Director of Pricing that is responsible for developing and executing enterprise-wide pricing strategies that drive profitable growth, margin expansion, and competitive advantage. This senior commercial leader owns pricing strategy, governance, analytics, and execution across products, customers, and channels in a complex, B2B, multi-location distribution environment.
The Director of Pricing partners closely with Sales, Finance, Product, Supply Chain, and Technology to ensure pricing decisions are data-driven, scalable, and consistently executed-while supporting customer value creation and long-term growth.
This role leads the evolution of pricing from a transactional activity to a strategic capability, including pricing governance, tools, talent, and operating model.
Pricing Strategy & Value Management- Develop and lead enterprise pricing strategy aligned with revenue, margin, and growth objectives across customer segments, product categories, and channels
- Establish value-based pricing frameworks that reflect customer willingness to pay, service differentiation, and total value delivered
- Define pricing architecture, discount structures, and guardrails to reduce margin leakage and price dispersion
Governance & Execution- Own pricing governance, including approval workflows, pricing policies, exception management, and field enablement
- Ensure disciplined, consistent execution of pricing strategies across all regions and sales teams
- Own customer rebate governance as a form of price discounting, including rebate approval and rebate economics review
- Partner with Sales leadership to balance competitiveness, deal velocity, and margin integrity
Analytics, Tools & Data- Oversee development of pricing analytics, models, dashboards, and KPIs (e.g., price realization, margin performance, customer profitability)
- Lead pricing technology strategy, including selection, enhancement, and adoption of pricing tools (e.g., Pricefx, Vendavo, PROS, SAP/ERP pricing modules)
- Translate complex data into clear, actionable insights for executive and field audiences
Cross-Functional Leadership- Partner closely with Finance and Commercial Sales leadership on margin planning, forecasting, rebate economics, and profitability modeling
- Collaborate with Product, Category Management, Supply Chain, Commercial Sales and Operations to align pricing with cost structures, assortment strategy, and service levels
- Act as a strategic advisor to executive leadership on pricing trade-offs, competitive dynamics, and growth opportunities
Team Leadership & Capability Building- Build, lead, and develop a high-performing pricing organization (managers, analysts, and specialists)
- Establish pricing as a center of excellence with clear career paths, standards, and best practices
- Champion change management and capability uplift across the organization to increase pricing maturity and adoption
Success Measures- Improved gross margin and price realization
- Reduced margin leakage and discount variability
- Increased pricing consistency and governance adherence
- Improved customer profitability and value capture
- Successful implementation and adoption of pricing tools and analytics
Work Environment:- The position may be located in West Chester, PA, (preferred) Houston, TX, or Atlanta, GA
• The role is office-based
• Travel required: 25%
- Collaboration with cross-functional teams is frequent, requiring strong virtual communication and coordination skills
