[Hiring] Director, Global Pricing @Otis Elevator Co.

Role Description

Otis is building a more consistent and scalable approach to New Equipment and Modernization pricing. This role will lead the shift from fragmented, largely cost-based practices toward market-based, segmented pricing that improves growth, margin realization, and commercial decision-making.

The Global Director will initially play a central role in a significant commercial transformation that will reshape how Otis manages pricing, internal economics, deal governance, and commercial decisions across factories, regions, and selling entities. Working closely with the VP of Global Pricing, this leader will help design the future commercial pricing structure and organization, then lead the strategy, governance, and execution model once it is implemented.

Key Responsibilities

• Commercial transformation and operating model design
  • Co-lead the design of the future New Equipment and Modernization pricing operating model, including roles, decision rights, governance, processes, and regional interfaces.
  • Translate the future commercial structure into practical pricing processes, organizational requirements, system capabilities, and implementation priorities.
  • Partner with Sales, Finance, Tax, Manufacturing, Supply Chain, Strategy, Digital Technology, and regional leadership to create an executable global model.
  • Support pilot design, implementation planning, change management, capability building, and adoption across regions.
• Pricing strategy and value creation
  • Develop global New Equipment and Modernization pricing strategies aligned with market attractiveness, competitive position, customer segments, product differentiation, capacity, and growth priorities.
  • Lead the transition from cost-plus pricing toward segmented, market-based, and value-based approaches.
  • Establish methodologies for list, target, corridor, and floor pricing while enabling appropriate regional flexibility.
  • Incorporate total lifecycle economics, including expected service conversion, future Modernization potential, and customer lifetime value, into strategic pricing decisions.
• Deal governance and commercial decision support
  • Design and lead global pricing governance, delegation of authority, and escalation standards for strategic projects and pricing exceptions.
  • Establish a scalable deal-support model that provides rigorous commercial guidance without slowing regional execution.
  • Support major project reviews by evaluating price, margin, competitive position, customer value, commercial risk, and longer-term economics.
  • Lead structured win/loss reviews and major-deal post-mortems to improve future pricing decisions.
• Regional execution and performance management
  • Partner with regional pricing and commercial leaders to translate global strategies into executable market actions.
  • Establish a consistent operating cadence to review price realization, discounting, margin quality, win rates, backlog quality, and adoption.
  • Identify pricing leakage, execution gaps, and corrective actions using fact-based analysis.
  • Build regional pricing capability through standard work, playbooks, coaching, and commercial training.
• Analytics, systems, and enablement
  • Define the business requirements needed to embed pricing guidance and governance into CRM, CPQ and ERP systems.
  • Partner with Pricing Analytics & Intelligence leader to develop segmentation, deal guidance, lifecycle profitability, and performance measurement capabilities.
  • Partner with Pricing Systems & Enablement to simplify workflows, automate approvals, improve user experience, and scale adoption.

Qualifications

• 7+ years of experience in Pricing, Commercial Operations, or Product management roles or a related commercial function.
• 3+ years of driving commercial business transformations.
• Bachelor’s degree in business, finance, economics, engineering, marketing, or a related field.

Desired Qualifications

• Experience working in complex B2B industrial, capital equipment, building technologies, or recurring service businesses.
• Demonstrated experience leading global, cross-functional transformation programs from design through implementation.
• Experience influencing senior leaders and regional teams across Sales, Finance, Operations, and Product organizations.
• Strong understanding of market-based pricing, segmentation, deal economics, discount governance, and price realization.
• Strong analytical, problem-solving, communication, and change-leadership capabilities.
• Experience with New Equipment, Modernization, major projects, or installed-base lifecycle economics.
• Experience implementing deal desks, pricing governance, CPQ, pricing analytics, or commercial decision-support tools.
• Experience working across multiple regions and balancing global standards with local market requirements.
• Ability to travel globally as business needs require (about 30%).

Benefits

• This is a high-impact opportunity to shape how Otis makes commercial decisions across New Equipment and Modernization.
• The salary range for this role is $170,000-$190,000. Pay within the salary range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, seniority, geographic location, performance, and business or organizational needs.