Strategic Pricing and Contracts Manager
Marketing
Grand Rapids, MI
Req# 25-012
About the Company: At AMQ Solutions, a Steelcase Company, we create excellent spaces for those with a sense of purpose. We combine big ideas with small-scale operations, fostering innovation and treating everyone like family. For over a decade, we've stayed Agile, Modern, and Quick, evolving while maintaining our identity. Our designs, from height-adjustable bases to lounge chairs, reflect clients' images and promote success.
We've grown by delivering prompt, innovative furniture solutions and are now expanding our team. We're committed to developing empathetic leaders, diversifying talent, and increasing representation. We foster an inclusive culture by removing employment barriers and offering growth opportunities. At AMQ Solutions, we believe in equal employment opportunities for all, regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or veteran status.
Summary: The Strategic Pricing and Contracts Manager reports to the Vice President of AMQ Solutions. Partners with field sales and dealer representatives to develop pricing strategies for strategic opportunities that compete aggressively while maximizing company profitability. Expands AMQ’s presence on state, local and group purchasing organization contracts and executes best in class, enterprise contract proposal preparation and administration. Develops policy, process and documentation to ensure the effective implementation of complex, critical pricing and contract activities, managing business opportunities and risks appropriately. Specifically, this role consults on, structures, negotiates, and finalizes effective, executable, strategic pricing, sales contracts, and distribution agreement
Essential Duties and Responsibilities:
- Works with Finance to develop pricing analytical tools to estimate profitability based on discount and product mix of large-scale opportunities.
- Works closely with field sales to understand competitive landscape, dealer partner, and internal investment to influence pricing strategies for opportunities.
- Ensures compliance with laws and regulations governing anticompetitive and discriminatory pricing practices.
- Develops tools to monitor price elasticity of demand and works with Marketing, Sales, and Finance to creates strategies to respond accordingly.
- Manages standard templates for Special Pricing Agreements (SPA).
- Develops controls and reporting to monitor and ensure adherence to SPA terms based on agreement scope (i.e. volume, product, location, and dates).
- Defines contract strategy for the business working closely with Steelcase partners and AMQ Sales Leadership to establish AMQ on state, local, and group purchasing organization contracts; and where appropriate, independently engage those entities.
- Ensures compliance with contract terms and conditions, including reporting requirements.
- Leverages and enhances reporting tools for Sales Territory Managers to understand project pipeline and status.
- Provides monthly reporting by region and territory for opportunity and special pricing agreements.
- Works directly with VP to ensure contract terms and conditions are negotiated in accordance with established AMQ contract standards.
- Responsible for defining, developing, implementing and governing the day-to-day functions for the contract/pricing process.
- Ensures compliance with Federal, State, and local laws to minimize the corporation’s legal and business risk while complying with current corporate policies.
- Responsible for training sales team on process and protocol for administering pricing and contract requests.
- Responsible for working with internal customers on transacting through the AMQ system.
Job Knowledge, Skills & Abilities:
- Able to independently organize multiple tasks, set priorities, manage workflow, meet deadlines and goals with minimal supervision.
- Team orientated and willing to engage AMQ Leaders on issues that arise and provide perspective.
- Comfortable with working with Steelcase Pricing Team to ensure alignment of account strategies and profitability requirements.
- Solid knowledge of systems and software necessary to perform assigned tasks, including MS Office (advanced Excel skills), SAP, Tableau, and Salesforce.
- Strong knowledge of industry and position-specific vocabulary.
- General understanding of commercial furniture business and how area of responsibility relates to internal and external customers.
- Knowledge of AMQ product lines, services, business philosophy, corporate goals/objectives, existing policies governing pricing, product cost accounting, legal and service level guidelines, corporate terms and conditions of sale.
- Understand business structure and cost drivers to influence pricing strategies.
- Able to perform financial evaluations and draw conclusions from financial/business data.
- Display technical/professional judgment.
- Able to work cooperatively with all departments and levels of leadership within the team.
- Can influence and challenge others positively while encouraging their participation in discussion.
- Skilled in negotiating and communicating effectively across all channels, both verbal and written.
- Detail-oriented, analytical, and organized.
AMQ Key Behavior:
- GGOB “Open Book Management”
- Accountability and proactive approach
- Adaptability and flexibility
- A customer service orientation
- Commitment to continuous improvement and professional development
Experience/Education:
- Bachelor’s degree in business, finance, or marketing
- 4 - 7 years of experience in a similar capacity