Vice President - Business Controllership

Summary:

The VP – Business Controllership is responsible for ensuring proper analysis, documentation and thorough execution of processes and compliance in the areas of revenue forecasting, pricing, and other strategic & tactical analysis. Functionally, the Vice President works hand in hand with the Director of FP&A, Controller, CFO, Sales Executives, Operations and Customer Implementation Teams to ensure that pricing proposals are competitive in the marketplace and will yield targeted profit margins.

Principle Accountabilities (Key Result Areas)

1. Pricing Strategy & Governance

• Develop and implement

  pricing strategies aligned with business goals (profitability, competitiveness, client acquisition).

• Maintain a pricing framework

  —including cost-plus, value-based, and market-based models—for various service lines (voice, chat, back-office, tech support, etc.).

• Standardize pricing governance

  across geographies, verticals, and deal types to ensure consistency and control.

2. Deal Pricing & Bid Support

• Lead the pricing process

  for new RFPs, renewals, and change requests in partnership with Sales, Finance, and Delivery.

• Model financial outcomes

  (P&L, IRR, payback period) to assess commercial viability.

• Recommend optimal commercial structures

  (FTE, connect minutes, transaction-based, outcome-based, or hybrid models).

3. Cost Modeling & Benchmarking

• Develop and maintain cost models

  (labor, tech, infrastructure, overhead) across regions and service lines.

• Benchmark pricing and costs

  against market data to ensure competitiveness.

• Monitor variance

  between estimated and actual delivery costs.

4. Profitability Management

• Analyze deal-level and portfolio-level profitability

  and identify margin improvement levers.

• Collaborate with delivery and finance teams

  to drive margin expansion initiatives.

• Track price realization

  versus contracted rates.

5. Commercial Analytics & Insights

• Build pricing dashboards

  and tools to monitor trends, elasticity, and competitive dynamics.

• Provide insights

  on pricing performance and client behavior (discounts, renewals, renegotiations).

• Enable data-driven decision making

  for leadership.

6. Cross-Functional Collaboration

• Partner with Sales, FP&A, and Operations

  to align pricing with delivery capabilities and financial targets.

• Support Finance during budgeting and forecasting

  with pricing and revenue insights.

• Train sales teams

  on pricing rationale and negotiation guardrails.

7. Continuous Improvement & Automation

• Implement automation tools

  (e.g., CPQ, pricing databases, margin simulators).

• Simplify and streamline

  pricing processes for faster response times.

• Continuously refine methodologies

  based on deal performance and feedback.

Knowledge :

• Qualification: MBA, Bachelor’s Degree in Accounting, Finance or Business Administration.
• Experience: 13-15 years’ experience in financial reporting, planning, and analysis.
• Corporate forecasting and accounting experience.