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

Overview

This role supports Commercial Excellence work within Private Equity Performance Improvement services, advising clients on Revenue & Margin Management. The position is open to all U.S. locations.

Responsibilities

• Advise companies on Revenue & Margin Management, including:
  • Margin transparency
  • Product portfolio optimization
  • SKU rationalization
  • New product development
  • Pricing
  • Margin recovery
• Lead teams that execute clients’ ongoing Revenue & Margin Management programs and deliver data-driven business insights.
• Own end-to-end execution of individual projects, including:
  • Roadmap design
  • Management of project teams and plans
  • Development and presentation of final deliverables
• Contribute to intellectual property creation and internal team building.
• Drive analytical planning to uncover drivers of performance and design actionable solutions and implementation plans.
• Perform project fulfillment activities such as:
  • Developing margin transparency
  • Pricing analysis
  • Reporting frameworks and dashboards
  • B2B/B2C customer segmentation and statistical modeling
• Support margin transparency efforts, including:
  • Evaluating current cost allocation processes and mechanisms
  • Assessing profitability by market, customer, product category, and SKU
  • Identifying and quantifying complexity-driven costs-to-serve
  • Improving future product costing analyses and implementing recommendations
  • Implementing cost-to-serve premiums and targeted price adjustments and quantifying impact
• Support product portfolio optimization, including:
  • Assessing competitive landscape and customer trends
  • Evaluating product portfolio using financial measures, product life-cycle stage, and competitive differentiation
  • Developing product-category sales and investment strategies and implementation plans
• Support SKU rationalization and complexity reduction, including:
  • Identifying low or negative net margin SKUs and evaluating elimination opportunities
  • Identifying potential complexity reductions
  • Implementing SKU rationalization and complexity reduction initiatives
• Support price optimization, including:
  • Assessing pricing strategies and quantifying profitability opportunities across pricing levers (e.g., value-based pricing, transactional price management such as leakage, discounts, escalators, and pass-through such as inflation/material costs)
  • Assessing and improving pricing discipline across products, markets, and customers
  • Evaluating and improving pricing processes (e.g., price setting, target profitability, approval processes for discounts)
  • Assessing and implementing broad-based and selective price increases based on market factors, competitive situations, existing contracts, etc.
  • Evaluating whether margin improvements are driven by volume, price, or mix
• Support margin recovery, including:
  • Reviewing costs to serve and the potential for pass-through
  • Identifying and implementing specific recovery opportunities for complexity drivers
  • Assessing current pricing/quoting processes for recovering costs to serve and implementing improvements

Requirements

• 7-10 years of experience focused on Revenue & Margin, including developing and implementing pricing processes and methodology.
• Strong financial acumen, including understanding of P&L and cost drivers.
• Experience with pricing aspects such as:
  • Value-based pricing
  • Transactional pricing
  • Discount leakage
  • Pass-through
  • Best practices for review and approval processes
  • Waterfall analysis
  • Tools such as Vendavo
• Strong analytical skills and experience with tools/technologies, including:
  • Relational database (SQL)
  • BI tools such as Alteryx or Tableau
  • Statistical programs such as SPSS or R
  • Web analytics tools such as SiteCatalyst and/or Google Analytics
• Demonstrated strong quantitative mindset along 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 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.
• 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).

Compensation & Benefits

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

Full-time (30+ hours/week)

• Eligible for fringe benefits including healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages (rates determined from time to time) and a 401(k) retirement plan.
• Provided eligibility requirements are met, employees receive a discretionary contribution to their 401(k).
• 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 day amounts vary based on tenure and role type.

Part-time (<30 hours/week)

• Eligible for a 401(k) retirement plan.
• Provided eligibility requirements are met, employees receive a discretionary contribution to their 401(k).

Location

Open to all U.S. locations.

Additional Information

• Candidates are considered as they apply, until the opportunity is filled.
• Lie detector tests are not required or administered as a condition of employment or continued employment.
• It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. Violations may result in criminal penalties and civil liability.