Eric Ma Email & Phone Number

Shanghai, China

• Develop and implement the annual pricing strategy to meet the company’s margin and revenue growth requirements.• Lead price execution activities and set discipline by implementing standard processes for robust repeatable deal support and evaluation.• Create a continuous margin improvement mindset and ensure compliance to the aligned pricing strategy by building and communicating a clear vision, facilitating alignment of key stakeholders, including the senior leadership.• Work cross-functionally to support pricing activities of strategic customer accounts with in-depth knowledge of customer contracts and pricing obligations and analysis of global pricing.• Approve deals using supporting materials, pricing tools, and data to determine acceptability and build an end-to-end view on profitability.• Work closely with a global set of stakeholders on market conditions and material changes to execute periodic and annual price increases.• Support adoption of pricing tools in collaboration with other stakeholders.• Prepare and give presentations to senior leadership as well as outside customers, as required

中国 上海市

• Partner with local offering management leaders and marketing to develop and execute segmented and differentiated pricing strategies. Gain agreement of price actions, timelines and effectively execute.• Work with global pricing leaders to ensure alignment of product & segment pricing strategies.• Track YoY discounting and enhance current processes and controls. Gain buy in of new operatingrhythm with sales, offering management and business leadership.• Own the annual list price setting processes. Work with offering management, marketing and salesto evaluate and provide recommendations on list price actions. Utilize best practice price settingcapabilities (elasticity, 80/20 etc) to develop targeted price recommendations.• Collaborate with the global pricing leaders on the development of the AOP price plan. Develop apipeline of price actions throughout the year that will ensure attainment of the price plan.• Report monthly price realization. Lead all pricing reviews with region and HBT leadership teams• Develop and execute a transactional price strategy that includes action plans to support reduceddiscounting, freight recovery and/or improved T&C payment term strategies.• Analyze the impacts due to material, freight inflation and tariffs. Develop countermeasures tominimize margin erosion.• Partner with HBT pricing on the implementation of the Honeywell Pricing Global Design Model,which includes improving processes around Price Setting, Getting and Netting activities. Simplifypricing process to support deployment of PROS pricing solution along with Deal Desks.• Support the rollout of HBT pricing dashboards through training and feedback. These tools are usedto enable better list price setting and discount approvals that expand profitability of HBT offerings.• Serve as point person to ensure all functions understand end to end pricing process; develop andconduct training as required for strong collaboration.

Shanghai

Lead APAC(GC, Japan, Korea, India, SEA and ANZ) pricing team to develop a value based pricing structure/process. Report to APAC Marketing Director. Pricing Strategy:In conjunction with Country Directors and BU Directors, develop pricing strategies and plans in support of business growth objectives and market share expansion.Work with BU Directors and APAC Strategic Marketing team to gather market intelligence and conduct research activities in support of developing strategic business, channel, and marketing plans. Analyzing market segmentation and working with Strategic Marketing to do competitor analysis (mainly from pricing perspective). Pricing Structure and Process:Work with Regional MDs and BU Directors to develop value-based pricing models which can reflect brand position, competition level and, meanwhile, guarantee proper profit to company. Set up List Price for products and Discount Structure by customer category/volume to support the standard business can be performed smoothly. Define Special Price Approval Hierarchy and Approval Process; create Tools/conduct training to Salesperson and Approvers. Streamline quotation process across APAC region/MBUs to improve quotation efficiency. Margin Management:Work with Global Pricing Team and lead annual price review exercises in APAC region and monitor price realization and margin impact. Leverage good practices from Global into APAC regions and implemented global guidelines and frameworks into regional level. Work with Product Team/Finance Team and updating List Price with consideration of market competition and protect margin. Review and updating commercial policy (Discount, Rebate, Promotion) by pricing analysis. Works with APAC Digital Marketing and business unit stakeholders to develop and implement a Digital Marketing plan for the APAC businesses in accordance with global guidelines.

Shanghai

Responsible for all pricing activities in Northeast Asia. Report to VP, Asia. Pricing StrategyResponsible for day-to-day execution of pricing strategyMonitor the market prices vs. target margin to price competitively and gather intelligence for enhancement of pricing frameworkWork with regional leadership and finance to determine margin targets for assessment of pricingDrive annual category and customer segmentation updateAssess win/loss data to reflect findings in pricing choices Pricing ProcessOwner of pricing process in the region.Coordinate activity between commercial team, product team, and pricing team to provide market-relevant pricesCalculate prices to provide sales/technical team, meanwhile ensure the margin target gets secured as well as satisfies customer requirement.Obtain proper approvals as requiredAid in product selection based on price targetsCoordinate execution of annual price review, renegotiation analysis and approval requestsDevelop pricing parameters to be included in client RFPsDrive refresh of price lists reflecting value proposition, cost competitiveness and commercial strategyMaintain accurate pricing data in SAPAssist in resolving cost-related issues with internal stakeholders Margin ManagementPromote value-pricing in the region by encouraging the commercial team to engage with the customer to determine willingness-to-daySupport regional leadership in driving revenue growth while maintaining desired margins through strategic margin management at category, customer segment and technology levelAssist the regional VP in evaluation for margin exception requestsWork with manufacturing in understanding product capacity situation so as to balance price with capacity utilizationProvide analytical support on commercial portfolio review including profitability by customer

Shanghai

Setting List Price for new created material with the help from Costing Team, Technical & Sales Team.Setting price book for Key OEM customers & do the annual updating. Setting price book for IAM customers & do the annual updating.Analyze special price requests from offices, checking historical prices, gross margin etc. report to management. Review margin realized every year & adjust discount to customers. Work closely with different Sector Teams to understand their pricing needs & have them reflected in daily pricing practices. Align with Global Pricing Team to get global guidelines & do the transformation in Greater China Team. Review low margin items/customers, do the detailed analysis and propose solutions to Commercial Team. Follow up the final approach that decided by management. Attending Segments’ Annual Meeting & do the report to Sales if needed; learn their strategy, marketing & target of the year.Do the enhancement of Pricing Process with the help of Global Pricing Team; optimizing pricing tool & do the training to offices as needed.

Shanghai

Coordinate with Sales team and other key supporting functions, to support development and creation of new business opportunities with strategic customers in ChinaDetailed review and analyse data & coordinate in generating business cases ensuring cost data is consistent with previous or similar projects. In addition, question, verify and challenge data from all departments to ensure most cost competitive quote is obtained.Ensure all the commercial documents submitted by sub-branches are accurate and reasonable.Coordinate with AP and Germany with all commercial items hence to smooth the checking and finish the process. Coordinate with HQ，sub-branches and Plant to have all the projects carried out as schedule. To have all the relevant account receivable collected on time.