Head of Pricing & Commercial - Spain

• Demonstrable and solid experience in leading and driving the pricing strategy, ideally within a professional services environment.

• Senior-level experience within professional services procurement functions or working closely with them (at a CPO level or head of procurement domain).

• Strong influencing and leadership capabilities.

• University degree and a Master's degree, including training or qualification in finance.

• Very high level of English (negotiation level, minimum C1) and native Spanish speaker.

• Strong analytical skills.

• Knowledge of pricing systems and commercial and contract management processes within the professional services industry.

The Pricing & Commercial team will work to strengthen the firm's ability to build commercially resilient and profitable long-term client relationships, as well as to improve the firm's financial performance.

This is achieved by leveraging deep knowledge of key clients' purchasing processes, generating data-driven pricing analyses that enable advising partners and proposal teams on positioning fees, a strong commercial and negotiation capability, and a coherent articulation of KPMG's value that underpins our Collective Strategy.

• Act as a strategic thought leader at KPMG in market pricing.

• Define and implement a multi-year pricing transformation strategy that supports organic commercial growth (in both revenue and margin).

• Maximize the market pricing potential in relation to the KPMG brand, its service offerings, and client value proposition.

• Leverage negotiation and influencing capabilities, along with commercial arguments, to drive the adoption of the pricing strategy across the Firm.

• Collaborate with functional COOs to establish pricing governance across functions, with the aim of:

  • Designing, chairing, and managing the Deal Board governance to review and monitor the financial performance of the largest opportunities.
  • Generating incremental improvements in pricing, revenue, and profitability.
  • Conducting the annual review and execution of price adjustments for clients under relevant contracts.
  • Developing pricing KPI dashboards, including contribution per partner margin and technology cost recovery.

• Co-design service delivery and pricing models for new solutions and market offerings.

• Drive the adoption of alternative pricing models, including outcome-based or contingent models, fixed fee, time and materials, risk/reward, managed services, and AI-based or digital solutions (referred to as Attribute Based Pricing).

• Ensure agreement and proper application of contractual terms to manage KPMG's commercial risk on large, high-risk projects, including throughout the engagement lifecycle.

• Support positioning in tenders and negotiations with clients regarding pricing and the most suitable market models for each solution.

• Drive the adoption of various pricing scenarios based on client profile, industry, engagement size, and type of service.

• Provide ongoing training and communications to support partners in understanding and implementing the pricing strategy, using key partners as ambassadors to promote its adoption across the Firm.

• Contribute to the development of incentive structures that encourage the adoption of pricing models, linking performance indicators to the correct implementation of the strategy.

• Collaborate with peers in the Global Commercial Community of Practice to promote a harmonized approach to pricing strategies, particularly concerning the Firm's key global clients.

• Create, manage, and leverage pricing databases, both in the short and long term.

• Participate in commercial briefings and negotiations with clients when necessary, to understand their perspectives, provide pricing insights, and guide future strategy.

• Support Finance and functional COOs in reviewing standard rates, profitability metrics, and other financial KPIs.

• Support Firm leadership by developing strategic documents, presentations, and internal awareness and training sessions.