Piotr M. Klima
Pricing Director - Portfolio Management & Sales Strategy @Universal Robots
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WORK HISTORY
Pricing Director - Portfolio Management & Sales Strategy @Universal Robots
Munich, DE
Balance growth and profitability by driving volume expansion, market penetration, and high-margin aftermarket growth Anticipate the price erosion and develop differentiation strategies Transition from uniform price increases to value-based and market oriented price differentiation Design and implementation of an AI-ready parametrised price model prepared for advanced CPQ/RLM integration Establish key pricing processes within Salesforce, automating quoting, pricing, and discounting Lead the Deal Desk to evaluate large account contracts and govern non standard discounting Implementation of the new partner program pilot that rewards the performance and additional value provided by the partners Deployment of CRM integrated discount approval workflows for pricing governance
EDUCATION
SGH Warsaw School of Economics
MA, Finance & Banking / Management & Marketing
SGH Warsaw School of Economics
PhD, Management Science
I Liceum Ogólnokształcące w Białymstoku
Mathematics and Computer Science
Ghent University
Socrates - Erasmus Exchange Programme, Economics and Business Administration
SKILLS
ABOUT PIOTR M. KLIMA
I am a seasoned pricing expert with 18 years of experience. I design AI-ready, value-based pricing models, optimise price setting, set the foundations of pricing and sales processes supported by IT tools (SAP and AX ERP, SAP and Salesforce CRM, PriceFX CPQ, Tableau, PowerBI). I manage pricing, quoting, and discounting process automation within the IT tools. I design, establish and oversee a high-performing Deal Desk to evaluate complex contracts and govern non-standard discounting.My mission is to: identify untapped profit and revenue potential effectively stand out in the market with a differentiated offer deliver, communicate and monetise the value for a customer.by leading high-performance pricing teams and a cross-functional matrix organisation in global corporations. What drives me are measurable outcomes of my activities, confirmed by a proven track record of executing global sales and pricing strategies according to their roadmaps, measured in: €70+ million of generated profits €100s of millions of incremental revenueI help Hidden Champions realise, multiply and monetise the value they deliver.
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