Vice President, Pricing

The Vice President, Pricing leads the development and execution of a comprehensive, competitive, scalable, and profitable pricing strategy across the company’s portfolio of services, primarily focused on LTL and Domestic Freight Forwarding. They collaborate with Sales, Operations, Finance, and Executive Leadership to balance margin optimization with customer needs and broader market dynamics. They bring a strategic, solutions-oriented approach to the pricing function, leading technology enablement initiatives and leveraging data to establish and continuously improve pricing governance, monitor rate trends, elevate pricing intelligence, and drive growth.  

Responsibilities Lead the development of enterprise‑wide pricing strategy, governance, and frameworks aligned to organizational growth and profitability goals across the entire portfolio of services.

Oversee pricing analytics, modeling, and forecasting to ensure pricing decisions reflect current market conditions and cost structures.

Partner with Sales and Operations leaders to support key bids, RFPs/RFQs, renewals, and customer‑specific pricing strategies.

Evaluate global industry rate trends and translate insights into proactive pricing adjustments and recommendations.

Build and maintain strong relationships with industry peers and external logistics partners to support rate negotiations and competitive pricing.

Identify opportunities for program modernization, leading the implementation and adoption of new technologies and ways of working in support of enterprise growth and transformation. Champion continuous improvement initiatives that drive the strategic value of pricing operations, especially those surrounding accuracy, speed, margin, and pricing governance.

Ensure compliance with applicable regulations, including FMC rules and other international shipping requirements.

Provide executive‑level reporting on pricing performance, margin trends, and competitive positioning.

Mentor and develop a high‑performing pricing team with expertise across modal lines.

Collaborate with Finance to support budgeting, forecasting, and cost‑to‑serve analysis.

Participate in cross-functional/cross-regional projects to improve the pricing infrastructure across the entire enterprise

Represent the organization in industry forums, summits, and strategic partnership meetings.

All other duties as assigned to meet evolving business needs. Qualifications

Education:

Undergraduate degree in Business, Supply Chain, Finance, or a related field from an accredited college or university required.

Certification/Licensure:
Relevant industry certifications (e.g., CSCMP, NAPM) preferred.

Experience:

10+ years’ progressive experience in pricing or revenue management, specifically within the transportation/logistics/supply chain industry. Demonstrated expertise in logistics pricing across LTL and FTL ground transportation and domestic freight forwarding. Expert knowledge of FMC rules, regulations, and global compliance standards.

Previous experience with tariff structures, accessorial pricing, class/commodity frameworks, and modal rate management.

Possess strong working relationships with air freight providers, ocean carriers, airlines, and freight forwarders.

Prior experience leading transformation and change management initiatives, focused on modernizing pricing organizations and processes. Strong analytical acumen with the ability to interpret market data and translate it into strategic recommendations.

Working knowledge of pricing technology and data landscape (SMC3, Cargo Wise, Snowflake/Databricks, or homegrown) with direct accountability for future strategy including selection, strategic design, and implementation.

Exceptional communication skills, both written and verbal, with experience presenting to and influencing senior leaders.

Demonstrated discretion and confidentiality in handling and protecting sensitive information.

Technical:
Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.), Salesforce, TMS/WMS platforms, and web conferencing (Teams, Zoom, Webex, etc.).Environment:
Comfort commuting to/from and working in a 100% on‑site setting (listed in this posting), with occasional travel for related meetings/events.

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