Lead Revenue Management Analyst - TaaS

Goodyear. More Driven.

About the Position

The Lead Revenue Management Analyst will execute the pricing / value creation strategy and tools for TaaS, in addition to supporting all other TaaS 'back office' requirements, such as Customer Relationship Management tool, contract creation, sales forecasting and general sales team support. 

Key responsibilities will include execution of the pricing tools, administration process, and tasks, focusing on value added pricing insights and ensuring consistent pricing structure. Complementary to pricing, responsibilities will also include monitoring customer and Goodyear value creation and capture, utilizing tools and reporting. Lastly, responsibilities will include sales operations, such as managing the CRM and Goodyear Customer systems, assisting with contract creation and sales forecasting.

The Lead Revenue Management analyst will obtain customer data (including sourcing data directly from customers, data from the European team, and engaging with sales teams to identify the most relevant data points) to input into TaaS pricing model with oversight from Pricing and Sales Operations manager. He/she will provide suggestions for pricing recommendations and model improvements when possible.

The Lead Revenue Management Analyst will partner with the European Commercial Fleet Sales organization and European TaaS operations team to create sustainable business growth. He/she will guide and execute the pricing actions in EMEA for TaaS under the direction of the Pricing and Sales Operations Manager.

*French and English speaking / writing skills preferred

Responsibilities

• Implement pricing tools and facilitate process for price approval: communicating input data and assumptions in a clear and structured manner. Leverage customer historical performance data and assumptions to suggest customer pricing models, liaising with customers to ensure accurate data inputs. Use Excel models to analyze data and deliver visual outputs. Challenge the existing pricing process and ways of working to highlight improvement opportunities to gain efficiencies
• Develop customer proposal documents for upcoming sales meetings: tailoring pitch decks tailored to specific customers, developing new customer facing materials, managing translation of sales collateral into different EU languages, arranging customer testimonials, and managing the go-to-market CRM tool (e.g., Salesforce). The Pricing & Sales Operations Analyst will be responsible for liaising with internal sales staff to ensure all materials are well understood and accurately represented to fleets and that pricing input data is accurately collected from customers.
• Perform routine value capture and value creation assessments for existing EU customers. Conduct bespoke analysis on customer fleet total cost of ownership. Responsible for tracking EU go-to-market and EU sales KPIs (e.g., time spent in stages of acquisition pipeline).
• Support drafting and execution of European customer contracts. Support onboarding of new customers through transition from go-to-market into installation. Liaise closely with EU TaaS Operations team to verify mileage data is used to invoice customers and inform pricing methodology.

Education and Experience

• Bachelor’s degree in business, sales, marketing, engineering, or related field, required
• Masters of Business Management, desired
• 7+ years in a sales, marketing, operations, finance, or pricing roles
• Familiarity with marketing, sales enablement processes, value proposition articulation
• Proficient at financial and statistical analysis
• Understanding of data systems in US and EU (mileage business) preferred
• Past experience with fleets or automotive customers 
• Experience operating in a business-to-business sales environment
• Experience with tire management business models and transportation industry, preferred

Knowledge and Skills

• Good understanding of fleets and B2B sales motion
• Effective customer relationship management and problem-solving skills
• Strong presentation and communication skills, both verbal and written
• Ability to quickly grasp and understand complex business links within business segments 
• Detail oriented with rigorous attention to detail 
• Strong time management skills, negotiation, and consultative skills
• Self-driven with a demonstrated ability to deliver results
• Multi-Lingual, French, and English speaking / writing skills preferred