Director of Pricing

Flow Control Group•Charlotte, NC

About The Position

Director of Pricing is responsible for defining and executing the company’s pricing strategy to drive profitable growth, expand margins, and maintain competitive positioning. The role owns pricing governance, analytics, and execution across FCG brands, working closely with Sales, Operations, Finance, IT, and FCG leadership. This is a dynamic change-management role that combines influence without authority, business intelligence, pricing strategy and policy, and process and tool implementation, with a strong focus on EBITDA improvement, discipline, and scalability.Key ResponsibilitiesLeadership & Change Management Lead and develop the pricing team (analysts, managers, regional support) Influence cross-functional leaders without direct authority Drive cultural adoption of pricing discipline across the organization Pricing Strategy & Governance Develop and own the enterprise pricing strategy aligned with growth, margin, and FCG initiatives Own pricing initiatives end-to-end from planning through execution, adoption, and long-term impact Define price corridors, discount thresholds, and deal guardrails Lead pricing policy across new products, contracts, bids, and renewalsMargin & Profitability Management Drive gross margin and EBITDA improvement through price realization and mix optimization Quantify price/volume trade-offs and elasticity by product, segment, and channel Partner with Finance on budgeting, forecasting, and margin tracking Identify and execute margin recovery initiatives (leakage, rebates, freight, tariffs, inflation)Sales Enablement & Execution Partner with Sales leadership to embed pricing discipline without slowing velocity Support major deals, strategic accounts, and competitive situations Design and deploy pricing tools, dashboards, and deal review processes Train sales teams on value-based pricing and negotiation principlesAnalytics & Infrastructure Build pricing analytics capabilities (impact tracking, segmentation, win/loss, elasticity) Improve data quality, pricing transparency, and reporting cadence Evaluate and implement pricing systems, tools, and workflows Establish a single source of truth for pricing performanceMarket & Competitive Intelligence Monitor competitive pricing, market dynamics, and customer behavior Assess tariff, inflation, and cost-to-serve impacts on pricing strategyQualifications 10+ years of experience in pricing, strategy, finance, or commercial leadership Proven success driving margin expansion in a B2B, distribution, manufacturing, or industrial environment Consultant mindset and strong ability to persuade using data Experience in private equity–backed or highly performance-driven organizations preferred Strong analytical skills with the ability to translate data into action Executive-level communication and stakeholder management skills

Requirements

10+ years of experience in pricing, strategy, finance, or commercial leadership
Proven success driving margin expansion in a B2B, distribution, manufacturing, or industrial environment
Consultant mindset and strong ability to persuade using data
Strong analytical skills with the ability to translate data into action
Executive-level communication and stakeholder management skills

Nice To Haves

Experience in private equity–backed or highly performance-driven organizations preferred

Responsibilities

Lead and develop the pricing team (analysts, managers, regional support)
Influence cross-functional leaders without direct authority
Drive cultural adoption of pricing discipline across the organization
Develop and own the enterprise pricing strategy aligned with growth, margin, and FCG initiatives
Own pricing initiatives end-to-end from planning through execution, adoption, and long-term impact
Define price corridors, discount thresholds, and deal guardrails
Lead pricing policy across new products, contracts, bids, and renewals
Drive gross margin and EBITDA improvement through price realization and mix optimization
Quantify price/volume trade-offs and elasticity by product, segment, and channel
Partner with Finance on budgeting, forecasting, and margin tracking
Identify and execute margin recovery initiatives (leakage, rebates, freight, tariffs, inflation)
Partner with Sales leadership to embed pricing discipline without slowing velocity
Support major deals, strategic accounts, and competitive situations
Design and deploy pricing tools, dashboards, and deal review processes
Train sales teams on value-based pricing and negotiation principles
Build pricing analytics capabilities (impact tracking, segmentation, win/loss, elasticity)
Improve data quality, pricing transparency, and reporting cadence
Evaluate and implement pricing systems, tools, and workflows
Establish a single source of truth for pricing performance
Monitor competitive pricing, market dynamics, and customer behavior
Assess tariff, inflation, and cost-to-serve impacts on pricing strategy