work experience, either as an internal operator or consultant.

Including:

• The role requires a strong background as a pricing subject matter expert (SME) with previous experience as a pricing practitioner.
• Some experience with GTM activities such as supporting business development, sales, etc.
• Balancing subject matter expertise and commercial drive, an individual with a strong expertise in pricing strategy, combined with a drive to expand and grow the business.
• The candidate should have experience building and managing long-term client relationships, as well as working cross-functionally with delivery teams to ensure successful project execution and client satisfaction.
• Bachelor's degree in business administration, Marketing, Finance, Economics, etc.