The Senior Director, Pricing Strategy will be a critical part of the company’s continued transformation efforts and ongoing success. This position will develop targeting schemas and segmentation approaches by using internal data and external market intelligence to analyze competitive pricing, market trends, and customer preferences, evaluate and improve on existing pricing tactics and strategies, and develop and implement new pricing structures and approaches. This individual will drive optimization of company price setting and strategy to the NAPA independent owner, responsible for managing over $8B in revenue through strategic price execution. They will lead targeted pricing and rebate program design & execution to drive company share of wallet, expand independent owner market share, and assist in the development of future state department structure and execution. This individual will lead a team of pricing professionals to design & execute on the overarching strategies. They will exercise influential skills with key partners both within and outside the business. In addition, s/he will work with markets to develop and execute pricing strategies. This individual will be responsible for managing all price advisory services provided to the independent owner channel & design of future state support & operating model.
Position Performance Measures:
- Drives profitable growth through strategic price initiatives.
- Leads monthly Steer Co meetings with ELT.Develop financial impact tracking in partnership with 3rd party consulting support.
- Generates timely reporting for ELT.
- Leverages market intelligence to maintain market relevance & pricing power.
- Delivers Target GP expansion within 3-year timeline for US Automotive across all channels.
Responsibilities
- Executes Short-term and Longer-term pricing strategy across global regions.
- Makes strategic decisions and is accountable for the performance and results of multiple cross-functional teams.
- Demonstrate internal and external market research to develop go to market strategies across customer segments optimizing margin and sales.
- Define and identify targets and actively develop positioning and targeting approaches to win each segment.
- Develop analysis, recommendations, and strategies to optimize the customer portfolio for long term shareholder value.
- Develop and implement standard life-cycle management approaches tailored by segment and type.
- Accountable for managing multiple projects with various degrees of risk. Manages budgets and directs activities of the relevant teams.
- Strategic insights based on industry / competitive data and customer trends.Translation of industry insights to data scientists, with scope, objectives, approach
- Moving insights to action, by embedding processes within pricing organization
- Development of new processes / dashboard design (created by IT / analytics) to ensure process in pricing group are sustained.
- Executive communication on progress through occasional steering committee meeting
- Direct coaching amongst the pricing department & other cross-functional departments to help drive adoption of new processes.
- Enhancements to category price strategy frameworks to help inform future state pricing strategy that will be enabled through a pricing software solution.
Qualifications
- Prior experience developing and executing strategy in a distribution business setting. Experience in a consulting role at a top management consulting firm preferred.
- Minimum 12+ years’ experience in developing go-to market, pricing, and related business strategy.
- Experience managing a cross-functional team is helpful. Ideally, has driven the complete rollout of infrastructure requirements for a new pricing program across an organization.
- Experience communicating with field locations and senior management required.
- Excellent written and oral communication skills; experience working with upper-level management.
- Strong leadership capabilities. Ability to lead a pricing group, manage relationships with vendors and influence corporate and functional executives. Has demonstrated significant initiative and tenacity in previous roles.
- Analytical and strategic skills. Must be able to synthesize marketing and pricing information to draw insights and measurable recommendations (e.g., structure the problem, collect data, identify issues, and present results)
- Demonstrated successes in persuading decision makers to adopt new ways of thinking and execution that help propel the business forward. Ability to influence senior leadership in the development of pricing strategies A flexible, adaptive personality with the ability to deal with ambiguity.
Leadership
- Embodies the following values: serve, perform, influence, respect, innovate, team.Effectively communicates by motivating and inspiring others through clear and proactive communication.
- Delivers results and drives customer success by committing and focusing on outcomes to deliver results and making the customer the center of decisions.
- Makes balanced decisions and thinks strategically by being a forward thinker.
- Develops high-performing teams by providing inclusive leadership, attracting, and developing world-class talent, providing ongoing feedback, and building trust across the organization.
- People Capabilities
- Business Acumen: Must possess industry, organization, and financial knowledge.
- Strategic Consulting: Must be able to provide consultative problem-solving, as well as project and risk management competency.
- Relationship Management: Must promote collaboration, networking, persuasion, and influence.
- Data Judgement: Must be able to provide data foundations, interpretation, and storytelling.
- Talent Management: Provide strategic HR expertise, employee experience management, change management and technological savviness.Agility: Must lead with a growth mindset and drive innovation and iteration.
Physical Demands / Working Environment
- Physical requirements: normal office environment, ability to sit, stand and operation office equipment.
- Travel requirements: Some travel may be required.
- Other: Ability to work onsite three or more days per week
- Can work extended hours when project demands.
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