Senior Director, Contracting and Pricing Strategy

Royall & Company   •  

Washington, DC

Industry: Business Services


8 - 10 years

Posted 41 days ago

The Role in Brief

Senior Director, Contracting and Pricing Strategy

Commercial Strategy & Operations is seeking a Senior Director with strong leadership, communication and projectmanagement skills. The ideal candidate will have professional experience in commercial sales activity including contracting and pricing strategy to maximize revenue. The Senior Director will be a leader on the team dedicated toadvancing the commercial team's execution against strategic initiatives and growth objectives. This candidate willhave an outstanding service ethic and be comfortable identifying and tackling specific problems by applying a generalstrategic framework.

This role is based in Washington, D.C.

Primary Responsibilities:

The Senior Director will play a key leadership role in the day-to-day business of the group, including:

  • Works in fast paced sales environment with key stakeholders in developing strategies that optimize revenue and win probability
  • Partner with senior sales and account management leadership (across all products) on contracting, pricing, and negotiating strategy - includes performing research and analysis to determine best approach to maximize revenue (includes contracts, MSAs, system contracts, strategic pricing etc.)
  • Project manages large/ complex deals through all aspects of contract including external and internal needs such as navigation through product, customer success, legal, and finance stakeholders
  • Provides competitive intelligence research in positioning the company and insights into pricing
  • Support commercial team on customer discussions from negotiations to explaining pricing structure, contractterms, or current portfolio of spend
  • Becomes internal expert in CPQ contract system and process to make improvements and facilitate training and utilization by commercial team
  • Takes part in special projects/ initiatives to maximize profitability (RFP competitive intelligence, pricing opportunities, rightsizing pricing, etc.)
  • Identify and execute on key strategic and operational projects to support revenue growth
  • Passion for developing teams and invest in next generation of leaders by ensuring each member of team is learning and growing

Basic Qualifications:

Because the position will operate with a great deal of autonomy, the Senior Director position requires exceptional project management and planning skills. He or she must set his or her own deadlines and milestones for projects to ensure that work is completed in the expected time frame. The Senior Director must also demonstrate essential skills of the strategy and operations group:

  • Bachelor's degree
  • Minimum of 8 years work experience in sales, finance, or business strategy
  • Proven ability to manage multiple simultaneous projects and cross-functional teams
  • Able to work under tight timelines and reprioritize work as needed
  • Ability to formulate and deliver clearly complex information, issues and recommendations in both written and oral presentation to senior management
  • Ability to work as a leader and team player with sales and finance executives
  • Strong internal firm and external customer service ethic
  • Discretion in handling sensitive firm, department and individual performance information


Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive benefits package:

  • Medical, dental, and vision insurance, dependents eligible
  • 401(k) retirement plan with company match and day one full vesting
  • Generous PTO
  • Daytime leave policy for community service or fitness activities (up to 10 hours a month each)
  • Wellness programs including gym discounts and incentives to promote healthy living
  • Dynamic growth opportunities with merit-based promotion philosophy