Director of Strategic Pricing

UniFirst•Wilmington, MA

About The Position

We are seeking an experienced Pricing Leader to drive profitable growth through strategic pricing design, optimization, and governance across our B2B services and product portfolio. The ideal candidate will bring 10+ years of proven experience in pricing leadership, revenue management, and commercial strategy, with a deep understanding of the dynamics, cost structures, and competitive pressures in long term contract pricing. This role will own the pricing strategy from concept to execution, partnering closely with Operations, Sales, Finance and Marketing to ensure pricing delivers sustainable margin improvement while supporting market share growth. This is a high-visibility, high-impact role where you’ll work directly with the C-suite to shape pricing, protect margins, and fuel profitable growth. At UniFirst, you’ll be part of an organization that prioritizes people, performance, and purpose. This is a highly visible leadership role where you will directly shape pricing strategy for one of North America’s most respected service companies. In return, we offer competitive compensation, comprehensive benefits, and opportunities for professional growth in a collaborative, values-driven culture. UniFirst is one of North America’s largest workwear and textile service companies, providing managed uniform and facility service programs to businesses in virtually every industry. With over 275 service locations, we deliver innovative solutions, consistent quality, and superior customer service to help our customers stay focused on their core business. At UniFirst, you’ll find a culture that values growth, teamwork, and continuous improvement.

Requirements

Bachelor’s degree in Business, Finance, Economics, Industrial Engineering, or related field; MBA preferred.
10+ years of relevant experience in pricing, revenue management, or commercial strategy, with at least 5 years in a leadership role in B2B industrial services (e.g., industrial laundry, field services, facilities services, logistics, environmental, equipment rental).
Proven track record of delivering margin expansion and pricing discipline in complex service environments.
Strong command of pricing analytics, financial modeling, and analytical tools including SQL, Tableau, and advanced excel.
Exceptional communication and influencing skills with C-suite and operational teams
Strong financial acumen with expertise in P&L impact, margin analysis, and value-based pricing methodologies.

Nice To Haves

Experience in a multi-site or distributed service network preferred.
Lean Six Sigma or process improvement certification preferred.

Responsibilities

Pricing Strategy & Governance Lead annual pricing reviews and ongoing targeted adjustments across a revenue base of $2.5+Billion balancing pricing and customer experience
Manage and refine the implantation process, including tools that enable targeted customer level pricing across >100 operating locations
Develop, maintain, and evolve “UniFirst Way” Pricing Toolkit including targeting tools, implementation tools, customer models and dashboards to track campaign effectiveness
Drive adoption of pricing technology, automation, and CPQ (configure–price–quote) tools. Develop, maintain, and evolve KPIs and dashboards to track impact.
Develop and lead enterprise-wide pricing strategy aligned with business objectives, customer value, and competitive positioning across both new and renewal business.
Establish pricing governance frameworks to ensure consistency, discipline, and compliance across all service lines and geographies.
Continuously refine price architecture, discounting policies, and contract terms to optimize profitability.
Leverage advanced analytics and financial modeling to assess price elasticity, margin impact, and competitive benchmarks.
Partner with Executive Leadership on annual pricing forecasting and tracking with responsibility for developing strategies to meet and track progress against goals
Own customer profitability analytics
Integrate disparate data across the organization to develop powerful insights
Utilize data-driven methodologies to assess market elasticity, competitive trends, and cost-to-serve implications.
Lead segmentation analysis to identify differentiated pricing opportunities by customer type, geography, and service complexity
Partner with Sales and Regional Operations to develop value-based pricing that delivers overall customer profitability.
Support the commercial teams on pricing guidelines, negotiation strategies, and margin protection.
Build and lead a high-performing pricing team that supports UniFirst’s growth objectives.
Drive cross-functional alignment to elevate pricing maturity across the business.