Presales Solution Principal - Pricing & PromotionsThe Presales Solution Principal at RELEX is a pivotal strategic role that enhances the sales team's effectiveness throughout the sales cycle. This position combines expertise in sales strategy, subject matter knowledge, process facilitation, and execution.
This role supports RELEX's Pricing & Promotions solutions, including price optimization, promotion planning and forecasting, and promotion effectiveness, within the broader merchandising context of assortment, space, category management, and financial planning. As a Solution Principal, you will join a dynamic team dedicated to expanding RELEX's footprint in retail merchandising. This role is fully remote.
We are hiring for industry background first. The strongest candidates have done this work inside a retailer and know the daily reality of the people we sell to: the weekly price review, the promotion that missed its forecast, the vendor funding conversation, the category reset that ran late. We can teach our platform and our sales process. We cannot teach what it is like to own a category or a price file.
Join us as a Presales Solution Principal and this is some of what you'll be doing:- Apply your hands-on pricing, promotions, and merchandising experience to conduct discovery, develop a RELEX point of view, lead workshops, and drive innovation with RELEX prospects
- Apply deep RELEX solution expertise and industry knowledge to build tailored demonstrations of pricing and promotion capabilities using prospect data and scenarios
- Provide thought leadership and work with pricing, and category leadership and their teams to align their pricing and promotional strategy, and build a strong business case supported by a compelling value proposition for deploying RELEX
- Understand a prospect's needs through discovery sessions, then assemble a demonstration of what a RELEX solution would look like if implemented
- Assist in creating Proofs of Concept and influence approach and configuration when necessary
- Collaborate with internal functional groups including Professional Services, Central Presales, Product Strategy, Product Management, and Product Marketing
- Interact with clients and present to prospect audiences, from category manager to C-suite
- Develop and customize sales material, value narratives, and ROI models for pricing and promotion opportunities
We're looking for:- 7+ years in an operating role inside a retailer, grocer, or similar.
- NOTE: We want people who have carried a category, a price file, or a promotional calendar as their day job, for example (non-exhaustive):
- Category Manager, Category Merchant, or Buyer, owning assortment, margin, vendor negotiations, and promotional plans for a category
- Pricing Manager, Pricing Analyst, or Director of Pricing, owning price strategy, rules, zones, and competitive response
- Promotions Manager or Trade/Promotional Planner, owning the promotion calendar, forecasting, funding, and post-event measurement
- Direct experience with the rhythms and tools of that work: the weekly and seasonal planning cadence, the spreadsheets and legacy systems people actually use, the trade-offs between margin, volume, price image, and inventory, and what it takes to get a price or promotion decision approved internally
- Detailed knowledge of pricing and promotion business logic, such as price optimization and rule frameworks, price elasticity and demand modeling, price zones and family/link rules, KVI and price image management, competitor price response, promotional lift and cannibalization, and post-event effectiveness analysis
- Working knowledge of the surrounding merchandising landscape: assortment planning, space planning, category management, vendor funding and trade spend, and merchandise financial planning
- Understanding of how pricing and promotion decisions land downstream in forecasting and replenishment, and what goes wrong operationally when that handoff breaks
- Consulting or presales experience in pricing, promotions, or merchandising software is valuable, but does not replace time spent in an operating role
- Ability to see the bigger picture, translating customer issues into RELEX based solutions
- Familiarity with the pricing, promotions, and merchandising technology landscape, and hands-on experience working with those solution providers as a user, evaluator, or implementation participant. You should be comfortable discussing how these systems work, where they fit in a merchandising tech stack, and what separates them
- Analytical approach, with the confidence to discuss model logic, elasticities, and measurement methodology with both analysts and executives
- Presentation skills
- Knowledge, or desire to learn, of industry and sectors
- Flexible and adaptable approach, being able to communicate advanced logic to a broad audience
- Willingness to work within ambiguity and drive improvement, both for customers and our internal approach and resource
- Comfort with travel across the US and Canada when needed, approx. 40%
Please contact Monica Hochberg @ [redacted] with any specific questions. Please put the job title and your name in your email subject line.
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