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

Overview

This role supports Commercial Excellence initiatives within the organization’s Private Equity Performance Improvement services practice. Responsibilities focus on Revenue & Margin Management, pricing optimization, margin transparency, and related analytics delivered through data-driven insights to improve client operating performance.

Responsibilities

• Advise clients on Revenue & Margin Management, including:
  • Margin transparency
  • Product portfolio optimization
  • SKU rationalization
  • New product development
  • Pricing and margin recovery
• Lead delivery of ongoing Revenue & Margin Management programs and produce data-driven business insights.
• Manage teams responsible for executing complex Commercial Excellence engagements.
• Communicate effectively with C-level management.
• Con,ception and structure analytical plans to identify drivers of performance.
• Design actionable solutions for Revenue & Margin Management issues and develop implementation plans.
• Own end-to-end project execution, including roadmap design, project team and plan management, and development/presentation of final deliverables.
• Contribute to internal team building and the creation of intellectual property.

Margin Transparency

• Evaluate current cost allocation processes and mechanisms (e.g., cost categories allocated and basis for allocation).
• 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 (e.g., indirect cost allocations, costs-to-serve) and support 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 product portfolio (financial measures, product life-cycle stage, 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 improvement opportunities through elimination.
• Evaluate potential for complexity reduction (e.g., SKU rationalization).
• Implement SKU rationalization and complexity reduction initiatives.

Price Optimization

• Assess pricing strategies and quantify profitability opportunities through pricing levers, 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 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.
• Determine whether margin improvement is driven by volume increases, price increases, or mix.

Margin Recovery

• Review costs-to-serve market value and potential for pass-through.
• Identify and implement specific recovery opportunities for 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 across pricing aspects such as value-based pricing, transactional pricing, discount leakage, and pass-through, plus best practices in review/approval processes and waterfall analysis.
• Experience using tools such as Vendavo.
• Analytically driven; exposure to tools and technologies including:
  • Relational database (SQL)
  • BI tools such as Alteryx and Tableau
  • Statistical tools such as SPSS or R
  • Web analytics such as SiteCatalyst and Google Analytics
• Strong quantitative mindset combined with excellent communication and interpersonal skills.
• Exceptional project management and presentation skills.
• Outstanding people development and management skills, including ability to lead junior team members and support their career growth.
• 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.
• Industry experience in B2B and business services; experience working with PE and/or PE relationships is a plus.
• Consulting experience preferred (not required).
• MBA from a top-tier university preferred (not required).

Preferred Qualifications

• Experience working with PE and/or PE relationships.
• Consulting experience.
• MBA from a top-tier university.

Compensation & Benefits

• Salary range: $125,000--$190,000 annually, dependent on variables including education, experience, skills, and geography.
• Discretionary bonus program based on multiple factors, including individual and firm performance. Please ask your recruiter for details.
• Full-time positions and part-time positions over 30 hours:
  • Healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages
  • 401(k) retirement plan (discretionary contribution to the 401(k) if 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
  • Parental leave
  • Vacation and personal days vary based on tenure and role type
• Part-time positions under 30 hours:
  • 401(k) retirement plan (discretionary contribution to the 401(k) if eligibility requirements are met)

Location

• Open to all U.S. locations

Other Information

• Candidates are considered as they apply on an ongoing basis until the opportunity is filled.
• The organization does not require or administer lie detector tests as a condition of employment or continued employment. (Massachusetts law notice included.)