Job Description

Role summary:

The Senior Manager, Pricing Excellence will lead the development and deployment of Carrier's pricing excellence capability across the Asia, Middle East and Africa (AME) region. The role is responsible for driving sustainable margin expansion through pricing analytics, governance, deal support, commercial processes, and capability building.

This position will partner closely with business leaders, sales teams, product line leaders, finance, and commercial operations teams to improve pricing discipline, increase price realization, strengthen margin management, and establish pricing as a strategic lever for profitable growth.

Role Responsibilities:

• Pricing Strategy & Governance
• Develop and deploy regional pricing frameworks, policies, and governance processes.
• Establish pricing guardrails, Delegation of Authority (DOA) structures, review forums, and escalation processes.
• Drive consistency in pricing decision-making across countries and business segments.
• Support leadership in balancing growth, competitiveness, and profitability objectives.
• Pricing Analytics & Insights
• Build and manage pricing dashboards and analytical tools to improve commercial decision-making.
• Identify price leakage, margin erosion, discounting trends, and pricing opportunities.
• Analyze pricing performance by market, product line, customer segment, channel, and country.
• Develop recommendations to improve margin realization and commercial effectiveness.
• Deal Review & Commercial Support
• Support large, strategic, and complex deal reviews.
• Partner with commercial teams to evaluate pricing scenarios and profitability implications.
• Facilitate pricing war rooms and deal review forums for key opportunities.
• Drive adoption of value-based pricing principles across the region.
• Commercial Performance Management
• Define and track pricing KPIs including: Price realization Discount leakage Margin improvement Approval cycle times Pricing compliance Win rate by margin band
• Provide actionable insights and recommendations to regional and country leadership teams.
• Capability Building & Change Management
• Lead pricing excellence training programs for commercial and product management teams.
• Develop playbooks, tools, and standard methodologies to improve pricing maturity.
• Build organizational capability in pricing analytics, negotiation, and value selling.
• Act as the regional subject matter expert for pricing and margin optimization.
• Cross-Functional Leadership
• Partner with Sales, Finance, Product Management, Commercial Excellence, and General Managers.
• Influence senior stakeholders to drive adoption of pricing best practices.
• Lead regional pricing initiatives and continuous improvement programs.

Minimum Experience:

• 10+ years of experience in pricing, commercial excellence, strategy, sales operations, finance, consulting, or related commercial leadership roles.
• Experience in industrial, HVAC, building solutions, engineered products, manufacturing, or B2B environments preferred.
• Demonstrated success driving pricing initiatives, margin improvement, and commercial transformation programs.

Minimum Skills:

• Advanced analytical and problem-solving capabilities.
• Strong financial acumen and business judgment.
• Experience with pricing analytics and dashboard development.
• Executive-level communication and stakeholder management skills.
• Ability to influence without direct authority across multiple countries and business units.
• Strong project management and change leadership skills.

Carrier is An Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class.

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