Regional Pricing Manager

Job Title: Regional Pricing Manager
Immediate manager: Bid Director, APMEA

Position location: Mumbai, India

1. Purpose of the Job: The Regional Pricing Manager, APMEA will be a key member of the Centre of Excellence, responsible for driving financial strategy, pricing governance, and commercial rigor across strategic pursuits in the region. This role will partner closely with Business Development, Finance, Legal, and Operations teams to ensure that all commercial proposals are financially sound, competitively positioned, and aligned with Sodexo's growth and profitability objectives.

2. Context and main issues: Managing complex, multi-country bid opportunities across APMEA where cost structures, labour regulations, tax requirements, inflation trends, and client expectations vary significantly by market. The role requires balancing commercial competitiveness with profitability while operating under tight bid deadlines and incomplete information. The incumbent must ensure compliance with Sodexo's financial governance, delegation of authority, risk management policies, and regional approval frameworks.

3. Key Responsibilities & Assignments - Indicate the main activities / duties to be conducted in the job.

• Establish and lead financial workstreams for strategic bids, including planning, scenario modelling, financial storytelling, tools and governance frameworks.
• Review client tender documents to assess commercial implications, risks, and opportunities.
• Develop and implement pricing strategies that balance competitiveness with sustainable margins.
• Coordinate with country finance teams to validate assumptions, cost inputs, and local compliance.
• Ensure alignment with internal financial guardrails, risk appetite, and approval processes.
• Support commercial negotiations through financial analysis, pricing updates, scenario modelling, and internal approval processes.
• Undertake ad-hoc financial analysis, modelling, and presentations as and when needed.
• Lead the development and continuous improvement of the APMEA Commercial Finance Centre of Excellence, including frameworks, tools, governance standards, and capability development initiatives.
• Coach and mentor regional and country finance teams on commercial best practices.
• Support the deployment of AI and automation tools to enhance pricing accuracy and speed.
• Build strong relationships with regional and global stakeholders, including Sales, Legal, and Operations.

4. Accountabilities: Give the 3 to 5 key outputs of the position vis- -vis the organization; they should focus on end results, not duties or activities.

• Deliver commercially competitive and financially sustainable pricing solutions that support profitable growth and contract win objectives across the APMEA region.
• Ensure robust financial governance, risk management, and compliance with Sodexo approval processes throughout the bid and contracting lifecycle.
• Establish and continuously enhance the APMEA Commercial Finance Centre of Excellence, driving standardisation of pricing methodologies, tools, governance, and best practices.
• Improve quality, speed, and consistency of bid financial models through the adoption of automation, AI-enabled tools, and commercial frameworks.
• Develop commercial finance capability across regional and country teams through coaching, knowledge sharing, and stakeholder engagement.

5. Experience & Qualifications - Indicate the skills, knowledge and experience that the job holder should require to conduct the role effectively Experience and Qualifications:

• 10+ years of experience in commercial finance, pricing, or business development in a B2B services or outsourcing environment.
• MBA (Finance) / CA

Technical/ Hard Skills:

• Strong financial modelling, scenario planning, and risk analysis skills.
• Familiarity with contract negotiation, legal terms, and commercial governance.
• Advanced Excel and financial systems proficiency.

Behavioral/ Soft Skills:

• Good communication, presentation, and stakeholder management skills.
• Experience with AI tools is a plus.
• Proven ability to influence senior stakeholders and drive commercial outcomes.