DescriptionWork Arrangements: Onsite: This position is fully onsite.
Summary:
The Commercial Pricing Manager, while part of the Financial Services team, is responsible for providing leadership to the Centralized Quoting team and manages Caterpillar merchandising for Ohio CAT. The Commercial Pricing Manager is an essential teammate to Financial Services, Sales, and Sales Administration teams, while working as a pricing consultant to the same. Most of all, the Commercial Pricing Manager is an advocate for the Sales Representatives and their customers, while balancing the needs of the organization.
The daily operation of this position is to support operational and strategic excellence for the Ohio CAT sales team. The primary responsibility of this position is to manage the Centralized Quote team members. Their training and ongoing development will be a major priority. This requires management of all Caterpillar merchandising programs, quotation of BCP sales inventory, providing marketable solutions for the sales teams. The position will work closely with sales management, and sales administration management to ensure the maximum benefit for their teams. The Commercial Pricing Manager will also study factory merchandising programs for strategic pricing opportunities. Lastly, the Commercial Pricing Manager will work with all stakeholders to develop effective procedures, improve processes, and manage a high level of organization, while communicating effectively to ensure organizational success.
Essential Functions and Responsibilities:
- Analyze win/loss data and quote outcomes to identify pricing opportunities and risks
- Partner with sales leadership to adjust pricing approach based on market feedback and performance results
- Support sales teams with pricing guidance on complex or strategic deals involving new machines and attachments
- Review and approve non-standard pricing requests within authority limits
- Assist in structuring bundled pricing for machines and attachments while protecting margin
- Analyze machine and attachment cost structures, including OEM programs, incentives, freight, and setup costs
- Track and report pricing performance, gross margins, and discount trends
- Identify opportunities to improve profitability through pricing optimization and attachment penetration
- Ensure dealership pricing aligns with manufacturer policies, programs, and compliance requirements
- Manage pricing impacts related to OEM programs, rebates, national accounts, and contract pricing
- Serve as a pricing liaison between the dealership and OEM representatives when needed
- Develop and maintain pricing tools, calculators, and reference guides for sales teams
- Prepare regular pricing reports and insights for executive and sales leadership
- Train sales teams on pricing policies, margin awareness, and attachment pricing strategy
Minimum Skills and Qualifications:
- Bachelor's degree in Business, Finance, Accouting, Economics, or a related field
- 3+ years of experience in pricing, sales operations, sales administration or sales support
- Experience in equipment distribution, industrial, construction, agricultural, or capital goods industries
- Strong analytical and financial modeling skills
- Advanced Excel proficiency; experience with pricing or ERP systems
- Prior experience in an equipment dealership or OEM environment
- Familiarity with whole-goods margin structures and OEM pricing programs
- Experience supporting field sales teams in a decentralized environment
- Valid driver's license with the ability and willingness to travel to meet internal and external stakeholders
- Detail-oriented with excellent organizational, analytical, and problem-solving skills.
- Ability to manage multiple priorities, maintain accurate records, and ensure high levels of data quality and accuracy.
- Excellent written, verbal, and interpersonal communication skills.
Physical Requirements:
Primary functions require sufficient physical ability and mobility to work in an office setting; to stand or sit for prolonged periods of time; to occasionally stoop, bend, kneel, crouch, reach, and twist; to lift, carry, push, and/or pull light to moderate amounts of weight; to operate office equipment requiring repetitive hand movement and fine coordination including use of a computer keyboard; and to verbally communicate to exchange information. The noise level in the work environment is usually quiet in office settings and moderate to loud in other situations, with both constant and sudden loud noises possible.
