Manager, Pricing--Commercial Excellence (OPEN TO ALL U.S. LOCATIONS)

Overview

This role is open to all U.S. locations. The organization is seeking a Pricing Manager to lead Revenue & Margin Management engagements within Commercial Excellence.

Responsibilities

• Advise clients on Revenue & Margin Management, including:
  • Margin transparency
  • Product portfolio optimization
  • SKU rationalization
  • New product development
  • Pricing
  • Margin recovery
• Lead teams executing clients’ ongoing Revenue & Margin Management programs and delivering data-driven business insights.
• Provide intellectual leadership and manage tasks on complex projects.
• Communicate effectively with C-level management and lead analytical planning to uncover drivers of performance.
• Design actionable solutions and implementation plans for Revenue & Margin Management issues.
• Own end-to-end project execution, including roadmap design, project team management, and development/presentation of final deliverables.
• Support project work by combining analytical rigor with creative problem-solving.
• Contribute to internal team building and the creation of intellectual property.

Pricing & Margin Management Focus Areas

Margin Transparency

• Evaluate current cost allocation processes, cost categories, and allocation basis.
• Assess profitability by market, customer, product category, SKU, etc.
• Identify and quantify complexity-driven costs-to-serve (e.g., product customization, extra customer service, samples, expedited freight, special customer terms).
• Identify improvements for future product costing analyses and implementation (e.g., indirect cost allocations, costs-to-serve).
• Assess potential for and implement cost-to-serve premiums and targeted price adjustments; quantify impact on margin and profitability.

Product Portfolio Optimization

• Assess competitive landscape and customer trends.
• Evaluate product portfolio using financial measures, product life-cycle stage, and competitive differentiation.
• Develop product-category specific sales and investment strategies and implementation plans.

SKU Rationalization

• Using a Cost-to-Serve framework, identify low or negative net margin SKUs and evaluate opportunities for elimination.
• Evaluate potential for complexity reduction (e.g., SKU rationalization).
• Implement SKU rationalization and complexity reduction initiatives.

Price Optimization

• Assess pricing levers and quantify profitability opportunities, including:
  • Value-based pricing
  • Transactional price management (e.g., leakage, discounts, escalators)
  • Pass-through (inflation, material costs)
• Assess pricing discipline across products, markets, and customers.
• Evaluate and improve pricing processes (e.g., price setting, target profitability, approval process for discounts).
• Assess and implement broad-based and selective price increases based on market factors, competitive situations, and existing contracts.
• Evaluate whether margin improvement is driven by volume, price, or mix.

Margin Recovery

• Review costs-to-serve market value and potential for pass-through.
• Identify and implement cost recovery opportunities tied to drivers of complexity.
• Assess current pricing/quoting processes for recovering costs-to-serve and implement improvements.

Required Qualifications

• 7-10 years of experience focused on Revenue & Margin with experience developing and implementing pricing processes and methodology.
• Strong financial acumen, including understanding of P&L and cost drivers.
• Experience with pricing aspects including value-based, transactional pricing, discount leakage, and pass-through, plus best practices in review and approval processes.
• Experience with waterfall analysis and tools such as Vendavo.
• Strong quantitative mindset and experience with tools/technologies, including:
  • Relational database (SQL)
  • BI tools (Alteryx, Tableau)
  • Statistical tools (SPSS, R)
  • Web analytics (SiteCatalyst, Google Analytics)
• Strong project management and presentation skills.
• Excellent communication and interpersonal skills.
• Outstanding people development and management skills; ability to lead junior team members and guide their careers.
• Demonstrated experience providing intellectual and task leadership on complex projects.
• Ability to work independently in an unstructured environment, think quickly, and respond with confidence and creativity.

Preferred Qualifications

• Consulting experience.
• MBA from a top-tier university.
• Industry experience in B2B and business services; experience working with private equity and/or private equity relationships.

Compensation & Benefits

• Salary range: $125,000--$190,000 annually, dependent on education, experience, skills, and geography.
• Discretionary bonus program based on factors including individual and firm performance. Ask your recruiter for details.

Full-time positions and part-time positions over 30 hours

Employees working 30 or more hours per week may participate in fringe benefits including:

• Healthcare plans
• Flexible spending and savings accounts
• Life, AD&D, and disability coverages (rates determined from time to time)
• 401(k) retirement plan
• Discretionary contribution to the 401(k) (provided eligibility requirements are met)
• Paid time off including vacation, personal days, seventy-two (72) hours of sick time (prorated for part time employees), ten federal holidays, one floating holiday, and parental leave
• Vacation and personal day amounts vary based on tenure and role type

Part-time positions under 30 hours

• Employees working less than 30 hours per week may participate in a 401(k) retirement plan.
• Discretionary 401(k) contribution may be provided (provided eligibility requirements are met).

Location

Open to all U.S. locations.