Director of Pricing Strategy
Posted a month ago
Worldwide
⭐
10+ years experience
Please mention DailyRemote when applying
AI Summary
Lead the development and execution of the company's pricing strategy to drive profitability, revenue growth, and market competitiveness. Oversee pricing frameworks, governance, and analytics while collaborating with executive leadership and cross-functional teams.
TITLE: Director of Pricing Strategy
ABOUT THE COMPANY: American Expediting provides on-demand transportation services for healthcare and mission-critical industries. Our people are smart, creative problem-solvers dedicated to crafting custom transportation solutions. Our reputation for excellence is hard-earned, with on-time delivery performance for on-demand and scheduled, time-critical shipments. Our focus on continuous innovation means we're always ready to meet the ever-evolving needs of our customers.
POSITION SUMMARY: The Director of Pricing Strategy leads the development and execution of the company’s pricing strategy to drive profitability, market competitiveness, and revenue growth. This role is responsible for overseeing pricing frameworks, governance, analytics, and operational processes across the organization and serves as the enterprise leader for pricing strategy and pricing governance. Working closely with Finance, Sales, Product, Operations, and Executive Leadership, the Director of Pricing uses market insights, financial analysis, and customer trends to optimize pricing decisions and support business objectives. The role also provides leadership to the Pricing team by establishing scalable processes, improving pricing effectiveness, and fostering a data-driven approach to pricing strategy and performance. This position will act as the strategic authority on pricing philosophy, structure, and discipline across the organization.
REPORTS TO: Chief Commercial Officer
RESPONSIBILITIES:
Strategic Pricing Leadership
- Develop and execute a comprehensive pricing strategy aligned with company growth objectives, market conditions, and profitability goals
- Lead the evolution of pricing models, methodologies, and governance practices across products and services
- Identify opportunities to improve pricing effectiveness, margin performance, and revenue optimization
- Establish pricing policies, approval frameworks, and best practices
- Own enterprise pricing governance, including pricing guardrails, approval authority, and escalation frameworks
- Recommend and influence pricing strategy at the executive level, including pricing implications related to growth, margin expansion, and customer segmentation
- Manage company’s annual GRI process and continuously evaluate and recommend price adjustments where needed.
Pricing Analytics & Market Intelligence
- Analyze market trends, competitive positioning, customer behavior, and financial performance to inform pricing decisions
- Utilize data-driven insights to evaluate pricing performance and recommend adjustments
- Partner with Finance and Commercial leadership to assess profitability, discounting trends, and pricing opportunities
- Develop reporting dashboards and KPIs to monitor pricing effectiveness
- Lead pricing scenario modeling, elasticity analysis, and profitability assessments to support strategic decision-making
Cross-Functional Collaboration
- Collaborate with Sales, Finance, Product, Operations, and Executive Leadership to ensure pricing strategies support business objectives
- Provide strategic pricing guidance during contract negotiations and commercial discussions when required
- Align pricing initiatives with broader organizational goals and customer value propositions
- Serve as the senior pricing partner to Sales leadership on complex bids, strategic accounts, and pricing exceptions
Cost Governance and Cost Inputs
- Partner with Operations and Finance to catalog current cost expectations across service lines, with as much granularity as possible, as structured inputs for pricing models.
- Drive cross-functional initiatives and governance processes to formalize cost expectations across driver, airline, and vendor cost categories.
- Identify the highest-impact opportunities for cost improvement and partner with operational leadership to create initiatives that address them.
Billing Accuracy and Revenue Management
- Ensure all clients are billed with precision against contracted rates and pricing structures.
- Establish KPIs for billing accuracy and build exception reporting to identify and resolve discrepancies.
- Support the development of well-governed processes that connect pricing decisions to downstream billing execution.
Team Leadership & Process Development
- Lead, mentor, and develop the Pricing team
- Build scalable pricing processes, tools, and operational standards
- Drive continuous improvement initiatives to enhance pricing efficiency and consistency
- Foster a culture of analytical thinking, accountability, and collaboration
- Establish the long-term vision, structure, and capabilities of the Pricing function
MINIMUM QUALIFICATIONS:
- Bachelor’s degree in Finance, Business, Economics, Mathematics, or a related field; MBA or advanced degree preferred
- 8+ years of progressive experience in pricing, revenue management, financial analysis, or commercial strategy
- Proven experience developing and implementing strategic pricing initiatives
- Strong analytical, financial modeling, and problem-solving skills
- Demonstrated leadership experience managing teams and cross-functional initiatives
- Excellent communication, negotiation, and stakeholder management abilities
- Advanced proficiency with pricing analytics tools, Excel, BI platforms, and ERP/CRM systems
- Experience designing pricing governance frameworks and leading enterprise-level pricing decisions preferred
Preferred Qualifications:
- Strategic thinker with strong business acumen
- Ability to balance data-driven decision-making with commercial realities
- Strong organizational and project management skills
- Ability to influence senior leaders and drive change across the organization
- Experience working in fast-paced, growth-oriented environments
KNOWLEDGE, SKILLS & ABILITIES:
- Strong knowledge of pricing strategy, revenue optimization, margin management, and commercial business practices
- Advanced analytical and financial modeling skills with the ability to interpret complex data and translate insights into strategic recommendations
- Deep understanding of pricing methodologies, market analysis, competitive positioning, and profitability analysis
- Proficiency with pricing tools, ERP/CRM systems, business intelligence platforms, and advanced Microsoft Excel functions
- Ability to develop and implement pricing frameworks, governance structures, and scalable operational processes
- Strong leadership and team development skills with the ability to mentor, influence, and drive accountability
- Excellent communication and presentation skills, with the ability to convey complex pricing concepts to technical and non-technical stakeholders
- Strong negotiation and stakeholder management abilities across all levels of the organization
- Ability to manage multiple priorities in a fast-paced, growth-oriented environment
- Demonstrated problem-solving and strategic thinking capabilities with a results-oriented mindset
- Strong organizational and project management skills with attention to detail and process improvement
- Ability to collaborate cross-functionally and build strong working relationships across Finance, Sales, Product, Operations, and Executive Leadership teams
American Expediting is an equal opportunity employer. In accordance with applicable law, American Expediting prohibits discrimination based on any legally recognized basis, including but not limited to race, color, religion, creed, gender, sex, gender identity, sexual orientation, age, national origin or ancestry, citizenship status, physical or mental disability, genetic information, veteran status, uniformed service member status, or any other basis protected by federal, state or local laws. American Expediting’s commitment to equal opportunity employment applies to all persons involved in our operations and prohibits unlawful discrimination by any employee, vendors, and customers.
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