Pricing Director

Herndon, VA, US

Job purpose

The Director of Strategic Pricing is responsible for driving continuous improvement in pricing strategy, optimization, and execution activities across the South Division. This role will work closely with the President of Division, Regional Vice Presidents and District Managers. This position will lead the development of profitability analytics, margin improvement solutions, and revenue generation initiatives.

The successful candidate will proactively identify, design, implement, and lead change management opportunities to enhance Beacon’s pricing analysis, processes, and tools. She will enable and drive the continuous enhancement and execution of Beacon’s go-to-market pricing strategy.

The Director of Strategic Pricing will ensure collection/evaluation of internal and external data; design/perform financial analysis; provide guidance and support to the field teams; and make recommendations on how to price and promote Beacon’s value-added services.

On an on-going basis, the Director of Strategic Pricing will lead the optimization of pricing optimization software; development of dynamic customer segment benchmarks by running comparative analyses; systematic discussions with field leadership in finding new ways to improve price and profitability

Additional responsibilities will include, collaboration with Field/ Sales on presentation development, specifically focusing on Beacon’s value proposition, customer analytics, pricing details, value-added service offerings, and incorporating feedback from the voice of the customer meetings into pricing strategy and models.

Who Will Love This Role?

  • A Strategic Partner - you inspire confidence through your professionalism, organizational skills and consultative approach and you have extensive experience turning data in to actionable insight
  • A Problem Solver - you take the time to dig deep to identify the problems below the surface and investigate new ways to use data to find opportunities. You have a drive for change
  • An Analytical Thinker - you love data and have a passion for building credible fact-based business cases. You are also able to focus on areas that will generate the greatest impact

Duties and responsibilities

  • Pricing Strategy/Implementation: Develop appropriate approaches to solution pricing including cost, value, competitive and hybrid approaches
  • Define pricing objectives and segmentation strategies that align to corporate strategy and local market dynamics
  • Analyze product mix pricing and positioning strategies to determine implications for the best prices
  • Translate Pricing strategy decisions into action-oriented plans
  • Profitability Management: Identify revenue enhancement and margin improvement opportunities within the existing customer base. Support win/loss analyses to improve pricing, value propositions, offerings and pricing performance
  • Pricing Analytics: Design and manage pricing analytics and optimization to determine profitability including cost-to-serve and profitability thresholds. Support strategies and margin goals through analytics. Ensure that data is analyzed properly and can be concisely and effectively incorporated into strategy and implementation


  • Price Execution: Solicit and incorporate feedback from other functions of the organization future pricing initiatives; guide and support your team in price execution activities
  • Technology: Participate in the design, development, testing, and deployment of new pricing systems, processes and reports
  • Communication: Monitor and assist internal communications with Sales, Finance, Supply Chain and other internal groups regarding new opportunities


  • 10+ years of profitability analysis and financial modeling experience required
  • Familiarity with pricing strategy, execution, analytics and optimization required
  • Strong Microsoft Office skills (Expert level Excel, PowerPoint) required
  • Ability to design and implement a methodology to collect, maintain, and analyze data required
  • Advanced skills in Microsoft Power BI, Tableau a plus
  • Familiarity with price optimization platforms i.e. Vendavo, Zilliant, PROS, Periscope, etc. a plus
  • P/L forecasting experience a plus
  • Ability to utilize statistical computer software preferred
  • B.S. in Business, Finance, Accounting, Marketing, Math/Statistics or Information Technology
  • MBA preferred



Beacon's competitive advantage is our people and our value proposition is the differentiator. 

-— Christopher Harrison
Executive Vice President and Chief Human Resources Officer 

Nearest Major Market: Washington DC