Pricing managers should have six key traits to be high performing: vision, strategic thinking, business acumen, being customer centric, strong leadership and communication skills, and the right personality. Specifically, they need to understand customers and markets, develop pricing strategies aligned with business goals, and communicate effectively with stakeholders to motivate teams and solve problems. High performing pricing managers take a strategic, helicopter view of the business to continuously optimize pricing.

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6 Traits of High Performing Pricing
Managers

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GET SMARTER AT PRICING
BlackCurve helps businesses fine tune their pricing

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Main DuIes of a Pricing Manager
Customer Pricing
Price Evalua3on
Price Tests
& Modelling
Market Segmenta3on Communica3on
Pricing Strategy

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A strong vision for what you want to accomplish for the company in the short and
long term and an ability to arIculate this vision across mulIple plaLorms and
communicaIons channels.
Trait 1: Vision

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Trait 2: Strategic Thinking
With the markeIng manager, be able to develop a markeIng strategy that is in
line with the overall business strategy and ‘think’ strategically in all aspects of
markeIng. A Pricing Manager needs to have a firm understanding of market
trends and be able to develop a targeted pricing strategy to meet company goals.
Pricing specialists should also employ pricing strategies that meet their company's
standards, policies and procedures. They must also ensure that all salespeople and
markeIng employees comply with any pricing changes.

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Trait 3: Business Acumen
The Pricing Manager must understand and deliver on the overall company
business plan. This means understanding the fundamentals and influencers of
business, knowing the market, what makes it Ick, how it is going to develop,
change and evolve. If you get the pricing right you can drive business and improve
growth through innovaIve business soluIons.

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Trait 4: Be Customer Centric
A successful Pricing Manager needs to understand the customer, their traits, likes,
dislikes, drivers and willingness to pay for the products their business offers. All
high level level pricing experts walk in their customers shoes regularly to
understand how it feels to be the customer. They take on board feedback from
the markeIng department and adapt product prices accordingly. They should be
aware of just who the target customer is and how much money the customer
generally has to spend.

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Trait 5: Personality
You don't have to be larger than life in this role but you should be straight-­‐
forward and a strategic planner. Be on top of your game, innovaIve and
confident. Remember also, you need to be flexible in your approach . Be confident
and competent – but leave your ego behind the moment you enter the office!

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Trait 6: Leadership & CommunicaIon
Pricing specialists may be responsible for ensuring the producIvity and efficiency
of a team, as well as enforcing policies and procedures. It also helps if you are a
good communicator with excellent inter-­‐personal skills, comfortable working both
in a team and independently. If you work in a team you have to be a role model
for your team members. Like any other manager, a Pricing Manager is successful
only when he is a strong source of inspiraIon and moIvaIon for his team
members. You must frequently communicate with senior management to
acknowledge successes, solve problems and move forward.

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Summary
Pricing Managers should have the ability to see problems in the wider context.
This is known as the ‘helicopter factor'. Ask yourself:
Where are we
now?
Where do we
want to be?
How do we get
there?
Which way is
the best?
Answer quesIons
about the
compeIIon,
product or service
ranges, market
share and
financial posiIon.
Supports senior
management in
formulaIng
strategies and
sefng financial
targets for the
company.
Supports in
evaluaIng routes
to overcome
difficulIes while
trying to go all
out towards
success.
Underlines one or
two routes most
suitable for
achieving goals. It
does require
adequate financial
back-­‐up as well.
A cycle of continual optimisation

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PRICE MANAGEMENT AND CONFIGURE PRICE QUOTE (CPQ)
SOFTWARE
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CONFIGURE PRICE QUOTE
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A quoIng system for
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STATEMENT OF CONFIDENTIALITY AND LIMITATION
This document is proprietary to BlackCurve SoluIons Limited and is subject to
management approval.
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