Director, Pricing and Commercial Strategy

Director, Pricing and Commercial Strategy

We are seeking an exceptional leader with deep experience in pricing and commercial excellence to own and drive a global pricing and commercial optimization strategy. Reporting to the Chief Marketing Officer, the Director, Pricing and Commercial Strategy will be the architect of a global pricing vision, shaping strategies that optimize revenue across a diverse portfolio of events, digital products, and branded experiences.

This role requires a highly data-driven leader who can balance strategic foresight with hands-on execution. The successful candidate will ensure pricing decisions enhance profitability, reflect consumer sentiment, and strengthen brand equity across global markets.

Key Responsibilities

Pricing Strategy & Governance

• Define, own, and continuously refine a global pricing framework aligned with commercial objectives and brand positioning
• Develop and enforce pricing policies that ensure consistency across regions while enabling local market adaptation
• Translate strategic pricing goals (e.g., value-based pricing, regional differentiation, dynamic yield management) into actionable pricing guidelines

Leadership & Stakeholder Engagement

• Act as the organization's pricing ambassador, elevating pricing from a transactional activity to a strategic growth lever
• Partner with senior leadership (CMO, CFO, regional leaders, product teams) to influence pricing posture, margin optimization, and commercial decisions
• Collaborate closely with Marketing, Finance, and Operations to align pricing architecture, value drivers, and margin logic

Pricing Architecture, Tools & Analytics

• Develop and manage the annual global pricing model, including strategy, average selling price, and volume assumptions, aligned to long-range planning targets
• Build and maintain pricing models across events, services, and digital offerings, incorporating elasticity analysis and consumer sentiment insights
• Deliver regular pricing performance reporting in partnership with Analytics and Finance, including:
• Price waterfall analysis
• Revenue leakage tracking
• Pricing KPIs and predictive insights
• Implement advanced pricing tools and dashboards for real-time monitoring, scenario modeling, forecasting, discount governance, and price optimization
• Drive yield management practices to optimize capacity utilization and maximize revenue per participant

Research & Testing

• Lead global research initiatives on price elasticity, competitive benchmarking, and willingness-to-pay
• Design and execute pricing pilots, experiments, and A/B tests to validate strategies and inform decision-making

Capability Building & Change Management

• Develop and deliver training programs for regional teams on pricing governance and yield management best practices
• Lead change management initiatives to embed pricing excellence across business units

Program & Project Management

• Oversee global pricing programs and initiatives, ensuring alignment and execution across regions and brands

Knowledge, Skills & Experience

Education & Experience

• Master's degree in Business, Finance, Economics, Marketing, or a related field
• 8–12+ years of experience in Pricing, Revenue Management, or Commercial Strategy, ideally in consumer-facing or event-driven environments
• Demonstrated leadership experience within complex, global, matrixed organizations

Technical & Analytical Skills

• Strong quantitative and analytical capabilities, with the ability to convert insights into actionable strategies
• Experience with pricing analytics tools; familiarity with ERP/CRM systems and dynamic pricing engines preferred
• Solid understanding of yield management and capacity optimization principles

Core Competencies

• Strategic thinker with strong execution mindset
• Exceptional stakeholder management and influencing skills
• Ability to simplify complex concepts and drive adoption across diverse, cross-functional teams
• Experience in the sports or mass-participation industry is a plus

Travel

• Willingness to travel internationally to support regional teams and pricing initiatives