VP Pricing & Strategy

Position Summary
In the 3PL industry, pricing is one of the most powerful-and often underleveraged-drivers of enterprise value. This role directly impacts revenue growth, profitability, and customer acquisition by ensuring the company delivers competitive yet disciplined pricing solutions in a complex and dynamic market.


The VP of Pricing is responsible for leading the development, execution, and governance of pricing strategies across transportation, warehousing, and value-added logistics services. The ideal candidate brings deep experience in 3PL pricing, strong analytical capabilities, and the ability to translate complex cost structures into compelling customer proposals. This leadership role is responsible for defining and executing the enterprise-wide pricing strategy to drive profitable growth, margin expansion, and long-term value creation. This role partners closely with Sales, Operations, Finance, and Solutions Engineering to deliver competitive, profitable, and scalable pricing offerings that align with company growth objectives.

Key Responsibilities
Deal Support & Commercial Partnership

• Lead pricing support for large, complex, and strategic customer opportunities (RFPs, RFQs, and contract renewals).
• Partner with Sales and Solutions teams to structure commercially viable and competitive proposals.
• Provide financial modeling and scenario analysis to support deal decisions.
• Serve as a senior advisor to Senior Leadership on pricing strategy, deal structure, and commercial negotiations.
• Establish and lead deal governance frameworks (deal desk, approval thresholds, escalation protocols).
• Influence commercial behavior by driving disciplined pricing practices and reducing margin leakage.
• Directly support and participate in negotiations for large, strategic, and complex deals.

Pricing Strategy & Governance

• Develop and implement pricing strategies across key service lines (e.g., transportation, warehousing, fulfillment, last-mile).
• Establish pricing frameworks, policies, and approval processes to ensure margin discipline.
• Continuously evaluate market trends, customer behavior, and competitive positioning to refine pricing strategy.
• Define and own the company's pricing philosophy (market-based, value-based, cost-plus, hybrid) across all services and customer segments.
• Establish long-term pricing strategies aligned with growth targets, margin expansion, and competitive positioning.
• Lead pricing strategy for new product offerings, including technology-enabled and automation-driven logistics solutions.
• Align pricing approach with vertical strategies (e-commerce, retail, CPG, industrial, etc.).

Costing & Financial Analysis

• Build and maintain detailed cost models (labor, transportation, storage, overhead, technology).
• Analyze margin performance and identify opportunities for yield improvement.
• Drive standardization of pricing tools and methodologies.

Data, Tools & Analytics Transformation

• Lead the development and implementation of advanced pricing tools, analytics platforms, and automation capabilities.
• Champion data-driven decision-making, including use of AI/ML for pricing optimization where applicable.
• Improve pricing visibility through standardized reporting, dashboards, and performance metrics.
• Ensure integration of pricing systems with TMS, WMS, and CRM platforms.

Cross-Functional Collaboration

• Work closely with Operations to validate assumptions and ensure pricing aligns with operational realities.
• Collaborate with Product and Solutions Engineering teams to design scalable and profitable offerings.
• Align with Marketing and Commercial Strategy on value proposition and go-to-market positioning.
• Collaborate with IT/Data teams to enhance pricing tools, automation, and reporting capabilities.
• Partner with Finance on budgeting, forecasting, and profitability analysis.

Leadership & Team Development

• Build, mentor, and lead a high-performing pricing team.
• Establish KPIs and performance metrics for pricing effectiveness.
• Foster a data-driven and disciplined pricing culture across the organization.
• Build and lead a high-performing, scalable pricing organization.
• Define the structure (centralized vs. embedded) and capabilities of the pricing function.
• Develop talent, succession plans, and pricing expertise across the organization.
• Foster a culture of pricing discipline, accountability, and continuous improvement.

External & Market Orientation

• Monitor competitive pricing trends, market dynamics, and customer expectations.
• Engage with key customers and strategic partners on pricing and value discussions.
• Support investor communications and articulate pricing strategy as part of the company's value story (especially in private equity-backed environments).

Qualifications
Experience

• 12+ years of experience in pricing, finance, or commercial roles within logistics, supply chain, or transportation.
• Proven experience in the 3PL industry (contract logistics, transportation services, or integrated solutions).
• Strong track record supporting complex, multi-service customer deals.
• Demonstrated success growing topline, margin expansion, and pricing transformation initiatives at scale.

• Experience operating in high-growth and/or private equity-backed environments preferred.

Skills & Competencies

• Advanced financial modeling and analytical skills.
• Deep understanding of logistics cost drivers (labor, linehaul, accessorials, storage, automation).
• Experience with RFP/RFQ processes and contract structuring.
• Strong communication skills with the ability to influence senior stakeholders.
• Proficiency in Excel and pricing/analytics tools (e.g., BI platforms, TMS/WMS data).
• Deep expertise in pricing strategy, financial modeling, and margin optimization.

Skills & Competencies continued-

• Strong understanding of logistics cost drivers (labor, transportation, warehousing, automation, technology).
• Proven ability to influence executive stakeholders and drive cross-functional alignment.
• Strategic thinker with the ability to translate data into actionable insights.
• Strong executive communication and negotiation skills.

Leadership

• Demonstrated experience leading teams and cross-functional initiatives.
• Ability to operate both strategically and tactically in a fast-paced environment.
• Enterprise mindset with the ability to balance growth and profitability.
• High level of business judgment and decision-making under uncertainty.
• Change agent capable of transforming pricing capabilities and culture.
• Hands-on leadership style with willingness to engage in critical deals when needed.

Preferred Qualifications

• MBA or advanced degree in Finance, Supply Chain, Economics, or related field.
• Familiarity with industries such as retail, e-commerce, CPG, or industrial logistics.
• Experience implementing pricing optimization or revenue management systems.
• Familiarity with technology-enabled logistics platforms and digital freight models.

Key Performance Indicators (KPIs)

• Win rate and profitability of strategic deals
• Contribution to enterprise value creation under various pricing strategies
• Pricing accuracy vs. actual cost performance
• Speed and quality of RFP turnaround
• Pricing yield and revenue quality (mix, retention, contract terms)

• Impact Company-wide gross margin expansion
• Reduction in margin leakage and discounting variability
• Adoption and effectiveness of pricing governance and tools