Vice President - FP&A (Pricing)

Summary :

The VP – Business Controllership is responsible for ensuring proper analysis, documentation and thorough execution of processes and compliance in the areas of revenue forecasting, pricing, and other strategic & tactical analysis. Functionally, the Vice President works hand in hand with the Director of FP&A, Controller, CFO, Sales Executives, Operations and Customer Implementation Teams to ensure that pricing proposals are competitive in the marketplace and will yield targeted profit margins.

JOB DESCRIPTION

Principle Accountabilities (Key Result Areas)

1. Pricing Strategy & Governance

Develop and implement pricing strategies aligned with business goals (profitability, competitiveness, client acquisition).

Maintain a pricing framework —including cost-plus, value-based, and market-based models—for various service lines (voice, chat, back-office, tech support, etc.).

Standardize pricing governance across geographies, verticals, and deal types to ensure consistency and control.

2. Deal Pricing & Bid Support

Lead the pricing process for new RFPs, renewals, and change requests in partnership with Sales, Finance, and Delivery.

Model financial outcomes (P&L, IRR, payback period) to assess commercial viability.

Recommend optimal commercial structures (FTE, connect minutes, transaction-based, outcome-based, or hybrid models).

3. Cost Modeling & Benchmarking

Develop and maintain cost models (labor, tech, infrastructure, overhead) across regions and service lines.

Benchmark pricing and costs against market data to ensure competitiveness.

Monitor variance between estimated and actual delivery costs.

4. Profitability Management

Analyze deal-level and portfolio-level profitability and identify margin improvement levers.

Collaborate with delivery and finance teams to drive margin expansion initiatives.

Track price realization versus contracted rates.

5. Commercial Analytics & Insights

Build pricing dashboards and tools to monitor trends, elasticity, and competitive dynamics.

Provide insights on pricing performance and client behavior (discounts, renewals, renegotiations).

Enable data-driven decision making for leadership.

6. Cross-Functional Collaboration

Partner with Sales, FP&A, and Operations to align pricing with delivery capabilities and financial targets.

Support Finance during budgeting and forecasting with pricing and revenue insights.

Train sales teams on pricing rationale and negotiation guardrails.

7. Continuous Improvement & Automation

Implement automation tools (e.g., CPQ, pricing databases, margin simulators).

Simplify and streamline pricing processes for faster response times.

Continuously refine methodologies based on deal performance and feedback.

Knowledge :

Qualification : MBA, Bachelor’s Degree in Accounting, Finance or Business Administration.

Experience : 13-15 years’ experience in financial reporting, planning, and analysis.

Corporate forecasting and accounting experience.