Job Overview- The Sr. Manager, Revenue Management is responsible for managing the pricing strategy and framework across the enterprise including National Account Customers (NAC) and independent local dealers (ILD) while delivering sustainable revenue, mix, and margin growth. This role also oversees corporate-wide pricing analytics and execution, focused on delivering data-driven pricing recommendations and supporting strategic decision-making processes.
This role owns the development of pricing and promotional guardrails while connecting portfolio/brand strategy with commercial execution. With responsibility to define both short-term actions and long-term strategic roadmaps aligned with AOP, financial targets, enterprise priorities, and the competitive landscape, this role partners closely with Marketing, Finance, New Business Development, National Account Sales, Operations/local sales, and Sourcing.
Job Components- Overall responsibilities:
- Lead the NAC Pricing Team, Local Sales Pricing Team, International Pricing and Pricing Execution Team
- Own Revenue Management strategy, including market-based pricing strategies including promotional strategies and guardrails
- Regularly cross-functionally engage and coordinate with senior leaders to align strategy with short-term and long-term objectives
- Manage and mentor the teams they lead, ensuring high performance and professional growth
- Review performance data that includes financial, sales, and activity reports and spreadsheets to monitor and measure departmental productivity, goal achievement, and overall effectiveness.
- Effectively manages through complexity-including collaborating with Sales teams to optimizing around desired growth objectives
- Coordinate with Finance on short-term and long-term financial planning
- National Account and Field Pricing Strategy:
- Act as the primary liaison for National Accounts, providing strategic pricing guidance and support.
- Manage the competitive pricing plan and execute pricing strategies for National Accounts that align with corporate goals.
- Partners with Distributor Operations as subject matter experts on compensation for national account service
- Collaborate with Sales, Finance, and Marketing Teams to design and implement customized promotional and pricing solutions for high-value customers.
- Ensure pricing approaches consider market trends, customer needs, and competitor positioning.
- Support the financial and strategic evaluation of bids, new customers, portfolio/brand decisions, and other business development opportunities.
- Corporate pricing analysis and execution:
- Lead corporate-wide pricing initiatives, including the analysis of price performance and revenue optimization.
- Conduct in-depth pricing analyses to evaluate the impact of pricing decisions on profitability and market share.
- Build and maintain pricing models to support strategic planning and operational goals and coordinate with short-term and long-term financials
- Ensure all pricing methodologies comply with company policies, industry regulations, and legal standards.
- Continuously improve pricing processes and tools to increase efficiency and effectiveness.
- Reporting and Insights:
- Create and present reports on pricing performance, trends, and insights to senior leadership.
- Utilize advanced analytics and business intelligence tools to support pricing decisions.
- Monitor key performance indicators (KPIs) related to pricing and revenue growth.
- Partner with the Market Insights and Product Teams to effectively analyze international markets in order to define guardrails for market entry
Qualifications- Bachelor's degree in Business Administration, Finance, Economics, or a related field. A Master's degree (MBA or equivalent) is preferred.
- 7+ years of experience in revenue management, pricing, financial analysis, or a related analytical field, with at least 3-5 years in a managerial role.
- Proven experience in national account management and/or corporate and field pricing strategies.
- Strong knowledge of pricing methodologies, market dynamics, and financial modeling.
- Proficiency in data analysis tools (e.g., Excel, SQL, Tableau, Power BI, AI) and financial modeling.
- Strong analytical and problem-solving skills with attention to detail.
- Excellent leadership, communication, and stakeholder management skills.
- Ability to manage multiple priorities in a fast-paced environment.
- Deep understanding of market trends, pricing structures, and competitive analysis.
- Familiarity with CRM and ERP systems (e.g., Salesforce, SAP)
Scope- Lead a team of direct reports including Managers.
- Oversee the operational, budgetary, and financial responsibilities and activities of the department.
- Apply defined guardrails and scenario analysis to assess profitability, capacity, factory utilization, service requirements, risk, and incremental growth.
- Maintain scalable bid and tender tools, decision records, and post-launch scorecards to confirm performance against approved business cases.
- Plan and allocate resources efficiently to support Revenue Management team objectives.
- Effective cross-functional relationship building across the enterprise and at all levels.
- Model Interstate's Purpose and Values.
Note: We do not accept resumes from headhunters, placement agencies, or other suppliers that have not signed a formal agreement with us.
