ABSTRACT
Pricing is most developed in the commodity, lower-margin industries because they do not have many of the levers to pull. Distribution and retail are coming a long way. This chapter presents an interview with a pricing expert, Ian Tidswell, who is the Head of Global Pricing, Syngenta. Ian Tidswell describes two key pricing roles: the analyst role, and the manager role. With an increase in visibility and credibility, the pricing role is becoming more influential. As a company, person has invested in pricing managers in the different business units around the world while adapting to the country-based differences and to their own business dynamics. Pricing is one of the roles people need to make seen as advancing careers. Creating a flow through the pricing role is one of the top objectives. The benefit of the larger commercial organization having strong pricing skills is really powerful and valuable and makes the organization more robust.
