Director of Customer Pricing & Revenue Management

SurfacePrep•Byron Center, MI

4h•Hybrid

About The Position

The Director of Customer Pricing & Revenue Management is accountable for building and running the company’s pricing engine—translating strategy into measurable price execution that drives gross margin dollars, improves price realization, and supports profitable growth. This leader owns pricing analytics and governance, designs and maintains pricing structures, and ensures disciplined execution across quote-to-cash. The role also leads price increase oversight—capturing supplier cost changes and internal cost-to-serve realities and converting them into timely, well-communicated customer price actions with minimal leakage.

Requirements

8–12+ years in pricing, revenue management, sales operations, category management, or commercial finance—preferably in industrial distribution / MRO / manufacturing supply.
Demonstrated success designing pricing structures and driving frontline adoption (not analysis-only).
Strong analytical skills: margin math, segmentation, cost-to-serve concepts, and financial storytelling.
Deep comfort with ERP/CRM/BI environments and pricing data structures (price tables, customer price files, contracts, special price assurances).
Proven cross-functional leadership with Sales, Finance, Operations, and Supply Chain; ability to set policy and drive compliance.
Strong communication skills with the ability to influence behavior change across a distributed sales organization.

Nice To Haves

Experience building a deal desk or pricing center of excellence (COE).
Change management experience in a multi-location distribution environment.
Familiarity with rebate/pass-through economics and surcharge mechanics.

Responsibilities

Build pricing analytics that explain performance by customer, segment, region, category, vendor/brand, and channel.
Diagnose margin leakage (discounting, freight/surcharge handling, cost-to-serve, contract compliance, quote practices).
Develop actionable guidance (target price bands, discount guidance, floor/target/ceiling logic, segmentation strategies).
Partner with Finance on price-volume-mix analysis, forecasting, and measurement of pricing actions.
Own pricing architecture: list prices, multipliers, customer-specific pricing, contract pricing, rebates/pass-throughs, and surcharge frameworks.
Establish pricing governance and policy: discount authority, exception rules, approval workflows, audit controls.
Create and maintain pricing playbooks and pricing cubes for sellers, customer service, and inside sales to reduce variability.
Lead a weekly/biweekly pricing operating rhythm (“pricing council”) to review actions, exceptions, and opportunities.
Ensure ERP/CRM pricing tools are accurate and usable (price tables, contract records, customer price files, approvals, data hygiene).
Analyze pricing implications related to win rates and quote conversion performance.
Improve quote turnaround time with standardized tools (templates, calculators, guidance, guardrails) while protecting margin.
Train and coach commercial teams on execution behaviors and customer pricing conversations.
Work in conjunction with product management team to identify profit increasing goals and metrics to track performance throughout the year.
Translate cost actions into customer price actions with minimal lag; coordinate proactive notifications for strategic accounts.
Maintain a price increase tracker: effective dates, impacted items/customers, communication status, realized vs. expected margin, and exception rationale.
Partner with Finance and Sales leadership to design and execute periodic “general” price moves to address internal cost pressures (where appropriate).
Coordinate internal communications, customer notices (as required), and field guidance on objection handling.
Build scalable pricing workflows for a multi-branch distribution footprint—consistent rules with smart segmentation.
Drive automation where appropriate while preserving controls (price files, system-driven updates, exception routing).
Establish a learning loop: test pricing hypotheses, measure outcomes, and refine guidance.