Director of Pricing Strategy - U.S. AutoForce

POSITION SUMMARY

The Director of Pricing Strategy is responsible for defining and leading the enterprise pricing strategy to balance revenue growth, margin expansion, and competitive positioning. This role will evolve pricing from a transactional execution function into a strategic, analytics-driven capability, tightly aligned with Sales Segmentation and commercial strategy. The Director of Pricing Strategy and Director of Pricing Operations function as true peer partners: strategy sets direction, frameworks, and guardrails;

operations executes, monitors, and closes the loop. A critical input to this role is the continuous performance feedback provided by the Director of Pricing Operations - what is working in the market, what is not, and where strategy needs to adapt. This role is accountable for acting on that intelligence to refine, adjust, and evolve pricing strategy with discipline and speed.

This role operates as both the strategic architect and the quantitative practitioner - personally building and/or guiding analytical models, frameworks, and tools that underpin pricing strategy while simultaneously leading and developing a team of Pricing Strategy Analysts. This includes hands-on development of price elasticity models, customer segmentation analyses, competitive price gap frameworks, and gross-to-net analytics.

This position is located onsite in Appleton, WI (222 W. College Avenue, Appleton, WI 54911).

JOB RESPONSIBILITIES

Pricing Strategy & Governance

* Define and own the enterprise pricing strategy, aligned to Sales Segmentation, customer value, and competitive dynamics.

* Establish clear pricing objectives and guardrails that balance volume growth, margin targets, and market share goals.

* Translate business strategy into actionable pricing priorities, initiatives, and roadmaps.

* Set decision rights and governance models between Pricing Strategy, Pricing Operations, Sales, and Category Management.

* Maintain a structured collaboration cadence with the Director of Pricing Operations, including regular joint reviews of pricing performance, competitive dynamics, and execution outcomes - using that intelligence to proactively refine strategy.

* Remain open and responsive to operational feedback; treat execution outcomes and market signals surfaced by Pricing Operations as primary inputs to strategic decision-making, not secondary noise.

Sales Segmentation & Value-Based Pricing

* Partner with Sales Leadership and Revenue Operations to align sales segmentation strategy with differentiated pricing approaches.

* Define customer and channel pricing architectures (e.g., strategic accounts, regional accounts, independents, e-commerce).

* Develop value-based pricing frameworks that reflect customer willingness to pay, service levels, and growth potential.

* Ensure pricing differentiation is intentional, measurable, and consistent with strategic priorities.

Quantitative Modeling & Analytics

* Possess the deep quantitative expertise to personally understand, build, and own the analytical models that underpin pricing strategy, including price elasticity models, customer price sensitivity analysis, competitive price gap frameworks, scenario and price change impact models, and gross-to-net margin analytics.

* Establish enterprise margin management standards, including gross margin, contribution margin, and gross-to-net visibility; develop the analytical infrastructure to measure and monitor performance against those standards.

* Develop scorecards and KPIs to track pricing effectiveness, margin leakage, and trade-offs between volume and profitability.

* Translate model outputs into clear, actionable pricing recommendations and strategic trade-offs for senior leadership.

* As the Pricing Strategy team grows, transition from sole practitioner to architect and coach - scaling analytical capability through future analyst hires while maintaining ownership of modeling standards and methodology.

Gross-to-Net & Rebate Management Frameworks

* Own the standards and governance frameworks for gross-to-net margin management, including rebates, incentives, and customer programs; execution accountability resides with Pricing…