Pricing and Revenue Lead - Bailey Nurseries

Position Title: Pricing and Revenue Lead

Department: Finance

Reports To: Chief Financial Officer

FLSA Status: Exempt

Work Arrangement: On-site, Newport, Minnesota

Compensation: $92,000 - $110,000

Position Summary:

The Pricing & Revenue Lead will develop and lead Bailey Nurseries' pricing strategy across revenue streams, customer segments, and go-to-market channels. This newly structured role will help the company move from a primarily annual, internally focused pricing process to a more market-informed, segmented, and disciplined pricing approach. The role will build pricing frameworks, improve pricing tools and reporting, partner closely with Sales and Finance, and support profitable growth while maintaining strong customer relationships.

This is an opportunity to help shape pricing strategy for a well-established horticulture company with a broad customer base, seasonal product cycles, and complex operational realities.

Key Responsibilities:

Pricing Strategy and Governance

• Develop pricing frameworks aligned with Bailey's brands, value proposition, customer segments, and financial objectives.
• Design pricing structures by customer segment, channel, and business model, including list pricing, discount guidelines, and terms.
• Establish practical pricing governance, including approval thresholds, exception processes, and regular pricing review cadence.

Market and Competitive Insights

• Build a systematic view of market pricing, competitor positioning, customer value, and pricing trends for key categories and products.
• Analyze customer and segment price sensitivity, willingness to pay, and perceived value across brands, product types, sizes, and grades.
• Provide pricing insights and recommendations to Sales, Finance, and leadership.

Pricing Analytics and Margin Improvement

• Develop and maintain pricing models, margin analysis, dashboards, and reports to support fact-based pricing decisions.
• Analyze price realization, discount leakage, product mix, customer profitability, and promotional effectiveness.
• Support measurable improvement in margin and revenue through disciplined pricing actions.

Cross-Functional Partnership.

• Partner with Sales to translate pricing strategy into practical price lists, customer programs, and negotiation guidance.
• Collaborate with Finance, Operations, Marketing, and Product/Category teams on pricing decisions tied to cost, inventory, capacity, product lifecycle, and customer programs.
• Train and support internal teams on pricing principles, tools, guidelines, and processes.

Process and Capability Building.

• Improve pricing tools and templates, evolving from spreadsheet-based processes toward stronger reporting and system-supported tools over time.
• Create a practical roadmap for pricing capability, including process improvements, data needs, reporting, and future support requirements.
• Establish and monitor pricing KPIs such as margin impact, price realization, discount compliance, and promotion return.

Required Experience and Background

• 4-6+ years of experience in pricing, revenue management, commercial finance, finance analytics, or a closely related role.
• 3-5+ years of experience in a B2B or B2B2C environment preferred, such as manufacturing, CPG, distribution, agriculture, horticulture, or wholesale.
• Experience designing or improving pricing strategies, pricing governance, customer segmentation, discount structures, or margin improvement processes.
• Strong experience using data and analytics to improve margin, revenue, profitability, discount discipline, or promotional effectiveness.
• Experience working in an environment where pricing tools, processes, or data are still developing is strongly preferred.
• Bachelor's degree in Business, Economics, Finance, Statistics, Data Analytics, or a related field required. MBA or relevant certification preferred but not required.

Skills and Competencies

• Advanced Excel skills and experience with at least one BI, reporting, or analytics tool.
• Strong business acumen, including understanding of pricing, cost, margin, customer value, capacity, inventory, and service levels.
• Ability to analyze complex information and translate it into clear recommendations and practical business actions.
• Strong communication and stakeholder management skills, with the ability to influence leaders and Sales teams.
• Structured, process-oriented mindset with the ability to build standards where few currently exist.
• Pragmatic and adaptable style, with the ability to start with simple, usable solutions and improve them over time.

Physical Requirements and Work Environment:

This role is primarily office-based at the Newport, Minnesota location, with occasional travel to other company locations. The employee must be able to sit, stand, walk, communicate, use a computer, review information and documents, and move throughout office and operational areas as needed.

Disclaimer: This job description is intended to describe the general nature and level of work being performed by individuals assigned to this position. It is not intended…