Director of Pricing Margin Optimization

The Director of Pricing works alongside the Lines of Business to develop pricing strategies, pricing plays, and analytical capabilities that support profitable growth. The Lines of Business retain ultimate accountability for pricing decisions, customer commitments, and deal economics; this role enables those decisions through frameworks, tools, insights, and disciplined commercial support.

This role partners closely with Line of Business Leaders, Sales, Finance, Product Management, and Commercial Operations to improve pricing discipline, support value-based pricing, strengthen customer and product profitability, and ensure pricing execution is consistent with approved business strategies and local market realities.

• Develop and maintain enterprise pricing frameworks, playbooks, approval guidelines, and exception processes that enable consistent execution across Lines of Business.
• Support local market flexibility while clarifying where pricing decisions and approvals remain with the Lines of Business.
• Partner with Lines of Business to define segmenting and tiering approaches, value-based pricing logic, target margin guardrails, and service-level agreement structures by tier.
• Facilitate pricing reviews and exception management processes, variance explanations, and recommended actions.
• Monitor pricing performance and provide insight-driven recommendations.
• Maintain pricing governance standards and compliance with approved pricing practices.

• Identify opportunities to improve price realization, target margin attainment, and profitability by segment, product, customer, tier, market, and channel.
• Reduce pricing leakage through improved controls, exception reporting, and visibility into off-play pricing decisions.
• Evaluate discounts, rebates, concessions, service-level commitments, and other commercial incentives to support Line of Business pricing decisions.
• Support margin improvement initiatives through data-driven analysis, scenario modeling, and recommended pricing plays.
• Monitor customer, product, channel, market, and sales-rep profitability patterns to identify pricing opportunities and risks.
• Provide customer profitability, segmentation, tiering, and cost-to-serve analyses to inform Line of Business pricing strategies.
• Assess pricing performance across customers, products, markets, channels, tiers, and sales-rep.
• Develop variance and exception reporting that highlights deviations from pricing plays, target margins, discount guidance, and service-level commitments.
• Monitor competitive pricing activity and market trends and translate insights into practical pricing options for Lines of Business.
• Develop dashboards, reporting, and KPIs that measure pricing effectiveness, adoption of pricing plays, exception trends, and margin impact.

• Work alongside Line of Business and Sales Leadership to create and refine pricing strategies and plays for specific segments, markets, customers, offerings, and service tiers.
• Provide analytical support for customer negotiations, contracts, major commercial opportunities, and exception requests.
• Support implementation of value-selling methodologies, value-based pricing, tiered offers, and service-level agreement models.
• Assist Lines of Business in evaluating pricing opportunities, target margin impacts, and commercial trade-offs.
• Serve as a trusted advisor on pricing analytics and commercial performance while preserving Line of Business accountability for pricing decisions.

• Lead governance and continuous improvement of pricing-related systems and tools.
• Partner with IT and Commercial Operations to enhance pricing capabilities within ERP, CRM, CPQ, and pricing platforms.
• Improve pricing visibility through dashboards, reporting, and analytics.
• Support the adoption of automation, AI-enabled insights, and advanced pricing tools.
• Ensure pricing data integrity and quality across platforms.

• Bachelor’s degree in business, Finance, Economics, Marketing, Engineering, or related field.
• 10+ years of experience in Pricing, Commercial Operations, Revenue Management, Finance, Sales Operations, or related disciplines.
• Demonstrated experience improving profitability through pricing execution and analytics.
• Experience leading cross-functional initiatives and influencing senior leadership.
• Strong understanding of customer profitability, pricing governance, and commercial processes.

• MBA or advanced business degree.
• Experience with SAP, Salesforce, Pricefx, CPQ platforms, or similar pricing technologies.
• Experience leading enterprise pricing programs and governance initiatives.
• Familiarity with AI, advanced analytics, and pricing optimization solutions.