Summary / Position Purpose:

The Director of Customer Pricing plays a critical role in the delivery of our pricing strategy, acting as a decision maker on the pricing of large contracts and revenue opportunities. The Director of Customer Pricing will take the lead in the discussion of these opportunities, seeking input from the Sales, Finance and Pricing Strategy teams to reach an agreement.

This role requires the ability to think strategically, considering individual revenue opportunities within the larger context of organizational strategy and performance. Successful candidates will be able to think on their feet, considering multiple inputs and points of view to reach decisions in a fast-paced environment. This role requires excellent communication and influencing skills, as the Director of Customer Pricing will work closely with senior leaders across departments. Experience working in Sales function and an excellent understanding of business finance will both be big advantages in this role.

Essential Duties, Functions and/or Responsibilities:

Customer Pricing Strategy Development:

• Understand market trends, competitor pricing strategies, and customer segments to develop our approach to customer pricing and adjust that approach as needed to respond to market changes and achieve business objectives
• Review large revenue opportunities - e.g. multi-year contracts, inventory consignment, large RFQs - and propose or approve pricing approaches for each opportunity. Define a framework for the Customer Pricing team for the review and approval of smaller revenue opportunities
• Lead the Customer Pricing team to help the organization quickly reach informed decisions on customer- and opportunity-specific pricing
• Use data and analytical tools to inform, monitor the impact of, and adjust approaches to customer pricing

Cross-functional Collaboration:

• Collaborate with Sales teams to understand customer needs and market dynamics, ensuring our approach to customer pricing supports sales efforts and revenue targets
• Work closely with Finance teams to understand organizational strategy and performance, ensuring that our approach to customer pricing helps us achieve our overall revenue and profitability goal as an organization
• Provide input to the Director of Pricing Strategy on pricing at an organizational, entity, channel, and brand level, based on the insight gained from larger opportunities
• Monitoring and Continuous Improvement
• Monitor pricing performance metrics such as pricing elasticity, sales volume, and revenue growth to evaluate the effectiveness of pricing strategies
• Identify and act on opportunities for price optimization at a customer level to improve margin and competitiveness
• Identify issues with customer pricing and take corrective actions to address issues
• Work closely with the VP of Commercial Insight and Pricing to provide insight into where we are winning and losing opportunities based on price, and the impact this is having on revenue, margin, and overall financial performance
• Together with the Director of Pricing Strategy and the VP of Commercial Insight and Pricing, the Director of Customer Pricing will be responsible for delivering improvements to our bottom line through an effective and efficient pricing process for larger customers and opportunities

Education and/or Work Experience Requirements:

• 2+ years of experience at director level in Pricing, Sales, Sales Operations, or a related function
• Excellent commercial understanding, including understanding of business finance & sales processes and how effective pricing contributes to organization performance
• Data-driven approach with experience making decisions based on data and anecdotal inputs
• Sales experience, or experience working closely with a Sales team is an advantage

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.

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