Director, Pricing & Trade Architecture

Director, Pricing & Trade Architecture

Lennox International (LII) is a leading global provider of innovative climate control solutions for heating, ventilation, air conditioning, and refrigeration (HVACR) markets. Our position as an innovation leader continually inspires us to promote more efficient energy use and a healthier environment through our product operations. Our engaged and diverse workforce is committed to providing climate control solutions that provide the most value and comfort for our customers.

The Director, Pricing & Trade Architecture is responsible for the strategy and execution of our end-to-end pricing and trade investment architecture to maximize revenue, margin and customer value. We must set, get and sustain price. The leader will define strategic frameworks, governance models, analytical capabilities, technology investments, and cross-functional processes to ensure price investments are deployed intentionally, transparently, and profitably.

You will operate as the price architect, governance owner, and performance strategist. The individual will build and lead a high-trust, high-accountability team by modeling our core values, developing talent at every level, and acting as both an importer of great people and an exporter of future leaders across the organization. This candidate will report to the VP, Revenue Operations and be responsible for the people, data, process and technology to drive strategy and executional excellence.

Architecture & Strategy

• Build and own the pricing for equipment, parts and supplies, including list, invoice and net price structures across all sales channels.
• Establish and manage the price slopes, index relationships, and value ladders across brands, tiers, product categories, sizes, and feature sets that scale across channels and geographies to maximize growth.
• Lead annual and ad hoc price reviews, including inflationary adjustments, market dynamics, competitive pressures and regional behaviors to protect margin and accelerate share.
• Define cost- and value-based pricing segmentation and models using competitive intelligence, cost-to-serve, and segmentations for channels and dealers.
• Deliver price visibility to internal and external stakeholders through "fit-for-purpose" reporting and "have it your way" price books.

Governance & Controls

• Govern all pricing requests, rules and policies including workflows, assignments, modifications, price books, manual overrides and audits.
• Work with finance, sales compensation and supply chain to ensure pricing aligns with cost changes, profit targets, and inventory strategy.
• Manage channel conflict and ensure pricing supports multi-channel coherency.
• Set the transfer price strategy that reinforces the portfolio line logic, informs quota design, and protects OEM margins across all channels.
• Lead price realization tracking and corrective actions for P&L economics.

Data & Technology

• Own the roadmap for pricing tools (i.e. CPQ, ERP, PowerBI, SalesForce, Ai, etc)
• Partner with IT to modernize price execution, deal desks, and competitive intelligence capabilities.
• Build dashboards for price requests, stick and realization, elasticity, mix, and margin leakage.

New Product, Competitive Intelligence & Market Insights

• Ensure new products launch with coherent strategy and pricing architecture that reflects value, competitive positioning, and role in the portfolio
• Monitor competitive pricing, actions, promotions and channel behaviors including revenue maps and margin pools.
• Lead pricing scraping, distributor feedback loops, and field intelligence programs.
• Translate insights into pricing actions and product positioning across US and Canada.

Cross Functional Leadership

• Serve as the executive partner to Sales, Product, Finance, IT, Marketing, Supply Chain, Legal and RevOps to drive sustainable price/mix/vol growth with clarity and simplicity.
• Partner across LII business units to deliver profitable growth across portfolio and business partners including P&S strategies for OEM and AFM products.
• Lead the pricing review board and communicate pricing strategy and execution to senior leadership.
• Work with Field Sales to align dealer pricing and ensure consistent, market-driven execution.
• Coach local and international pricing teams price execution and positioning for profitability and competitiveness.
• Work with Sales Operations on volume rebate guardrails and Marketing on ecommerce strategies and promotional programs.

What We Are Looking For

• Bachelor's degree in business, finance, economics, or related field required (advanced degree preferred). An MBA or equivalent is preferred.
• 10-12 years of experience in pricing, trade strategy, FP&A, analytics, sales operations, rev ops or related field.
• Preferred proficiency in pricing tools (i.e. Vendavo, PriceFx), ERP (i.e. SAP, ECC or S4), CRM platforms (i.e., Salesforce), Reporting Tools (i.e., Qlik, PowerBI and Data Bricks) and Ai.
• Strong analytical mindset with experience with price elasticity, segmentation, and scenario planning and deep love for solving puzzles and executing with excellence.
• Exceptional cross-functional leadership and communication skills with strong storytelling, xls and ppt skills.
• Proven ability to influence without authority and takes initiative on risks and opportunities
• Lead and motivate teams to achieve project goals with ambitious deadlines.
• Outstanding communication, leadership, and financial skills.
• Ability to prioritize and stay focused on high impact deliverables.
• Experience in CPG or B2B environments is preferred.

What Success Looks Like

• High trust from sales, product, finance and legal.
• A culture of transparency, care, and performance across the organization.
• Clear, defensible pricing architecture across product portfolio and sales channels that improves margin and reduces leakage.
• Enabled sales teams with pricing logic they understand and can execute.
• Leadership aligned pricing strategy, not debating exceptions.
• Measurable lift in price realization, margin expansion, and trade efficiency.
• Strong adoption of pricing tools and governance.
• Advance our price transformation journey.

What We Offer

Benefits :

Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 20 days paid time off, 2 paid well-being days, 1 paid volunteer day, 10 paid holidays, and 3 floating holidays per year.

Our Culture : At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member's contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you'll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us!

Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.