DIRECTOR, COMMERCIAL PRICING & PRICING INNOVATION

Compass Group•Charlotte, NC

About The Position

ESFM is the corporate facilities management (FM) division of Compass Group USA. ESFM self-performs 80% of all FM services provided to clients, with a portfolio including Facilities Maintenance & Engineering, ESG Programming, Laboratory Support Services, Janitorial & Industrial Cleaning, Landscaping & Grounds Management, Workplace Solutions and Managed Services. This self-performance model creates a consistent hospitality experience for clients, resulting in higher engagement and productivity from their employees. ESFM’s clients include many household names from the life sciences, technology, oil & gas and manufacturing markets. This position is eligible for an Employee Referral Bonus! If you know someone that is qualified for this role, please use the ‘job search’ in PeopleHub to refer your referral and email them a link to apply. Your referral will be able to apply by clicking the link in the email. You can check the status through your profile, accessible via Careers in PeopleHub, by clicking on ‘referral tracking.’ For Employee Referral guidelines, FAQs and the Compass Employee Referral Policy, email [email protected]. Job Summary: The Director, Commercial Pricing & Pricing Innovation will serve as the commercial pricing authority within the Support Services Hub. This role is responsible for building and leading pricing strategy, deal economics, benchmarking, and analytics for Facilities Management and Support Services. The role partners across a matrixed organization to ensure commercial models are competitive, executable, and aligned to long‑term growth and value creation.

Requirements

8–12+ years in commercial strategy, pricing, consulting, financial modeling, valuation, or PE‑backed environments
Proven experience structuring complex deal economics
Strong executive communication and stakeholder influence skills
Comfortable operating in ambiguity and fast‑paced RFP cycles

Responsibilities

Own Commercial Pricing Strategy: Define pricing architecture, governance, and decision frameworks for Support Services. Establish guardrails and escalation paths for complex or non‑standard deals. Ensure consistency while allowing flexibility for client and market nuance.
Lead Pricing Models, Benchmarking & Analytics: Build and maintain financial and pricing models (labor, overhead, mobilization, risk, performance incentives). Develop internal and market‑informed benchmarking frameworks. Create dashboards and visualizations that support executive decision‑making.
Enable Winning RFP & Solutioning Efforts: Lead pricing strategy for priority RFPs, renewals, and complex pursuits. Partner with Solutions, Sales, Finance, and Operations to translate scope into executable offers. Balance competitiveness with margin discipline and delivery reality.
Design Innovative Pricing Models: Develop pricing constructs that support cross‑selling across services and sectors, bundled and integrated offerings, and long‑term contracts with cost‑savings or performance‑based incentives. Test and refine models such as gainshare, stepped maturity pricing, and outcome‑linked fees.
Partner with Sector CFOs on Margin Optimization: Identify margin expansion opportunities through pricing structure and assumptions. Build scenario and sensitivity models to support informed risk‑taking. Improve confidence and consistency in commercial decision‑making.
Align Commercial Models to Growth Strategy: Standardize and strengthen assumptions (labor productivity, inflation, mobilization). Ensure pricing reinforces the Support Services value proposition. Help shift the organization toward performance‑ and outcome‑aligned pricing over time.