Director of Pricing Strategy

Role Description

The Director of Pricing Strategy leads the development and execution of the company’s pricing strategy to drive profitability, market competitiveness, and revenue growth. This role is responsible for overseeing pricing frameworks, governance, analytics, and operational processes across the organization and serves as the enterprise leader for pricing strategy and pricing governance. Working closely with Finance, Sales, Product, Operations, and Executive Leadership, the Director of Pricing uses market insights, financial analysis, and customer trends to optimize pricing decisions and support business objectives. The role also provides leadership to the Pricing team by establishing scalable processes, improving pricing effectiveness, and fostering a data-driven approach to pricing strategy and performance. This position will act as the strategic authority on pricing philosophy, structure, and discipline across the organization.

Qualifications

• Bachelor’s degree in Finance, Business, Economics, Mathematics, or a related field; MBA or advanced degree preferred
• 8+ years of progressive experience in pricing, revenue management, financial analysis, or commercial strategy
• Proven experience developing and implementing strategic pricing initiatives
• Strong analytical, financial modeling, and problem-solving skills
• Demonstrated leadership experience managing teams and cross-functional initiatives
• Excellent communication, negotiation, and stakeholder management abilities
• Advanced proficiency with pricing analytics tools, Excel, BI platforms, and ERP/CRM systems
• Experience designing pricing governance frameworks and leading enterprise-level pricing decisions preferred

Requirements

• Develop and execute a comprehensive pricing strategy aligned with company growth objectives, market conditions, and profitability goals
• Lead the evolution of pricing models, methodologies, and governance practices across products and services
• Identify opportunities to improve pricing effectiveness, margin performance, and revenue optimization
• Establish pricing policies, approval frameworks, and best practices
• Own enterprise pricing governance, including pricing guardrails, approval authority, and escalation frameworks
• Recommend and influence pricing strategy at the executive level, including pricing implications related to growth, margin expansion, and customer segmentation
• Manage company’s annual GRI process and continuously evaluate and recommend price adjustments where needed
• Analyze market trends, competitive positioning, customer behavior, and financial performance to inform pricing decisions
• Utilize data-driven insights to evaluate pricing performance and recommend adjustments
• Partner with Finance and Commercial leadership to assess profitability, discounting trends, and pricing opportunities
• Develop reporting dashboards and KPIs to monitor pricing effectiveness
• Lead pricing scenario modeling, elasticity analysis, and profitability assessments to support strategic decision-making
• Collaborate with Sales, Finance, Product, Operations, and Executive Leadership to ensure pricing strategies support business objectives
• Provide strategic pricing guidance during contract negotiations and commercial discussions when required
• Align pricing initiatives with broader organizational goals and customer value propositions
• Serve as the senior pricing partner to Sales leadership on complex bids, strategic accounts, and pricing exceptions
• Partner with Operations and Finance to catalog current cost expectations across service lines, with as much granularity as possible, as structured inputs for pricing models
• Drive cross-functional initiatives and governance processes to formalize cost expectations across driver, airline, and vendor cost categories
• Identify the highest-impact opportunities for cost improvement and partner with operational leadership to create initiatives that address them
• Ensure all clients are billed with precision against contracted rates and pricing structures
• Establish KPIs for billing accuracy and build exception reporting to identify and resolve discrepancies
• Support the development of well-governed processes that connect pricing decisions to downstream billing execution
• Lead, mentor, and develop the Pricing team
• Build scalable pricing processes, tools, and operational standards
• Drive continuous improvement initiatives to enhance pricing efficiency and consistency
• Foster a culture of analytical thinking, accountability, and collaboration
• Establish the long-term vision, structure, and capabilities of the Pricing function

Company Description

American Expediting provides on-demand transportation services for healthcare and mission-critical industries. Our people are smart, creative problem-solvers dedicated to crafting custom transportation solutions. Our reputation for excellence is hard-earned, with on-time delivery performance for on-demand and scheduled, time-critical shipments. Our focus on continuous innovation means we're always ready to meet the ever-evolving needs of our customers.