Description

We are looking for a Commercial Pricing Manager to manage the US SAM pricing book of business. This role will act as a strategic pricing partner and sales co-pilot, enabling profitable growth through disciplined deal pricing, yield improvement, and strong collaboration with regional sales leadership.

The role requires hands-on expertise in deal pricing, FedEx pricing systems and policies (preferred), and the ability to negotiate, defend, and influence pricing decisions with Sales Managers and Sales Directors. Experience in logistics / supply chain in B2B commercial organizations is highly preferred.

Role: Manager – Commercial Pricing

Location: Pune and Mumbai, India
Function: Commercial Pricing / Revenue Management
Reporting to: MD - Commercial Pricing, GMCE COE

Role Overview

We are looking for a Commercial Pricing Manager to manage the US SAM pricing book of business. This role will act as a strategic pricing partner and sales co-pilot, enabling profitable growth through disciplined deal pricing, yield improvement, and strong collaboration with regional sales leadership.

The role requires hands-on expertise in deal pricing, FedEx pricing systems and policies (preferred), and the ability to negotiate, defend, and influence pricing decisions with Sales Managers and Sales Directors. Experience in logistics / supply chain in B2B commercial organizations is highly preferred.

Key Responsibilities

Deal Pricing & Revenue Quality Management

• Own and manage deal pricing support for the US Field Sales organization across new business, renewals, and complex deals
• Participate in deal triage calls with sales teams to assess pricing, risk, competitiveness, and profitability
• Act as a pricing advisor and co-pilot to sales managers and sales directors to win profitable deals
• Balance revenue growth objectives with yield improvement and margin discipline

Pricing Strategy & Governance

• Apply and enforce pricing policies, procedures, and governance frameworks consistently
• Ensure alignment to regional pricing strategies and value positioning
• Position and recommend appropriate pricing programs, incentives, and competitive offers
• Support pricing exception management with strong business justification and fact-base

Systems & Analytics

• Leverage pricing systems and RQ insights for deal evaluation, approvals, and reporting
• Analyze deal economics, portfolio’s price waterfall, and product mix impacts
• Identify pricing leakage, risk areas, and opportunities for yield enhancement

Stakeholder Management

• Partner closely with US Field Sales, Sales Leadership, and Commercial teams
• Confidently negotiate and defend pricing recommendations with senior sales stakeholders
• Review book of business with stakeholders regularly, measure progress and co-curate pricing interventions to achieve/beat the business plan

People & Capability Development

• Lead, coach, and develop pricing analysts
• Build pricing capability through best practices, structured thinking, and commercial acumen
• Foster a collaborative, high performance-driven pricing culture

Time Zone & Flexibility

• Flex working hours as required to support US stakeholders and meetings
• Ensure team meets quality and pricing TAT per KPIs.

What we are looking for

Eligibility & Experience Criteria

Education

• Postgraduate degree in Business Administration, Management, Finance, Economics, or related discipline

Experience

• Minimum 12 years of overall work experience
• At least 8+ years of hands-on experience in commercial pricing, preferably supporting sales teams
• Proven experience in deal pricing, approvals, and sales-facing pricing roles
• Experience working with regional or global stakeholders, especially US-based teams
• Prior exposure to B2B organizations with experience in logistics, supply chain, transportation will be preferred

Core Competencies & Skills

Technical & Functional Skills

• Strong expertise in deal pricing and strategic pricing
• Good understanding of FedEx pricing systems (preferred)
• Knowledge of pricing policies, discount governance, and approval frameworks
• Ability to assess deal economics and competitive positioning

Commercial & Strategic Skills

• Strong commercial judgment with a growth + profitability mindset
• Ability to balance customer competitiveness with internal financial discipline
• Skilled in positioning value-based pricing arguments versus cost-only approaches

Stakeholder & Communication Skills

• Excellent verbal and written communication skills
• Strong ability to influence, negotiate, and challenge sales leadership constructively
• Confident presenter with the ability to explain complex pricing logic in simple terms

Leadership & Behavioral Skills

• Strong people management and coaching mindset
• High ownership with an ability to operate in a fast-paced, high-pressure sales environment
• Collaborative mindset with strong relationship-building skills

Why Join Us

• High-visibility role impacting revenue, margin, and deal outcomes
• Exposure to complex, strategic deals in a global B2B commercial environment
• Platform to grow as a commercial leader and strategic pricing professional

FedEx was built on a philosophy that puts people first, one we take seriously. We are an equal opportunity/affirmative action employer and we are committed to a diverse, equitable, and inclusive workforce in which we enforce fair treatment, and provide growth opportunities for everyone.

All qualified applicants will receive consideration for employment regardless of age, race, color, national origin, genetics, religion, gender, marital status, pregnancy (including childbirth or a related medical condition), physical or mental disability, or any other characteristic protected by applicable laws, regulations, and ordinances.

Our Company

FedEx is one of the world's largest express transportation companies and has consistently been selected as one of the top 10 World’s Most Admired Companies by "Fortune" magazine. Every day FedEx delivers for its customers with transportation and business solutions, serving more than 220 countries and territories around the globe. We can serve this global network due to our outstanding team of FedEx team members, who are tasked with making every FedEx experience outstanding.

Our Philosophy

The People-Service-Profit philosophy (P-S-P) describes the principles that govern every FedEx decision, policy, or activity. FedEx takes care of our people; they, in turn, deliver the impeccable service demanded by our customers, who reward us with the profitability necessary to secure our future. The essential element in making the People-Service-Profit philosophy such a positive force for the company is where we close the circle, and return these profits back into the business, and invest back in our people. Our success in the industry is attributed to our people. Through our P-S-P philosophy, we have a work environment that encourages team members to be innovative in delivering the highest possible quality of service to our customers. We care for their well-being, and value their contributions to the company.

Our Culture

Our culture is important for many reasons, and we intentionally bring it to life through our behaviors, actions, and activities in every part of the world. The FedEx culture and values have been a cornerstone of our success and growth since we began in the early 1970’s. While other companies can copy our systems, infrastructure, and processes, our culture makes us unique and is often a differentiating factor as we compete and grow in today’s global marketplace.