Global Head of Client Pricing – London, UK

Overview

In this role, you lead FCM’s global pricing function, shaping pricing strategy and governance across regions. You will steer multinational bid submissions, influence commercial decisions, and drive data-led improvements with a globally distributed team. You’ll engage with customers and senior stakeholders to support profitable growth and price-competitive outcomes. This is a high-visibility role central to the company’s growth agenda, offering the chance to impact pricing at a global scale.

Pay / Benefits

• Exclusive travel discounts
• Career development across 30+ brands in 20+ countries
• Vibrant culture and social events
• Health cash plan
• Wellbeing challenges
• Financial wellbeing support and guidance

Responsibilities

• Lead pricing submissions and commercial models for multinational bids, renewals, and RFPs across regions
• Own and advance global pricing strategy, governance, discounting, and approval processes
• Maintain and improve the global pricing model with data integrity and version control
• Manage a global bid/price pipeline with competing deadlines
• Collaborate with Sales, Finance, Operations, Tech, and regional leaders to support decisions
• Analyse profitability, productivity, and market data to provide recommendations
• Lead customer-facing pricing discussions, presentations, and negotiations with executives
• Guide bid/no-bid decisions and complex opportunities
• Monitor market trends and competitor activity to refresh pricing strategy
• Develop executive reporting on contribution margin, bid performance, and pricing effectiveness
• Design scalable pricing processes, controls, tools, and automation
• Build pricing capability through training, templates, and best practices
• Lead, coach, and develop a globally distributed pricing team
• Work with regional leadership to optimise outcomes while preserving profitability
• Represent FCM professionally with customers and stakeholders across regions and cultures
• Contribute to a safe, inclusive, and accessible work environment

Key requirements

• Significant pricing, commercial finance, bid management, or related experience in global or multi-region businesses
• Experience leading complex pricing modelling and customer-facing bid processes
• Proven track record in coaching and developing high-performing teams
• Strong advanced Microsoft Excel capabilities (financial modelling, scenario planning, sensitivity analysis)
• Commercial acumen to translate data into profitable decisions
• Experience engaging senior stakeholders across regions and cultures
• Ability to manage multiple deadlines in a fast-paced setting
• Strong customer engagement through presentations, negotiations, and proposal defense
• Experience creating pricing frameworks, governance, and controls
• Knowledge of value-based, cost-plus, and competitive pricing models
• Comfort influencing senior leaders and challenging assumptions
• Experience using data, automation, and AI-enabled solutions to boost efficiency
• Desirable: familiarity with TMC/travel industry pricing and multinational RFPs
• Professional accounting or finance qualification desirable but not essential
• Willingness to work across global time zones and travel as needed

• Strong communication and presentation skills
• Stakeholder management across diverse regions
• Leadership and people development
• Advanced Excel and financial modelling
• Pricing governance and framework design
• Data-driven analysis and scenario planning

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