Manager, Pricing & Revenue Strategy

Most companies treat pricing like a spreadsheet. At Whistle Express, it is a growth lever. The Manager, Pricing & Revenue Strategy will help Whistle Express build a more disciplined, data-informed pricing capability across our growing network of car wash locations. This role owns the analysis, testing, and ongoing optimization of pricing and promotional strategy across retail washes, unlimited memberships, markets, customer segments, and future products. You will help answer one of the most important growth questions in the business: What should we charge, for what products, in which markets, and under what conditions to maximize long-term customer and enterprise value? This is not a back-office reporting role. It is a business ownership role. You will connect customer insight, competitive intelligence, financial analysis, testing, and field feedback to help leaders make better pricing decisions with clarity, speed, and confidence. Done well, your work will shape how Whistle grows revenue, protects customer trust, improves membership economics, and builds a more scalable operating model. What You’ll Actually Do Build Whistle’s Pricing Architecture Develop and maintain clear pricing principles for retail washes, memberships, promotions, and market-level decisions. Recommend the right relationships between wash tiers, retail pricing, unlimited plans, upgrades, add-ons, and future offerings. Establish pricing guardrails that help enterprise, regional, market, and site leaders make consistent decisions. Identify where market-level pricing differences create value and where enterprise consistency creates a better customer or operational experience. Simplify pricing and packaging where complexity creates customer confusion, field friction, or inconsistent execution. Turn Market and Site Data into Pricing Action Build a practical market-pricing methodology that helps Whistle understand where pricing should change, where it should hold, and where decisions require more testing. Analyze customer demand, traffic, membership penetration, competitive intensity, site performance, household demographics, cost-to-serve, profitability, and willingness to pay. Identify sites and markets that may be underpriced, overpriced, vulnerable to competitive pressure, constrained in membership conversion, or experiencing retail yield gaps. Recommend pricing actions by market or site and define the expected business impact before changes are made. Track results after implementation and translate performance into clear recommendations for what should scale, change, or stop. Partner with Operations and field leaders to understand local market realities before turning analysis into action. Improve Membership Economics Optimize the relationship between single-wash pricing and unlimited membership pricing. Evaluate acquisition price, renewal price, member frequency, churn, lifetime value, Family Plan economics, promotional acquisition, and upgrade or downgrade behavior. Partner with CRM, Retention, Marketing, Finance, and Operations to understand how price influences member behavior. Develop strategies for pricing changes that protect retention, customer trust, and long-term value. Identify pricing or promotional decisions that may drive short-term volume but weaken the membership model over time. Create Discipline Around Promotions and Offers Build a stronger enterprise approach to promotions so Whistle knows which offers create value and which ones simply discount the business. Establish clear promotional and offer architecture across key customer segments and markets. Evaluate proposed promotions before launch based on incrementality, cannibalization, acquisition cost, conversion, retention, margin, and lifetime value. Create decision rules for when Whistle should use free washes, first-month offers, trial offers, discounts, referral incentives, win-back offers, or market-specific promotions. Lead post-promotion analysis to determine what worked, what did not, and what should happen next. Help leaders distinguish between activity that feels successful and activity that actually improves enterprise value. Lead Pricing Testing and Experimentation Design market, site, or customer cohort tests to measure price elasticity, package architecture, promotional response, membership conversion, churn impact, and trade-up or trade-down behavior. Partner with Analytics and Finance to establish control groups, measurement plans, success metrics, and readout routines. Maintain a central library of pricing tests, learnings, and decisions so insights are not lost after each initiative. Recommend when the business has enough evidence to scale a decision and when additional testing is needed. Bring structure and discipline to pricing conversations without slowing down good business decisions. Translate Competitive Intelligence into Better Decisions Maintain a current view of competitor pricing, promotions, membership structures, and packaging across Whistle markets. Monitor meaningful competitive pricing changes by market. Identify where competitors are using pricing to enter, defend, or disrupt markets. Benchmark competitor offers while keeping Whistle focused on customer value, not reactive discounting. Translate competitive information into recommendations leaders can use. Help the business understand when to respond, when to hold, and when to differentiate. Bring the Customer into Pricing Decisions Partner with Customer Insights, Marketing, Operations, and field leaders to understand price perception, willingness to pay, value perception, package preference, promotional response, and reasons for membership cancellation. Identify where pricing or packaging may be creating confusion or reducing perceived value. Use customer feedback and behavior to inform pricing recommendations, not just financial models. Help Whistle protect trust while making the pricing decisions required to support growth. Build Pricing Governance That Scales Create the routines, decision rights, and single source of truth needed to support consistent pricing execution across a growing business. Define a clear pricing decision process across Growth, Finance, Retail, Operations, Marketing, and executive leadership. Maintain a single source of truth for approved pricing by site and market. Ensure approved pricing is accurately implemented through Micrologic and customer-facing channels. Identify pricing data issues, execution gaps, approval confusion, or recurring exceptions that need escalation. Build tools and routines that make pricing easier for leaders to understand, approve, implement, and measure. Where You Lead, Shape & Escalate Lead: Pricing analysis, pricing architecture, promotional evaluation, market and site-level recommendations, test design, competitive pricing intelligence, pricing governance, and post-launch measurement. Shape: Membership economics, customer value perception, market strategy, revenue optimization, promotional strategy, pricing principles, decision routines, and field-ready recommendations. Escalate: Material pricing risks, competitor disruption, pricing execution issues, data integrity gaps, promotion performance concerns, margin pressure, customer trust risks, or decisions that require executive alignment. What We’re Looking For We are looking for a pricing and revenue strategy partner who can make the numbers useful, not just accurate. You are analytical, commercially minded, curious about customer behavior, and comfortable operating in a fast-moving multi-site business. You can work with data, but you do not hide behind it. You know how to translate analysis into clear recommendations leaders can act on. You understand that pricing is part math, part customer psychology, part field execution, and part business judgment. You are comfortable challenging assumptions respectfully. You can explain tradeoffs clearly. You know when the business needs a model, when it needs a test, and when it needs a practical decision. You are energized by building something that does not fully exist yet and creating structure without creating unnecessary complexity. You bring strong ownership, sound judgment, and the ability to partner across functions including Finance, Marketing, Operations, Analytics, CRM, Retention, IT, and field leadership. Experience And Qualifications Experience in pricing, revenue strategy, finance, analytics, strategy, commercial planning, or a related discipline. Strong analytical skills with the ability to interpret revenue, customer, site, market, promotional, and profitability data. Experience building models, business cases, dashboards, test readouts, or decision-support tools. Ability to translate complex analysis into simple recommendations and clear business actions. Strong business partnership skills with the ability to work across Finance, Operations, Marketing, Analytics, and field teams. Experience in multi-site retail, automotive services, subscription or membership businesses, consumer services, hospitality, QSR, or similar environments preferred. Familiarity with pricing strategy, price elasticity, promotional analysis, customer segmentation, membership economics, or lifetime value strongly preferred. Strong communication, problem-solving, and project management skills. High ownership mindset with the ability to build routines, drive follow-through, and improve how decisions get made. What’s In It For You This is a chance to build a real pricing capability inside a company that is growing fast and still shaping the way it operates at scale. Your work will not sit in a deck. It will show up in market decisions, member behavior, revenue performance, field execution, customer trust, and enterprise value. At Whistle Express, we are building a culture of ownership. That means we want people who ask better questions, bring practical solutions, and care enough to make the business stronger than they found it. If you like solving important problems, turning insight into action, and building systems that help leaders make better decisions, this role gives you something meaningful to own. Base Pay Range $90,000.00 - $120,000.00 #J-18808-Ljbffr Whistle Express Car Wash