Commercial Excellence & Pricing Manager

At ABB, we help industries outrun - leaner and cleaner. Here, progress is an expectation - for you, your team, and the world. As a global market leader, we'll give you what you need to make it happen. It won't always be easy, growing takes grit. But at ABB, you'll never run alone. Run what runs the world.

This Position reports to:

Role Purpose:

Global remit & impact:
Lead Commercial Excellence & Pricing across Regional HUBs, Global Business Lines, and Local Businesses in a business scaling toward $3B. This is a global support function with a material influence on revenue, margin, and price realization.

Integrated scope:
Combine Pricing (policy, governance, realization, discount control) and Commercial Excellence (quote-to-cash, tender governance), spanning services, products, solutions, and large, critical infrastructure projects across direct and indirect channels.

Tools & analytics ownership:
Own and advance Salesforce (SFDC/CPQ) as the primary commercial tool. Lead advanced analytics (price waterfalls, elasticity, margin bridges, dashboards) to drive data-driven decision-making at scale.

Leadership & decision rights:
Lead a global team of 5+ senior professionals. Set guardrails and approval workflows, ensure adoption and compliance, and partner closely with Finance, Sales, Product Management, Operations, and the Customer Experience function.

Key Responsibilities:

Commercial Excellence

• Define and drive the global Commercial Excellence framework (policies, standards, KPIs).

• Improve quote-to-cash and tender governance processes, reducing cycle times and discount leakage.

• Embed compliance with Delegation of Authority, tendering policies, and commercial standards.

Pricing

• Establish and enforce global pricing governance, including guardrails, approval workflows, and profitability thresholds.

• Drive pricing policy execution and price realization across all businesses and channels.

• Monitor performance and ensure measurable revenue and margin improvements.

Tools & Analytics

• Own Salesforce (SFDC/CPQ) modules and related data models.

• Shape the tool roadmap, analytics strategy, and dashboards to ensure consistent global adoption.

• Apply advanced analytics (price waterfalls, elasticity modeling, margin bridges, BI dashboards) to enable fact-based decision-making.

Stakeholder Engagement

• Collaborate with regional and global teams to ensure alignment, scalability, and effective execution.

• Partner with Finance, Sales, Product Management, Operations, and the Customer Experience function to deliver commercial impact.

• Engage with the BA Technology team to leverage synergies and drive continuous improvement.

Qualifications

To be successful in this role, you bring over 10 years of experience in pricing, commercial finance, or commercial excellence - ideally within industrial automation, energy, or other engineering-driven B2B environments. You have a strong academic foundation, with an advanced degree in Business Administration, Finance, Engineering, or a related field.

You have a proven ability to shape and execute global pricing strategies, govern tender processes, and drive quote-to-cash improvements across complex, matrixed organizations. Your hands-on experience with Salesforce (SFDC/CPQ) and advanced analytics tools - such as margin analytics, BI dashboards, and elasticity modeling - enables you to make data-driven decisions that drive measurable impact.

As a leader, you've successfully managed and influenced global teams, both directly and in a matrix environment. You bring exceptional communication, organizational, and leadership skills, with the ability to operate effectively across cultures, functions, and geographies. You're a strategic thinker who thrives on execution, and you're passionate about building diverse teams and fostering a culture of accountability, continuous improvement, and commercial excellence.

Fluency in English is essential, and additional languages are a plus.

If you're ready to lead with impact and shape the commercial future of a global business, we encourage you to apply and join us on this journey.

We value people from different backgrounds. Could this be your story? Apply today or visit www.abb.com to read more about us and learn about the impact of our solutions across the globe.