Job Summary We are seeking an experienced General Pricing Manager with +8 years of experience to lead the development and implementation of pricing strategy, governance and capability across the Division. The role will combine strategic pricing, commercial judgement, analytical discipline and implementation leadership to improve pricing consistency, protect and recover margin, and enable sustainable profitable growth across a global B2B technical services portfolio. Job Purpose The Global Pricing Manager will be responsible for developing and implementing the Division's global pricing strategy and governance model across Testing, Inspection & Certification (TIC) services. The role will establish pricing methodologies and pricing protocols to improve pricing consistency, support margin recovery and enable profitable growth across services and geographies. The position will ensure that pricing decisions reflect customer value, cost-to-serve, technical complexity, capacity, market conditions, competitive positioning and the strategic relevance of each opportunity, while maintaining clear divisional guardrails and approval mechanisms. Working closely with Commercial, Finance and Operations leaders, the role will embed pricing discipline into CRM, tender reviews, commercial committees and performance management while allowing to local flexibility. Key Responsabilities 1. Global Pricing Strategy
• Develop and maintain the Division-wide pricing strategy, linking pricing decisions to profitable growth, margin recovery, market positioning and strategic service and end-market priorities.
• Design fit-for-purpose pricing structures for B2B services, including hourly and daily rates, unit-based pricing, project pricing, milestone or deliverable-based pricing, framework agreements and recurring service models.
• Establish reference prices, target margins, minimum acceptable margins, escalation mechanisms and relevant surcharges for complexity,



urgency, risk, location, scarce capability or mobilisation.
• Promote value-based pricing where the service differentiation, customer impact and available market allows it. 2.
Pricing Protocols, Governance and Standardisation
• Develop and implement regional and country-level pricing protocols that translate the Division's global pricing strategy into practical and consistent rules across geographies, services and end markets.
• Establish differentiated pricing frameworks by service category, project size, contract type, customer segment, end market and local market conditions, while maintaining alignment with divisional growth and margin objectives.
• Define pricing guardrails covering reference prices, target margins, minimum acceptable margins, discount thresholds, escalation criteria and approval levels.
• Design and manage a structured exception process for opportunities outside approved protocols, ensuring clear business justification, appropriate approval and full traceability.
• Review and update protocols using evidence from market evolution, win rate, customer feedback, cost-to-serve, project profitability, capacity and strategic priorities. 3. Pricing Analytics and Profitability Management
• Build and maintain pricing analytics covering price realisation, discount levels, gross margin, win rate, volume, revenue, gross margin contribution, price leakage and compliance with approved protocols.
• Analyse profitability by customer, service, end market, project,



region and country to identify material recovery opportunities and areas of concern.
• Perform price-volume-mix, margin bridge, sensitivity and win/loss analysis where data quality allows.
• Identify and eliminate profit leakage through systematic review of pricing structures, discounting, unpriced scope, contract terms and realised project economics.
• Provide senior leadership with regular, decision-oriented reporting and clear corrective actions. 4. Contract and Commercial Terms
• Review the pricing and profitability implications of payment conditions, billing terms, indexation, scope changes, mobilisation, penalties and other material contractual clauses.
• Define mechanisms for price escalation, inflation recovery, scope variation and multi-year contract review. Requirements
• Minimum 8 years of experience in commercial, pricing, or contract management roles
• Demonstrated experience developing and implementing pricing frameworks across multiple countries, regions or business units.
• Strong understanding of B2B services pricing, including cost-to-serve, resource-based pricing, project pricing, contract profitability and value-based pricing.
• Experience designing pricing policies, discount structures, margin guardrails, exception processes and approval matrices.
• Advanced Excel skills; experience using CRM, ERP and business intelligence tools to monitor execution and profitability.
• Excellent coordination and communication skills to work across multiple departments
• Experience in Testing, Inspection & Certification (TIC), industrial inspection, laboratory testing, certification or technical services (preferred)
• Ability to identify risks and value propositions in complex commercial scenarios
• Strong analytical mindset with attention to detail
• Fluency in English and Spanish

📌 Global Pricing Manager (Madrid)
🏢 Applus+ Europe
📍 Madrid