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

Overview

This role supports Private Equity Performance Improvement Services within the Commercial Excellence practice. Responsibilities focus on Revenue & Margin Management, including margin transparency, product portfolio optimization, SKU rationalization, pricing strategy, and margin recovery.

Open to all U.S. locations.

Responsibilities

• Advise client organizations on Revenue & Margin Management, including:
  • Margin transparency
  • Product portfolio optimization
  • SKU rationalization
  • New product development
  • Pricing and margin recovery
• Lead teams executing clients’ ongoing Revenue & Margin Management programs and delivering data-driven business insights.
• Own end-to-end project execution, including:
  • Roadmap design
  • Management of the project team and plan
  • Development and presentation of final deliverables
• Develop and present analytical plans to uncover drivers of performance.
• Design actionable solutions to Revenue & Margin Management issues and develop implementation plans.
• Contribute to internal team building and creation of intellectual property.

Margin Transparency

• Evaluate current cost allocation processes and mechanisms (e.g., cost categories allocated, allocation basis).
• Assess profitability by market, customer, product category, SKU, etc.
• Identify and quantify additional 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 (e.g., indirect cost allocations, costs-to-serve) and implementation.
• 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 the product portfolio (financial measures, product life-cycle stage, competitive differentiation).
• Develop product-category specific sales and investment strategies and implementation plans.

SKU Rationalization

• Use a Cost-to-Serve framework to identify low or negative net margin SKUs and evaluate improvement opportunities through 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 price setting
  • Transactional price management (e.g., leakage, discounts, and escalators)
  • Pass-through (inflation, material costs)
• Assess current pricing discipline across products, markets, and customers.
• Evaluate and improve pricing process elements (e.g., price setting, target profitability, approval processes for discounts).
• Assess potential for and implement broad-based and selective price increases based on market factors, competitive situations, existing contracts, etc.
• Determine whether margin improvements come from volume increases, price increases, or mix.

Margin Recovery

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

Qualifications

• Industry experience in B2B and Business Services; experience working with PE and/or PE relationships is a plus.
• Strong financial acumen, including understanding of P&L and cost drivers.
• 7–10 years of experience focused on Revenue & Margin, including experience developing and implementing pricing processes and methodology.
• Experience with pricing aspects such as:
  • Value-based pricing
  • Transactional pricing
  • Discount leakage
  • Pass-through
  • Review and approval processes
  • Waterfall analysis
  • Tools such as Vendavo
• Analytically driven with exposure to tools and technologies, including:
  • Relational database (SQL)
  • BI tools such as Alteryx or Tableau
  • Statistical programs such as SPSS or R
  • Web analytics (SiteCatalyst, Google Analytics)
• Strong quantitative mindset plus excellent communication and interpersonal skills.
• Exceptional project management and presentation skills.
• Strong people development and management skills, including 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 confidently with creativity.
• Consulting experience preferred (not required).
• MBA from a top-tier university preferred (not required).

Compensation & Benefits

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

Benefits (eligible based on hours)

• Full-time positions and part-time positions over 30 hours:
  • Healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages at rates determined from time to time
  • 401(k) retirement plan, with a discretionary contribution 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 days vary based on tenure and role type
• Part-time positions under 30 hours:
  • 401(k) retirement plan and discretionary contribution (eligibility requirements apply)

Location

• Open to all U.S. locations.

Additional Information

• Candidates are considered as they apply on an ongoing basis until the opportunity is filled.
• No lie detector tests are required or administered as a condition of employment or continued employment.