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Senior Director of Pricing
3 months ago
Our client in Metro Philadelphia seeks an experienced, highly analytical and strategic Pricing Leader to take the companys pricing approach to the next level by bringing greater sophistication to both pricing analytics and the end-to-end pricing process for a $1.5B+ repair and services provider operating 500+ locations across the US.
The Pricing Leader will partner with Marketing to design comprehensive pricing, promotion and incentive programs to support the overall go-to-market strategy and drive profitable growth, taking into account geographic and demographic differences and competitive dynamics in the local markets. This leader will also partner with Finance leaders to ensure that the cost-to-serve (labor, parts, materials & overhead) is factored into pricing. This Leader will be adept at working cross-functionally to develop a robust Pricing strategy and implement supporting processes, and highly skilled at influencing others across the organization to establish a new mindset and behaviors. If this sounds like you, please read on....
The company is seeking an experienced, highly analytical and strategic Pricing Leader to lead pricing for both the consumer retail side of the business and the Commercial Accounts organization, which provides services to both small businesses as well as enterprise clients. The mission for the Senior Director of Pricing is to take the companys pricing approach to the next level by bringing greater sophistication to both pricing analytics and the end-to-end pricing process, in support of the business transformation underway. The Pricing Leader will partner closely with Marketing to design comprehensive pricing, promotion, and incentive programs in support of the overall go-to-market strategy and to drive profitable growth, bringing a fresh perspective and ideas to challenge the historical approach. This leader also will partner with Finance to ensure pricing and ROI evaluations are grounded in the financial data.
The Pricing Leader also plays a key role in supporting the Commercial Accounts Sales Team to assess, align, and execute key account-level pricing along with rebates/incentives in line with the business strategy.
Success in this role requires being adept at working cross-functionally to develop a robust Pricing strategy and to implement the supporting processes. This leader must also be highly skilled at influencing others across the organization to establish a new pricing mindset and set of behaviors.
Strong systems and data management skills are required, along with intellectual curiosity This Leader will roll up their sleeves, dig into the different systems to find the data they need to (a) analyze what has and hasnt worked in the past (ROI, volume, etc.), (b) model potential outcomes of pricing tactics, (c) establish frameworks for evaluating pricing strategies and specific tactics; and (d) make recommendations for a fresh approach to pricing and promotions including new tools.
Duties & Responsibilities
Overall Leadership
- Develop and execute the roadmap for the new pricing strategy and approach prioritized initiatives, analytics and data requirements, organizational engagement, and process changes.
- Manage direct reports on their day-to-day activities including planning and allocating tasks as required in collaboration with senior leaders Hands-on coaching & development
- Serve as a strategic advisor to senior leaders and other executives across the businesses Inquire & inform
- Prepare materials for Senior Leadership and Board of Directors meetings Anticipate questions and be a key driver in strategic decisions
- Additional duties as assigned Be adaptable
Consumer Services Division
Pricing Strategy & Processes
- In partnership with Marketing and taking into account geographic considerations, design a consistent and data-driven approach to pricing and promotions for the companys consumer auto repair services business based on strategic goals plus key market and cost drivers.
- Design new and innovative pricing models tailored to the services provided, aimed at maximizing margin while retaining volume. In collaboration with Finance, determine target profitability by service offering and develop a pricing methodology and allowed rebates/promotions that protect target margins.
- Develop and implement an analytical framework to evaluate pricing tactics, including promotions, rebates, and discounts, taking into account key variables such as customer type, geography, time of year/holiday.
- Design and implement processes and implement tools to measure the effectiveness and ROI of pricing tactics.
- Build a methodology and implement supporting tool/dashboard to track implementation of pricing actions and outcomes.
- Establish a pricing review cadence and related governance processes to evaluate and take advantage of pricing opportunities based on overall competitive landscape and specific geography (e.g., demographics, local and regional competitive dynamics and strategic goals), etc.
Business Partnering
- Work closely and communicate frequently with Marketing, Finance, Sales, Operations, Supply Chain, and IT inquire, educate, inform and partner with these teams to implement pricing strategy and changes in tactics. Keep in mind and anticipate upstream and downstream implications.
- Partner with Finance leaders to ensure that the cost-to-serve is considered/factored into pricing and collaborate to develop an ROI framework
- Partner with Marketing to ensure that market demands and opportunities are considered/factored into pricing and the ROI framework, balancing this against cost-to-serve.
- May work with outsourced data science team to identify trends and opportunities from the data.
Commercial Accounts Division
- In line with the designed profitability-driven strategy, develop and maintain price guidance for the relevant services to provide direction to the Commercial Accounts Sales Team regarding appropriate price levels and structure, and incentives to offer.
- Engage with commercial leadership to align sales incentive compensation with profitability targets for Fleet contracts.
- Support commercial team on price negotiations and establish a pricing review cadence and related governance processes for commercial contracts.
Experience & Qualifications
- Bachelor's Degree in Business Administration, Marketing, Economics, Finance or equivalent training required.
- Minimum 10 years of experience in pricing roles with a similar focus.
- Strong business acumen plus highly proficient analytically, including being facile with statistical analysis.
- Experience working with AI and Big Data is highly preferred
- Strategic mindset; able to assess the competitive landscape and utilize market intelligence to inform pricing decisions.
- Prior experience with pricing services in both B2C and B2B environments.
- Experience with pricing department transformation preferred.
- Strong systems skills: ability to navigate data from disparate systems; familiarity with Domo is a plus.
- Strong ability to communicate both verbally and in writing independently; able to influence business partners through effective communications.
- Customer service-oriented, recognizing the importance of client services.
- Exercises excellent professional judgment.
- Project management and organizational change management skills - ability to multitask and manage large, complex projects.
- Ability to work in a fast-paced environment, prioritizing work accordingly.
- Adaptable to change in the organizational environment.
- Ability to travel up to 25% of the time.
