Senior Director, Customer Profitability, Deal Desk & Rebates

Senior Director, Customer Profitability, Deal Desk & Rebates

The Senior Director, Customer Profitability, Deal Desk & Rebates is a new position for all of SRS Distribution Inc., and will report directly to the SVP, Enterprise Strategic Pricing and lead a critical enterprise function focused on improving customer-level profitability, governing major deal economics, supporting national account pricing, and managing customer rebate programs.

This leader will own the operating model for evaluating large, complex, strategic, and exception-based customer pricing decisions. The role ensures that customer deals are reviewed with full economic visibility, including sell price, product cost, freight, delivery, rebates, vendor support, cost-to-serve, customer commitments, and realized margin impact.

The Senior Director will lead the Deal Desk, National Account Pricing Support, and Customer Rebate / IV Rebate Management functions. IV Rebates are vendor-negotiated discounts or rebate arrangements designed to support the sale of specific vendor products to specific customers under approved commercial terms.

This is a high-impact role for a decentralized, branch-led distribution environment where customer-specific pricing, national account agreements, vendor-supported discounts, local exceptions, and service requirements can create significant margin leakage if not actively governed.

Reporting Relationship

Reports to:

SVP, Enterprise Strategic Pricing

Key partners:

• VP, Pricing Strategy, Analytics & Value Capture
• VP, Pricing Operations & Governance
• Business Presidents
• National Accounts Leadership
• Sales and Commercial Leadership
• Finance
• Category / Vendor Management
• Branch and Regional Leadership
• Cost, Rebates & Margin Integrity team
• IT / ERP / Pricing Systems teams

Direct reports may include:

• Deal Desk Manager / Lead
• National Account Pricing Support Lead
• Customer Rebates / IV Rebates Lead
• Customer Profitability Analysts
• Deal Desk Analysts

Key Responsibilities

Customer Profitability Leadership

• Own enterprise customer profitability governance across supported business units.
• Identify customers with margin leakage, declining profitability, unfavorable product mix, excessive discounts, unrecovered freight, high service burden, or weak realized margin.
• Develop standard customer profitability reviews by customer, branch, region, business unit, segment, and product family.
• Partner with sales, national accounts, finance, and business leaders to create action plans for underperforming customers.
• Evaluate customer profitability using full deal economics, including price, cost, rebates, freight, delivery, returns, payment terms, service levels, and branch support requirements.
• Establish clear standards for customer-level margin targets, exception review, price agreement hygiene, and profitability improvement actions.
• Track customer profitability actions from identification through execution and realized margin impact.

Deal Desk Leadership

• Lead the enterprise Deal Desk for large, complex, strategic, or exception-based customer pricing decisions.
• Own deal desk intake, review, approval workflow, escalation process, documentation standards, and service-level expectations.
• Govern reviews for below-floor pricing, strategic account exceptions, large customer-specific pricing agreements, multi-branch deals, long-term price commitments, freight exceptions, and high-risk competitive matches.
• Ensure deals are evaluated based on full economics, not only invoice gross margin.
• Help sales teams improve deal structure through conditional approvals, volume commitments, SKU scope limits, freight recovery, expiration dates, payment terms, mix requirements, or vendor support.
• Ensure approved deals include clear rationale, financial impact, approval authority, effective date, expiration date, and review cadence.
• Track deal desk performance, including margin saved, approval rate, turnaround time, escalations, and post-approval compliance.

National Account Pricing Support

• Provide dedicated pricing support for national and strategic accounts.
• Partner with national account leadership on pricing strategy, renewals, customer profitability, price increase execution, and exception governance.
• Analyze national account performance across branches, regions, product categories, customer locations, and business units.
• Identify margin leakage caused by inconsistent branch execution, unmanaged exceptions, incorrect customer pricing, unrecovered freight, weak rebate alignment, or poor agreement controls.
• Support national account negotiations with fact-based pricing analysis, profitability insights, and recommended deal structures.
• Ensure national account pricing agreements have clear terms, eligible customer locations, product scope, effective dates, expiration dates, approval documentation, and performance tracking.
• Monitor compliance with national account pricing agreements and escalate unauthorized deviations or profitability risks.

Customer Rebate and IV Rebate Management

• Lead governance for customer-specific…