Xerox Head of Commercial and Bids Pricing - Germany in Nordrhein, Germany

About Xerox

Xerox Corporation is an $11 billion technology leader that innovates the way the world communicates, connects and works. Our expertise is more important than ever, as customers of all sizes look to improve productivity, maximize profitability and increase satisfaction. We do this for small and mid-size businesses, large enterprises, governments, graphic communications providers, and for our partners who serve them.

We understand what is at the heart of work – and all of the forms it can take. We embrace the increasingly complex world of paper and digital. Office and mobile. Personal and social. Every day across the globe – in more than 160 countries – our technology, software and people successfully navigate those intersections. We automate, personalize, package, analyse and secure information to keep our customers moving at an accelerated pace.

Why work for Xerox?

As we evolve our business, we want you to evolve with us. The dynamics of a globally operating business will provide you with opportunities to face new challenges and learning opportunities. We will not only provide you with the development and support you need to succeed, but a suite of learning platforms and opportunities to help you get to where you want to go.

The open space office located in Neuss fosters communication and collaboration. In addition you have the opportunity for alternate work from home. Employee Assistance and Health Programs provide support.

The Role

We are looking for an experience Bids and Pricing manager to join our German organisation in the role of Head of Commercial Bids and Pricing. The successful candidate will lead a team of 6 direct reports, working on deals across Germany (predominantly), with support to Austria and Switzerland.

The Head of Commercial Bids and Pricing will be responsible for developing the pricing strategy and policy to improve the winning bids in their region through optimum resourcing. These may include but are not strictly limited to, pricing and guideline reviews, margin control and management, input into large opportunities, structure and input into the development of new and existing services as well as commercial review of contract queries raised by prospective Customers.


  • Develops the regional and/or country pricing and bid strategy in conjunction with the local leadership team to achieve the Financial Target.

  • Provide an efficient commercial support function inspiring confidence in the sales teams and external contacts.

  • Ensure active management of the customer pricing structures to reflect the changes in solution costs whilst enabling us to stay competitive in the market in line with our market strategies.

  • Proactively engage the local marketing to develop local strategies based on analysis of local pricing and bid market.

  • Works on complex issues such as conflict between sales channels, deal support prioritization, in-depth bid analytics (such as win rate, price trend etc).

Main Responsibilities

  • Lead and drive effective execution of the commercial and bids pricing resources ensuring alignment with group and functional approach and drive implementation through entire Line of Business across all markets.

  • Establish tracking and measurement aligned with market commercial performance and take proactive steps to address local issues.

  • Provide pricing approvals within delegated authority and escalate exceptions to the relevant governance structures to ensure the implication of such exceptions is fully communicated and understood.

  • To act as centre of competence in support of international deals including contract and commercial negotiations which are relevant to their region.

  • To drive process efficiency including the utilization of rightshore support where beneficial.

  • Drive the implementation of the talent, resourcing and succession planning agenda across the countries ensuring a regular focus on talent across Line of Business.

Key Skills and Experience

  • Significant experience in industrial accounting , pricing and or Financial deal construction

  • Proven track record of managing complex/multi-country projects and programs

  • Demonstrated analytical and problem solving skills

  • Ability to work effectively in diverse, foreign and multi-cultural environments

  • Demonstrates the ability to communicate information clearly and effectively both verbally and in writing at all levels of seniority, both formally and informally

  • Able to absorb complex technical information and communicate effectively to both technical and non-technical audiences.

  • Demonstrates the ability to influence the organization, customers, suppliers and peers within industry or in area of specialization.

  • In depth knowledge of Technology Offering, Managed Print Services, Document Outsourcing

  • Competent with advanced features of Microsoft Excel, with Access and Qlikview exposure would be advantages.

  • Experience in managing customer relationships at executive levels

Title: Head of Commercial and Bids Pricing - Germany

Location: Germany-Nordrhein - Westfalen-Neuss

Requisition ID: 18002583

Xerox is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, sex, marital status, sexual orientation, physical or mental disability, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law.