Sales Operations - Proposal Excellence Manager

Role Purpose:

A pivotal role created for a strategic, consulting-minded pricing leader who can bring structure, speed, commercial intelligence, and cross-business alignment into the Pricing & Quotation engine of ASMEA. You will own the pricing governance, build scalable frameworks, drive margin discipline, and enable proposal teams across PS /MS/I&I to deliver fast, accurate, winning quotations.

Key Responsibilities:

1. Pricing Leadership & Governance

• Build and enforce a consistent pricing methodology across Standard Services (PS, MS, I&I).
• Create margin playbooks, rate cards, and pricing guardrails for all service lines.
• Lead the pricing review committee for complex/strategic opportunities.
• Ensure 100% compliance with legal, contractual, and global pricing standards.

2. High-Quality, High-Speed Quotation Management

• Drive quotation cycle excellence with a goal of TAT ≤ 8 hours for standard quotes.
• Conduct rigorous first-level scrutiny on technical accuracy, risk, effort estimation, and commercial alignment.
• Own the approval workflow routing across PSE, iCert, SAP, CRM.
• Maintain centralized quote libraries, templates, and version controls.

3. Commercial Strategy & Stakeholder Management

• Engage with BU heads, Sales leaders, Product Managers, and Finance to align pricing with market realities.
• Bring a consulting-style analytical rigor to opportunity assessments and price positioning.
• Mentor proposal teams across Gurgaon, Bengaluru, Singapore support teams, and upcoming hires.

4. Analytics, Benchmarking & Insights

• Build pricing dashboards (win-loss, margin analytics, benchmark insights, discount patterns).
• Review deal economics and propose pricing optimization levers.
• Provide intelligence to Sales on competitive pricing and buyer behavior.
• Strengthen CRM hygiene and traceability of pricing decisions (leveraging lead/proposal data).

5. Process Automation & Transformation

• Drive automation through MS Dynamics, AI tools, PSE configurations, and approval flows.
• Partner with the Data Insight team to design pricing AI and rule-based configurators.
• Champion best practices across the global SOH ecosystem.

6. People Leadership

• Coach pricing & proposal specialists across PS/MS/I&I clusters.
• Foster a culture of accuracy, agility, and analytical thinking.
• Serve as the backup to the SOH Lead for overall proposal governance.

Key Skills & Competencies:

• Strong consulting background (8–10 years) – strategy / operations / commercial excellence.
• Exceptional analytical thinking, pricing logic, and problem-structuring.
• Sharp, articulate, confident in challenging senior stakeholders.
• Hands-on experience with pricing models, margin calculators, and financial analysis.
• Fluent with CRM tools (preferably MS Dynamics), dashboards, and workflow engines.
• Strong written & verbal communication – crisp, structured, business-oriented.
• Ability to work in ambiguity, impose structure, and lead cross-functional initiatives.
• Criteria: Consulting background/IT.