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

Overview

This role supports Commercial Excellence initiatives for clients within Private Equity Performance Improvement services. The position is open to all U.S. locations.

The team advises companies on Revenue & Margin Management, including margin transparency, product portfolio optimization, SKU rationalization, new product development, pricing, and margin recovery.

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 leadership on complex commercial improvement engagements, including:
  • Communicating with C-level management
  • Conceiving and structuring analytical plans to uncover drivers of performance
  • Designing actionable solutions to Revenue & Margin Management issues
  • Developing implementation plans
• Lead end-to-end project execution, including roadmap design, team and plan management, and delivery of final outputs.
• Contribute to internal team building and creation of intellectual property.

Margin Transparency

• Evaluate current cost allocation processes and mechanisms (cost categories, basis for allocation, etc.).
• 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 implementation.
• Assess potential for and implement cost-to-serve premiums and targeted price adjustments, quantifying 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

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

Price Optimization

• Assess value-based and transactional pricing levers, including leakage, discounts, and escalators.
• Assess pass-through opportunities (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, existing contracts, etc.
• Evaluate whether margin improvements are driven by volume increases, price increases, or mix.

Margin Recovery

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

Professional Skills

• Project Management: Own and manage high-quality execution of individual projects; oversee roadmap design, project team management, and final deliverable development and presentation.
• Project Fulfillment: Combine creative problem solving with analytical rigor to drive actionable insights, including development of margin transparency, pricing analyses, reporting frameworks and dashboards, and B2B/B2C customer segmentation and statistical modeling.
• Data Manipulation & Analysis: Analyze client and market data using tools that may include MS Excel, SQL Server, BI tools (e.g., Alteryx, Tableau), and statistical programs (e.g., SPSS, R).
• People & Team Leadership: Motivate, develop, and challenge project team members; provide value-added thinking and mentorship to support junior development.
• Client Relations: Manage day-to-day client relationships and collaborate with internal client teams to define requirements, develop hypotheses, gather data, brainstorm alternatives, and generate recommendations.

Requirements

• 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 developing and implementing pricing processes and methodology.
• Experience with pricing aspects such as value-based pricing, transactional pricing, discount leakage, and pass-through, including best practices in review and approval processes, waterfall analysis, and tools such as Vendavo.
• Analytical mindset and exposure to tools and technologies, including:
  • Relational database (SQL)
  • BI (Alteryx, Tableau)
  • Statistical (SPSS, R)
  • Web analytics (SiteCatalyst, Google Analytics)
• Strong quantitative mindset with excellent communication and interpersonal skills.
• Exceptional project management and presentation 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.
• 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 a number of factors, including individual and firm performance. Please ask your recruiter for details.

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

• Eligible employees may participate in fringe benefits including healthcare plans, flexible spending and savings accounts, life, AD&D, and disability coverages.
• 401(k) retirement plan, with a discretionary contribution 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, and parental leave.
• Vacation and personal days vary based on tenure and role type.

Part-time positions under 30 hours

• Eligible employees may participate in the 401(k) retirement plan, with a discretionary contribution if eligibility requirements are met.

Location

Open to all U.S. locations.