Roberto Bedotto

• Primary Chemical B2B (Belgium) – Advisory on Pricing. Performed new Customers’ Price Segmentation and implemented gradual review of global products positioning with Sales and product Management, with detailed measurement of impact. Introduced price governance from scratch.

• Primary International Automotive Co (Luxembourg) – Pricing Maturity Assessment on EMEA countries; devised and aligned organization around several price increases, including a raw materials-based index • Welfare Start Up Platform (Milan) – Completely reviewed List prices and commercial policy for standard offers; introduced methodology for ad-hoc offers and price governance system

introduced Value Pricing via self-made tool and aligned divisions; Business case payback calculator Defined process and tool to tackle cross-border pricing risk and cases; devised strategy and led implementation of price corridors. Owner of EATON ES EMEA core pricing methodologies and tools, pricing chapter in the EATON Commercial Policy Handbook; trained Sales and PM Project manager for pricing software, and CPQ implementation The actions resulted in a 2.5x year-on-year price impact increase in 4 years

Pricing of: Services and IT, B2B, Projects Pricing Set up the function from scratch; global scope. On the strategic side, matured the company from a Cost+ pricing to a Market-based and Value Pricing. Delivered simple tool to help sales gauge the value of solutions sold and position projects for BPO and cloud business. Strengthened governance in projects tendering and contracting. Introduced pricing tool to assess the market range for offers. Improved shortlist and win rates by 50% Led a team of 5

Leading globally strategic and transactional pricing Strategic side: gauging value/ price; identified critical features to invest on, and price premium, or disinvest/ save; supported sales in pitching on value; set up process for new products introduction; trained Transactional side: strengthened governance on deals and annual price increase; monthly granular review with sales and product management to prioritize/ follow up actions; pricing software Price impact increased 50+% Leading a team of 5

Leader of strategic and transactional pricing: Strategic side: improved brands and products positioning; aligned pricing strategy with company’s strategy; prioritized discounts, measured perceived value vs. perceived price of features Transactional side: supported sales and product lines to improve day-by-day pricing; defined indicators to monitor performance, designed IT system, followed up monthly; modified pricing process with 6-Sigma methodology. Lead a team of 9 pricing and 9 market intelligence

Set up the Pricing function from scratch Lead the Pricing function, taking care of both the strategic and transactional side. Lead a team of 7 local pricing managers