Generac Power Systems, Inc.
Sr. Manager Strategic Pricing & Value Realization
Generac Power Systems, Inc., Waukesha, WI
We are Generac, a leading energy technology company committed to powering a smarter world.
Over the 60 plus years of Generac's history, we've been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries.
Primary Purpose
The Senior Manager, Strategic Pricing and Value Realization, will provide counsel and stewardship on building strategic pricing capability and enable execution of Generac's monetization strategy for profitable growth. This position will lead process capability and build tools/systems to drive Value Capture strategy deployment across the enterprise. This position will work very closely with the Go to market pricing execution teams at Generac Business Groups.
Typical project work will include mapping Go-to-market processes and developing value capture tools that can potentially be scaled across the enterprise. These processes and tools will seek to improve pricing & monetization strategies, product line structure optimization, various mix management tools, discount and promotions effectiveness processes, lifecycle management, visibility and tracking cost to serve by customers or channels of distribution, and other key Go to market processes. These activities will entail working collaboratively across functions - Marketing, Finance, Product Management, Engineering, Operations, Sales, and Supply Chain -- to accelerate revenue growth and margin expansion. The role is also expected to work on a comprehensive competency framework to drive sustainable capability building in strategic pricing and value realization for Generac. In this role, the individual is expected to be self-led, inquisitive, strong team player and a collaborator. Above all, the candidate must demonstrate a clear desire and ability to drive significant business results.
Major Responsibilities
Minimum Job Requirements
Education
Work Experience
Knowledge / Skills / Abilities
Preferred Job Requirements
Education
Certification / License
Work Experience
Knowledge / Skills / Abilities
Physical Demands: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 - 50 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Occasional travel.
"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law."
Over the 60 plus years of Generac's history, we've been dedicated to energy innovation. From creating the home standby generator market category, to our current evolution into an energy technology solutions company, we continue to push new boundaries.
Primary Purpose
The Senior Manager, Strategic Pricing and Value Realization, will provide counsel and stewardship on building strategic pricing capability and enable execution of Generac's monetization strategy for profitable growth. This position will lead process capability and build tools/systems to drive Value Capture strategy deployment across the enterprise. This position will work very closely with the Go to market pricing execution teams at Generac Business Groups.
Typical project work will include mapping Go-to-market processes and developing value capture tools that can potentially be scaled across the enterprise. These processes and tools will seek to improve pricing & monetization strategies, product line structure optimization, various mix management tools, discount and promotions effectiveness processes, lifecycle management, visibility and tracking cost to serve by customers or channels of distribution, and other key Go to market processes. These activities will entail working collaboratively across functions - Marketing, Finance, Product Management, Engineering, Operations, Sales, and Supply Chain -- to accelerate revenue growth and margin expansion. The role is also expected to work on a comprehensive competency framework to drive sustainable capability building in strategic pricing and value realization for Generac. In this role, the individual is expected to be self-led, inquisitive, strong team player and a collaborator. Above all, the candidate must demonstrate a clear desire and ability to drive significant business results.
Major Responsibilities
- Develop processes and tools/systems that support the Generac value capture strategy and framework.
- Identify and lead revenue productivity processes to drive margin improvement collaboratively with cross-functional business leaders.
- Work with business partners in developing comprehensive monetization strategies for equipment, software, and services that Generac offers currently and in the future.
- Work with the Go to market pricing execution teams at Generac Business Groups in selection and implementation of robust pricing systems to drive efficiency, streamline price administration and enable delivery of significant results. This includes evaluating pricing tools for algorithmic pricing engine to set and administer prices and customer incentives, gathers competitive pricing information as well as track price realization as a close loop system.
- Lead and participate in qualitative and quantitative pricing research to understand customer's willingness to pay and build value-based pricing models for various product offerings, which may entail integrated offering of hardware, software, and services across multiple product categories.
- Work collaboratively with product management, product marketing and channel teams to develop a robust process for Generac line structure optimization and tools to guide optimal positioning of the SKU range of a product or service category in the competitive landscape to maximize market share and profitability while driving customer loyalty.
- Develop and build a systemic and structured approach via mix management tools to provide an optimal build/product and distribution/channel mix to maximize market share and profitability.
- Efficiently deploy incentives through channels of distribution to drive target volumes and market share goals, and right customer behavior, and establish processes in Generac business groups to drive discount and promotions effectiveness.
- Effectively manage pricing evolution from product introduction through end of life and product transitions as part of robust category lifecycle pricing.
- Set up processes for proactively monitor customer/segment profitability, cost to serve, and product profitability to identify price and margin improvement opportunities. This may include proactive data analysis, aggregation, and synthesis of large data to glean insights for actionable outcomes leading to development of robust processes and decision support tools to drive value capture efficiency and productivity.
- Work on continuous improvement initiatives to take the current pricing and revenue management processes and tools to the next level of disciplined value capture that can be scaled across the enterprise. Deliver written and oral presentations to executive leadership pertaining to pricing impact from customer/consumer insights, competitive intelligence information, and market changes.
- Develop basic and proficient level curriculum for enterprise-wide training to build a sustainable capability in price and value realization at Generac.
- Assist in recruiting, coaching, and development of pricing talents. Set clear expectations to inspire and motivate the team. Improve performance of direct reports by recognizing achievement, providing timely feedback, and building employee engagement.
- Capacity to take on other responsibilities as needed.
Minimum Job Requirements
Education
- Bachelor's degree in business, marketing, finance, economics, data science, or related field
Work Experience
- Requires a minimum of seven (7) years of cumulative experience in at least two areas out of: Marketing, Product management, Sales/Market strategy, Service Operations, Supply Chain or Commercial Finance.
Knowledge / Skills / Abilities
- Comprehensive understanding of pricing concepts and frameworks
- Solid grasp of quantitative analysis, finance, and statistics, with the ability to create quantitative models for pricing analysis and work with large complex data sets
- Advanced Excel skills
- Excellent oral and written communication skills to effectively interact with internal and external customers and department staff
- Excellent presentation skills with the ability to present effectively to diverse audiences, including senior leadership
- Ability to effectively manage time and business priorities
- Ability to travel to Generac facilities globally to collaborate with team members in-person, if needed
Preferred Job Requirements
Education
- MBA or master's degree in economics, Data Sciences
Certification / License
- Certified Pricing Professional (CPP)
Work Experience
- 10 or more years of progressing pricing experience in industrial, manufacturing or technology industries
Knowledge / Skills / Abilities
- Experience with SAP or equivalent ERP system, building and maintaining dashboards with equivalent BI applications.
- Desire to continuously explore advanced analytics in pricing, and algorithmic pricing engine using AI/machine-learning.
- Strategic thinking and ability to identify growth levers.
- Able to influence others without direct authority and work effectively with all levels of the organization.
- Exposure to SaaS pricing
- Familiarity with Lean and Six Sigma methodology
- Experience with AI/ML will be helpful. Coding experience with Python modeling, with demonstrated ability to go from concept through to implementation. Experience with Pandas, Scikit learn, and NumPy packages as well as ensemble-based ML algorithms (e.g., random forest, gradient boosted trees).
- Member of Professional Pricing Society or relevant external professional group.
- Effective disruptor - willing to push for change.
- Challenger mindset - ability to push past status quo & obstacles to implement vision.
Physical Demands: While performing the duties of this job, the employee is regularly required to talk and hear; and use hands to manipulate objects or controls. The employee is regularly required to stand and walk. On occasion the incumbent may be required to stoop, bend or reach above the shoulders. The employee must occasionally lift up to 25 - 50 pounds. Specific conditions of this job are typical of frequent and continuous computer-based work requiring periods of sitting, close vision and ability to adjust focus. Occasional travel.
"We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law."