Director, Pricing NJ -Carlstadt

Overview

At Brand Safway, we know our employees are our greatest asset, which is why we give them the tools, training, and resources to be successful. Come join our growing team!

DIRECTOR, REGIONAL PRICING

Role Purpose

Own price realization and margin expansion across the Northeast region by driving disciplined pricing, estimating consistency, and commercial decision-making. This role translates enterprise pricing strategy into field execution—recovering inflation, reducing variability, and ensuring growth is accretive. This is a commercial operator with pricing authority, not a back-office analyst.

• Price & Margin Ownership
  • Deliver regional YoY net price improvement and margin expansion vs targets.
  • Identify and stop price leakage by branch, customer cohort, job size, and offering.
  • Ensure growth is accretive: price is not traded away to “buy volume.”
• Deal Estimate Governance
  • Lead regional price reviews (transactional, LP/MP renewals, high-risk/off-floor deals).
  • Enforce pricing guardrails and escalation/approval thresholds.
  • Partner with estimating to reduce estimator-to-estimator variation and anchor productivity assumptions to achievable performance.
• Tools & Process Discipline
  • Drive revenue coverage through approved tools/workflows (where applicable), not cosmetic adoption.
  • Make off-tool/off-process pricing visible, rare, and accountable.
• Customer & Market Pricing Strategy
  • Translate market conditions into pricing actions by geography, vertical, and job size.
  • Equip sales leaders with practical negotiation moves: price above inflation, pricing for risk/lead time, and terms as levers (payment, scope clarity, audit rights, etc.).
• Leadership & Change Management
  • Be the pricing authority in the region.
  • Challenge entrenched habits with facts; coach teams on “how we make a buck”: know costs, price to market/risk, execute and recover.
  • Create constructive tension where pricing discipline is weak.
• Success Metrics (KPIs)
  • YoY Net Price (regional) and Net Price vs AOP
  • SGP/HR (where relevant), LGP (Saf Quote / quoting outputs)
  • % revenue priced within guardrails (floor/target/exception rates)
  • Price realization: quoted vs executed (leakage drivers identified and corrected)
  • Estimating variance reduction (spread compression across estimators/branches)
  • % of revenue reviewed on cadence; number of exceptions approved and closed-looped
  • LP/MP renewal uplift and compliance to increase plan

• 12+ years in commercial/ops/estimating/pricing leadership in industrial/commercial services.
• Operator first, analyst second; credible with branch managers and SVPs.
• Comfortable challenging 20–30 year veterans using data + customer logic.
• Strong grasp of job economics, operating leverage, risk, and deal structure.
• Clear, direct communicator; can run tough price reviews without drama.

• Mandate (12 months)
• Stabilize and expand margin by tightening price execution, reducing quoting/estimating variance, and eliminating “small job discounting.”
• Build a repeatable cadence that Ops/Sales can run without heroics or consultant dependence.
• Create a “one version of truth” view for leaders: where we’re getting price, where we’re not, and what we’re doing next.

• Price above inflation is mandatory on new work and renewals unless explicitly escalated and approved.
• Small jobs priced at a premium; large jobs can be an aggressive price only with a documented rationale and approval.
• Standard estimating assumptions and sourcing rules—variance must compress over time.
• Exceptions require documentation, owner, and closed-loop learning (no “one-off” excuses).
• Pressure Points – what will break pricing if not managed.

• Market fragmentation and heavy competition in select metros: enforce floors and protect margin where we have differentiation.
• Long lead-time quoting and inflation drift: pricing must include escalation language, refresh points, and disciplined re-pricing.
• Talent and labor constraints / wage pressure: pricing must reflect local reality and avoid pricing last year’s labor.
• Estimating variability and inconsistent productivity: drive standardization…