Senior Director, Pricing

Sticker Giant is RLG's ecommerce business, based in Boulder County, Colorado. Sticker Giant pioneered custom stickers and labels online and today combines digital manufacturing with a direct-to-customer ecommerce model in a data-rich, AI- and technology-forward environment. Our mission is to deliver the fastest custom printed products at exceptional value for businesses and organizations.

Sticker Giant is seeking a Senior Director, Pricing to own monetization and pricing strategy and execution for its business initially and, over time, for all of RLG.

The role will start with a primary focus on Sticker Giant, where there is a meaningful opportunity to drive incremental revenue and gross margin through pricing and monetization. Success will require outstanding cross-functional collaboration with Finance, Operations, Product, Engineering and Marketing.

Over time, the role will expand across RLG, partnering with corporate, commercial and operations leaders to establish pricing strategy, identify opportunities to better align monetization with the value we deliver to customers, and improve margin performance across the organization.

This is a player-builder role with an unusually diverse mandate: lead monetization for an agile ecommerce business, then help build strategic pricing capability across RLG's broader manufacturing portfolio.

Sticker Giant

• Own end-to-end pricing and monetization strategy across Sticker Giant, with accountability for achieving incremental gross margin targets.
• Optimize pricing architecture across products, sizes, materials and order quantities, using price-elasticity analysis and A/B testing.
• Continuously benchmark competitors and customer perceptions of value.
• Use customer, competitive, cost and margin data to determine where Sticker Giant should price above, at parity or below the market.
• Lead promotion and discount strategy, including testing discount depth, frequency and thresholds to improve incrementality.
• Develop and optimize top-customer, loyalty, volume and reorder discount programs.
• Set pricing for new products and premium services, including rush production, shipping and paid add-ons.
• Establish clear pricing KPIs and a disciplined test-and-learn approach to identifying, measuring and scaling monetization opportunities.

Resource Label Group

As the role expands, responsibilities will include:

• Partner with RLG leadership and operating businesses to establish a company-wide pricing strategy to identify and prioritize pricing opportunities.
• Develop a fact-based understanding of cost-to-serve and gross margin across customers, products and order types to identify margin leakage and opportunities for improvement.
• Assess customer value, competitive positioning and willingness to pay to better align price with the value RLG delivers.
• Develop and optimize pricing architecture, including target margins, price guardrails, volume and contract pricing, and charges for premium services.
• Improve pricing execution through stronger discount governance, quoting practices and identification of pricing leakage.
• Use pricing, margin and win/loss data to measure results and continuously improve pricing decisions.
• Build the analytics, tools and team capabilities needed to scale strategic pricing across RLG, leveraging external vendors and consultants as appropriate.

In the first phase, success will be measured by incremental gross margin impact at Sticker Giant and by building the playbook and capabilities to systematically identify, test and scale monetization opportunities.

Over time, success will expand to include measurable margin improvement across RLG and building a scalable strategic pricing capability across the organization.