Thomas States, Mba

Thomas States, Mba



Tactical Price Management

Significant collaboration with Monitor Group (Deloitte) and McKinsey Consulting in the area of tactical price management and product positioning.  

Work History

Work History
Nov 2012 - Present

DIrector, Product Management - Global Pricing Lead

Ingersoll Rand

Ingersoll Rand Company (IR), San Diego, CA (2012 to 2014) - $16 BUSD in annual revenue, IR is an international supplier to transportation, manufacturing, construction, and agricultural industries.

Lead a large cross-functional team responsible for product pricing, business intelligence, product roadmap, and a large price-negotiation (deal desk) team in a global environment. Continually drive higher margins while increasing global market share through multiple channels and product lines.

Set portfolio pricing policies and sales strategies for a product portfolio exceeding $1.7 billion in annual revenue, supporting more than 12,000 individual dealers and distributors.Lead annual price positioning and strategy efforts to support short-term and long-term business objectives.

·Exceeded all price realization targets by $22MUSD and operating income targets by 1.8% in the past 12 months.

  • Researched, identified, and deployed Siebel enterprise CRM software solution 2012-2013. New systems and tools are expected to increase overall profitability by an additional 4-6% annually.
  • Restructured group resources into small regional-based teams to further drive operational effectiveness and profitability.
  • Evaluate and lead long-term product planning/roadmap strategies; product mix optimization, gathering organizational alignment, and manage training efforts to support long-term business objectives.
May 2001 - Nov 2012

Director, Marketing, Global Pricing and Channel Analytics

Ingersoll Rand

Directed pricing analytics teams in; price trending, business intelligence, PVM reporting, pricing banding/ price elasticity analysis, competitive intelligence, and price optimization strategies.

Partnered with Monitor Group Consulting (Deloitte), corporate IT and key customers to evaluate and identify best in class sales platforms and systems.Lead a 12-month deep-dive project reviewing our current channel sales transaction process and developed a new streamlined transaction.Rollout of new tiered pricing models and streamlined transactions were successfully introduced in 2013.

Lead design and creation of a competitive database and business intelligence tool needed to manage and track market trends worldwide.

Lead development of all product promotions, channel communications, press releases, and live webinars related to price changes and product positioning.

·Chairman’s Award Recipient – Operational Excellence  (Top Line Margin Expansion)

Jul 2006 - May 2011

BU Manager, Pricing

Science Applications International Corporation (SAIC

Science Applications International Corporation (SAIC), San Diego, CA (2006 to 2011) - $12 BUSD in annual revenue, SAIC, Inc. is a defense company that provides scientific, engineering, systems integration, and technical services and solutions.

Managed team of analysts focused on preparing complex RFP responses for our Information Technology & Network Solutions (IT&NS) business.

Headed the development of pricing strategies and business intelligence.Monitored market conditions related to our government and commercial contract opportunities. 

Responsibilities included RFP pricing, proposal development, profitability analytics, gathering of technical data, compliance to U.S. government contract requirements, contract negotiations and participation in executive-level reviews.

·President’s Excellence Award Recipient – New Business Development

Jan 1996 - Jul 2006

Sr, Staff Manager, Global Pricing & Sales Training

Ericsson/ Qualcomm

Ericsson Wireless, Inc./ Qualcomm Inc., San Diego, CA (1995 to 2005) -$20 BUSD in annual revenue, Ericsson provides wireless telecommunications equipment and data communication systems worldwide.

Managed multinational marketing teamfocused on the development of competitive intelligence gathering, global sales training, product pricing strategies and development of sales tools used to maximize profitability.Helped develop compelling RFP responses for large CDMA infrastructure proposals.

Governance board member representing CDMA within Ericsson’s wireless portfolio. Lead quarterly price summit meetings with technology leaders to identify and mitigate product pricing conflict globally. 

·President’s Award Recipient- New Business Development

·Leadership Fast-Track Nomination


Sep 1995 - Dec 1997


California States University, San Marcos
Sep 1991 - May 1995

BS, High Technology Management

California State University, San Marcos