Bryan L. Email & Phone Number

Parsippany, Nj, Us

Provides leadership and direction in designing, implementing, and executing strategies that drive net revenue across all business units and product lines. Develops organizational capability that establishes a holistic view of pricing value creation including list pricing, pack / price architecture, mix management, discounting (including loyalty programs) and promotions, major account and distributor partnership terms and contracts.  Contract Life Cycle Management: Implemented the Icertis CLM system to streamline contract and promotion management with an end-to-end process. The focus was on developing deal strategies and contract terms to boost Net Revenue and enhance process efficiency. Enterprise Price Value Management Planning Process: Established an integrated price value analysis process within the annual pricing planning process. Analysis evaluated price elasticity by assessing customer demand sensitivity across channels to help optimize pricing for increased revenue and profitability. Differentiated strategies based on segments, channels, packaging, bundling, and value-based pricing were tailored using insights from price elasticity to meet customer needs effectively and improve market competitiveness. By considering dynamic pricing and value perception alongside monitoring price elasticity data, business units can adjust pricing strategies to align with changing market conditions and customer preferences, driving sustainable growth and profitability. Gross-to-Net Controls: Enhanced management practices to establish controls around promotions and contracts for improved targeting, enabling teams to effectively meet GtN targets. The emphasis was on promoting cross-functional collaboration and strategic alignment across departments to enhance revenue generation and ensure financial objectives are achieved.

Cork, Ireland, Ie

Regional leader for all pricing and margin management for JCI's Building Solutions (+$3B). Accountable for pricing performance, achievement of price realization targets, price / cost management, pricing strategy & planning, price execution, policy, analytics, and the building of sustainable pricing capability across the company. Responsible for building consistent pricing & margin management capabilities across the enterprise. Established Customer Insights through Data Analytics and Market Research: Transformed data analytics into business insights to enable and expedite decision making across the region, adding velocity to the sales execution and contracting process. Integrated inputs into CLM systems through utilizing data platforms and analytics for data visualization (tableau/SAP).  Combined Inflationary Escalation Factors with Value Based Pricing: Established a robust forecasting and planning processes to anticipate future inflationary pressures and proactively adjust pricing strategies accordingly. Adopting a proactive approach to pricing escalation to help minimize the impact of inflation on the company’s bottom line due to long cycle product deliveries. Link escalation factors to a value-based pricing approach that captured the perceived value drivers of their products and services to customers. By emphasizing the value proposition and capturing benefits provided, the businesses was able justify/communicate price increases to cover inflationary costs, while meeting customer expectation of perceived value.

Parsippany, Nj, Us

Director of strategic pricing and revenue operations for International with responsibilities for development of sustainable revenue and price value strategies to enable market access. Builds capabilities to achieve net revenue targets through optimizing profits and accelerating growth beyond the industry. Works across International Operations to develop capabilities and analytical tool sets to strengthen planning and execution within the markets. Established strategic price guidance for new/existing product releases that creates benchmarks and governance for price value strategies. Optimized revenue strategies that deliver returns to the company based on price value, commercial goals, industry share that will maximize our profitability.  Established the vision and led the development of an end-to-end commercial and pricing analytics solution that enables international governance, pricing optimization and GTN management through delivery of advanced analytics. Leveraging +20 years of pricing, analytics and commercial delivery wrote the requirements and led the in-house development for an international toolset. Established a Global Lifecycle Manage Pricing Matrix: Developed a global process for product lifecycle by strategically managing prices in alignment with the product lifecycle and market dynamics, businesses can effectively navigate market changes, optimize revenue streams, and ensure the ongoing success of their products in the marketplace.

Irving, Texas, Us

Led a global team of pricing and finance professionals responsible for setting and achieving revenue targets, optimizing sales and long-term profits through management of commercial sales variances and programs for machine transactions. Led development of global and regional pricing strategies, sales processes, commercial sales variance management (+US$2B), annual business plan, competitive price analysis, dealer pricing operations development, pricing/commercial/CRM systems, sales training, forecasting, and collaborative development of operational standards. As global process owner for go-to-market strategies, worked closely with senior leadership in the development and oversight of commercial framework to achieve enterprise goals. Achieved record profit for core products through commercial program governance with emphasis on execution and effectiveness. Implemented operational improvements with budgeting, discount approvals, forecasting and reporting. Exceeded Net Price Realization by 50%, attributed to monthly business roundtables with senior executives enabling the decision process around sales programs, country machine allocation, and price point differentiation.  Completed over 30 reviews covering billions of dollars in global revenues. Optimized pricing strategies by embedding customer perceptions into pricing decisions through price sensitivity and value-based analyses, including relevant market research. Established corporate strategy for pricing analytics to improve decision-making capabilities. Developed business reporting and KPI metrics used globally for key stakeholder communications and monthly business review meetings Reversed audit failures for revenue compliance practices and earned positive results for the regions. Coached teams for consistent revenue management processes across regions along with execution tools for approval rights, commercial program limits, forecasting, and an escalation process

Irving, Texas, Us

Led a team of pricing/finance professionals covering SEA, Japan, Greater China, India and ANZP. Partnered with sales and marketing leaders on go-to-market strategy development, development of price value strategies and execution oversight to achieve enterprise goals in terms of % of industry sales (PINs), Market Development and Net Price Realization for all Machines Business Divisions. Streamlined operations through leading teams in completion of business planning, financial analysis, forecasting, competitive intelligence reporting, pricing reviews and special pricing requests. As commercial process owner for the APAC region, worked with cross functional teams to improve business process, program oversight, major account management, B2B sales operations development, sales enablement training and system capability. Achieved market leadership in China, the largest excavator market in the world by establishing price value and go-to-market strategy. Turned around sales and profit performance in the first year of strategy execution and increased market position from No. 11 to No. or 2 over the next five years.  Implemented competitive CRM which improved processes in gathering, monitoring, and reporting competitive data. Enhanced global competitive reporting by 35% in one year and APAC competitive reporting by 17X in 5 years.  Engineered regional pricing strategies and sales variances as GTM commercial machine frameworks process owner which included regional machine price plans, sales KPI, competitive price analysis, and dealer pricing operations.  Delivered a 50% growth in sales/profit with a 20% increased machine market share in emerging market territories. Led product positioning reviews for the annual APAC revenue and enabled improved enterprise price plan decisions. Given the 2012 & 2008 “Center of Excellence” leadership award in recognition of top 10% ranking for employee satisfaction.

Irving, Texas, Us

As a leader of pricing professional, oversaw the company’s entire portfolio of businesses across APAC with accountability for regional commercial strategies, pricing, transfer pricing, financial planning and analysis and departmental budget development. Led annual business plan development, S&OP, financial forecast and ensured revenue cycle activities complied with US GAAP and SOX. Developed cross-functional teams to serve as consultants to business partners and support product, sales execution and marketing functions. Catalyzed +100% aftermarket parts sales growth and drove double-digit price realization with higher market share in both mature and developing territories.  Increased market share and captured a compounded growth rate of 10% for CIS, Brazil, Africa, China, India and Indonesia by establishing aftermarket parts’ business strategic direction in emerging territories.  Established a robust long-term forecast model to project parts sales based on a statistical regression model while considering variables such as GDP, population, attrition, inflation, commodity prices, and new equipment sales.  Developed a financial model for calculating impact of currency within the corporate net price realization model to correctly account for changes to our published price to the market. Turned around poor audit performances and gained positive results in 2007 and 2010 by establishing improved business processes and commercial policies.

Irving, Texas, Us

Pricing team lead and business consultant responsible for B2B aftermarket pricing, revenue operations, FP&A, annual price plan, long-term forecast, currency management, dealer operational development, and commercial rebate programs for the Europe, Africa, and Middle East regions to drive sales and long-term sustainable profitability goals.

Irving, Texas, Us

Advance Pricing and Revenue Analyst with responsibilities of developing and reviewing global pricing strategies for aftermarket parts. As a financial consultant supported component product centers through financial reviews, growth plans, NPI, and planning.

Boston, Ma, Us