Pricing Business Analyst — Value Desk-1

About the Team/Role

The Pricing Business Analyst is the commercial engine behind every save. AMs and Advisors identify the risk — you build the counter-offer with the financial precision to win the negotiation. Without this role, every pricing conversation above AM authority either escalates slowly or is lost entirely. One BA multiplies the commercial effectiveness of an entire team of AMs and Advisors. This is a dual-motion role — reactive (live escalation support during Winning Clinic calls, real-time BPS modeling) and proactive (M  preparation, win/loss analysis, product gap identification, coaching).

You are as much a coach as you are an analyst: the team should get commercially sharper every month because of the feedback loop you run.

Pricing analysis & counter-offers Build BPS and CPG counter-proposals for any competitive offer. Calculate the financial impact of each concession before it is offered. No AM or Advisor should enter a pricing negotiation without a BA-built model behind them. Turnaround target: under 48 hours from escalation to counter-offer delivered.

Monthly Business Review preparation for AMs Co‑own the M  process — pull account‑specific data (volume trend, Edge gap, rebate entitlement, peer benchmarking), structure the deck, and validate before it goes to the AM. Initially hands‑on; target state is Rox generating the deck automatically with the BA validating only.

Win / loss analysis Track every save attempt — won, lost, pending, and stalled with no response. Identify patterns: which competitors are winning, at what BPS, in which tier, and why. Surface root cause monthly to Manager. This is the feedback loop that makes the whole retention model smarter over time.

Product gap identification Identify accounts with under‑utilized program benefits — Edge, CLI, IFTA, Secure Fuel, Autopay. Prioritize by revenue impact and flag to the AM or Advisor. Product gaps are the pre‑empt: fix them before the customer finds a competitor who promises the same value WEX already offers.

Coach AMs and Advisors on how to win Run a monthly debrief with the full AM and Advisor team — what worked, what did not, which objections were handled well and which were escalated too early. Coach specifically on how to win: framing value before price, reading the customer’s real objection, and closing a winnable save in the room instead of escalating it away.

Build and maintain the playbook so institutional knowledge does not walk out the door when someone leaves.

Value Desk / Winning Clinic escalation support Serve as the live escalation resource during Winning Clinic calls — real‑time BPS modeling, fee waiver authorization, and counter‑proposal support. The AM or Advisor stays on the call; you provide the financial firepower in the background so the save happens.

RFIs / RFPs Support AMs on formal procurement requests within their book — building the pricing model, competitive positioning, and financial justification behind the response. Any RFP above standard contract complexity or above AM pricing authority is co‑owned with you and escalated to Manager for final review. An unanswered or late RFP is a lost account, so turnaround discipline here matters as much as it does on a live Winning Clinic call.

Reporting infrastructure — status vs. targets Partnering with D&A to build a live dashboard tracking performance against the targets defined in this model — contact ratio, saved accounts, revenue preserved, portfolio health score, by tier and by role.

• 2–5 years in pricing, financial analysis, revenue management, or a comparable analytical B2B role
• Comfortable building a BPS or CPG counter‑offer model under time pressure while an AM has a customer live on the line
• Analytically sharp — build models
• Commercially curious — Understanding a customer’s needs
• Marketing background - experience translating data into a compelling narrative for a leadership or partner audience, Able to coach front‑line AMs and Advisors
• Salesforce proficiency — win/loss and pricing case data
• Fleet, fuel card, or fintech background — familiarity with CPG pricing, rebate structures, and basis points
• Expe…