PAVAN KUMAR N

Commercial & Pricing Lead
Lead commercial and pricing strategy across global business portfolios, driving profitable revenue growth while strengthening market competitiveness and long-term customer value.
Own end-to-end pricing governance for a $65M+ product portfolio, managing the complete pricing lifecycle, commercial approvals, pricing compliance, risk management, and strategic decision-making to maximise profitability and customer retention.
Develop and implement Value-Based, Market-Based, Outcome-Based, and Volume-Based pricing strategies that improve price realisation, expand margins, and support sustainable business growth.
Lead the commercial evaluation, structuring, and negotiation of complex quotations, tenders, customer agreements, and strategic pricing proposals, balancing customer expectations with commercial objectives.
Partner closely with Sales, Finance, Legal, Marketing, Product Management, Procurement, Supply Chain, and Operations to deliver commercially sound solutions, mitigate contractual risks, and accelerate business growth.
Identify new market opportunities through competitive analysis, customer insights, and pricing intelligence, enabling strategic customer acquisition and strengthening long-term relationships with key customers and distribution partners.
Act as a trusted commercial approver for strategic deals and low-margin opportunities, providing pricing guidance that protects profitability while maintaining customer competitiveness.
Drive commercial performance through revenue forecasting, annual business planning, profitability analysis, gross margin improvement, KPI reporting, and executive-level business reviews that support informed decision-making.
Build automated pricing dashboards and business intelligence solutions using Power BI, Tableau, SAP, PROS, SFDC, and Advanced Excel, transforming complex commercial data into actionable insights for business leaders.
Monitor market trends, customer buying behaviour, commodity movements, and competitive activity to proactively recommend pricing actions that improve commercial performance and support profitable growth.
Champion cross-functional commercial initiatives by aligning global teams across Sales, Finance, Marketing, Product Management, Operations, and Supply Chain to successfully execute pricing strategies and business transformation programmes.
Mentor and develop pricing professionals by sharing best practices, strengthening commercial capabilities, improving governance, and fostering a culture of collaboration, accountability, and continuous improvement.

• Drove pricing strategy for high-value tenders, reverse auctions, and strategic acquisition accounts across India and Australia.
• Led contract pricing reviews incorporating inflation, forex exposure, and hedging impacts to protect margins.
• Managed long-term contract renewals with robust financial justification and SAP-based pricing execution.
• Supported customer acquisition and retention through customized pricing frameworks aligned to market dynamics.
• Prioritized and governed pricing requests based on business criticality, ensuring uninterrupted commercial support.
• Initiated pricing process improvements and standardized frameworks aligned to evolving market and competitive trends.

• Executed pricing for multi-country, high-complexity IT deals, ensuring margin compliance and competitive positioning.
• Assessed commercial risks and contractual terms in long-term agreements, partnering with Deal Desk and Business Unit leaders.
• Owned pricing governance, approvals, and escalation management, including critical war-room deal scenarios.
• Automated bid tracking, productivity analysis, and performance reporting using Tableau and Python.
• Mentored junior analysts, ensured SLA adherence, and delivered continuous process and efficiency improvements.