Senior Pricing & Commercial Specialist

The Senior Pricing & Commercial Specialist is a key member of the Finance organization and is responsible for managing Third party pricing execution, commercial analysis, and pricing support across all sales channels. This role leads the administration and management of all price lists, customer-specific pricing structures, margin analysis, and commercial program support.

The position works closely with Finance and Sales leadership (all segments PNA, SCT) to support product pricing strategy through data analysis, pricing execution, margin visibility, and commercial insights. This individual will operate within existing systems and data structures while coordinating cross-functionally with Sales, Accounting, Sourcing, Operations, Product Management, Market Development, OEM and global manufacturing teams to support accurate pricing and profitability analysis.

This role is not responsible for cost accounting ownership or establishing product costs but is responsible for utilizing cost inputs from cost accounting to support pricing analysis, margin tracking, and commercial decision-making.

This role operates within the PNA finance organization, maintaining a dotted-line reporting relationship to PNA/SCT sales across all segments. This financial alignment ensures robust internal control mechanisms, such as the four-eye principle, while improving cross-departmental collaboration. Additionally, it streamlines gross profit analysis, budget creation, and forecasting by minimizing friction between teams.

Essential Duties & Responsibilities:

Pricing Management & Commercial Support

Lead administration and maintenance of all pricing across channels & segments:

• Third Party Domestic & Sales Canada
• National Key Accounts
• Strategic Key Accounts
• Independent Dealers
• Contracted Dealers
• THE Exp
• THP OEM

Own and maintain:

• Price lists
• Customer-specific price pages
• Discount structures and agreements
• Program pricing files
• Execute approved pricing updates and adjustments across all channels
• Support PNA/SCT Sales leadership in all segments with:
• Pricing analysis
• Margin analysis
• Channel impact analysis
• Deal-specific analysis
• Trade package analysis
• Monitor pricing execution and identify inconsistencies, margin leakage, or outliers requiring further investigation
• Maintain organization, accuracy, and governance of pricing-related data and documentation
• Coordinates and supports all budget and forecast pricing activities

THP pricing execution & profitability analysis

• Analyze and report THP pricing execution and gross profit performance by:
• Product line
• Customer/Account
• ChannelDevelop visibility into realized pricing, discounts, rebates, and program impacts
• Support PNA/SCT Sales leadership in all segments with data-driven insights and reporting
• Respond to ad hoc pricing, margin, and commercial analysis requests
• Assist in identifying trends, risks, and opportunities impacting channel profitability

Gross Profit Tracking & Cost Support

• Utilize cost inputs from:
• PNA cost accounting for PNA manufactured products
• Global manufacturing facilities for imported products
• Support pricing and gross profit analysis using current product cost information
• Track gross profit performance and identify significant changes or outliers impacting profitability
• Coordinate cross-functionally to investigate root causes impacting margin performance
• Support Sales leadership in facilitating discussions with internal and global teams regarding pricing and cost-related impacts
• Maintain visibility into cost and margin trends to support commercial decision-making

Commercial Programs & Sales Support

• Support development and execution of commercial programs, including based on sales input from all segments and market needs/trends considering gross profit impact
• Targeted inventory reduction initiatives
• Product-specific promotions
• End-user financing and terms programs
• Perform financial and gross profit analysis on:
• Promotional programs
• Individual deals
• Trade package opportunities
• Track program effectiveness, pricing performance, and profitability impacts
• Partner with Sales & Marketing to support successful execution of commercial programs

Cross-Functional Collaboration

• Work closely with: PNA/SCT Sales all segments (primary stakeholder)
• Marketing
• Finance/Accounting
• Sourcing/Supply Chain Operations
• OEM Product Management
• Market Development
• Ensure alignment and clarity of pricing-related data across functions
• Act as a key support resource for pricing-related analysis and reporting

Data Utilization & Process Discipline

• Work effectively within existing systems and data structures
• Build and maintain pricing and margin analysis tools (SAP, S4D, Excel / BI tools)
• Improve consistency, organization, and usability of pricing data
• Streamline pricing workflows and reporting processes where possible Maintain strong attention to detail and data accuracy across all pricing activities

Required Skills

• Bachelor’s degree in Business, Marketing, Finance, or related field preferred
• 5 years of experience in pricing, commercial operations, sales support, business analytics, or related roles
• Experience working in manufacturing, industrial equipment, construction equipment, or other multi-channel B2B environments
• Strong analytical and problem-solving skills with the ability to manage large and complex datasets
• Advanced Microsoft Excel skills required
• Advanced SAP skills required
• Experience managing price lists, customer-specific pricing, discount structures, or commercial agreements
• Ability to work effectively within existing ERP systems and data environments
• Strong organizational skills with high attention to detail and accuracy
• Ability to manage multiple priorities and respond quickly in a fast-paced commercial environment
• Strong communication and cross-functional collaboration skills

Preferred Skills

• Experience supporting dealer networks, key accounts, or national account pricing structures
• Experience with BI and reporting tools
• Exposure to margin analysis, pricing analysis, or commercial program tracking Experience supporting promotional programs, financing offers, or sales campaigns