Director, Pricing & Margin Optimization

CMC•Irving, TX

About The Position

The Director of Pricing works alongside the Lines of Business to develop pricing strategies, pricing plays, and analytical capabilities that support profitable growth. The Lines of Business retain ultimate accountability for pricing decisions, customer commitments, and deal economics; this role enables those decisions through frameworks, tools, insights, and disciplined commercial support. This role partners closely with Line of Business Leaders, Sales, Finance, Product Management, and Commercial Operations to improve pricing discipline, support value-based pricing, strengthen customer and product profitability, and ensure pricing execution is consistent with approved business strategies and local market realities.

Requirements

10+ years of experience in Pricing, Commercial Operations, Revenue Management, Finance, Sales Operations, or related disciplines
Demonstrated experience improving profitability through pricing execution and analytics
Experience leading cross-functional initiatives and influencing senior leadership
Strong understanding of customer profitability, pricing governance, and commercial processes
Experience with SAP, Salesforce, Pricefx, CPQ platforms, or similar pricing technologies
Experience leading enterprise pricing programs and governance initiatives
Familiarity with AI, advanced analytics, and pricing optimization solutions
Bachelor’s degree in business, Finance, Economics, Marketing, Engineering, or related field

Nice To Haves

MBA or advanced business degree

Responsibilities

Develop and maintain enterprise pricing frameworks, playbooks, approval guidelines, and exception processes that enable consistent execution across Lines of Business
Support local market flexibility while clarifying where pricing decisions and approvals remain with the Lines of Business
Partner with Lines of Business to define segmenting and tiering approaches, value-based pricing logic, target margin guardrails, and service-level agreement structures by tier
Facilitate pricing reviews and exception management processes, variance explanations, and recommended actions
Monitor pricing performance and provide insight-driven recommendations
Identify opportunities to improve price realization, target margin attainment, and profitability by segment, product, customer, tier, market, and channel
Reduce pricing leakage through improved controls, exception reporting, and visibility into off-play pricing decisions
Evaluate discounts, rebates, concessions, service-level commitments, and other commercial incentives to support Line of Business pricing decisions
Support margin improvement initiatives through data-driven analysis, scenario modeling, and recommended pricing plays
Monitor customer, product, channel, market, and sales-rep profitability patterns to identify pricing opportunities and risks
Provide customer profitability, segmentation, tiering, and cost-to-serve analyses to inform Line of Business pricing strategies
Assess pricing performance across customers, products, markets, channels, tiers, and sales-rep
Monitor competitive pricing activity and market trends and translate insights into practical pricing options for Lines of Business
Develop dashboards, reporting, and KPIs that measure pricing effectiveness, adoption of pricing plays, exception trends, and margin impact
Work alongside Line of Business and Sales Leadership to create and refine pricing strategies and plays for specific segments, markets, customers, offerings, and service tiers
Provide analytical support for customer negotiations, contracts, major commercial opportunities, and exception requests
Support implementation of value-selling methodologies, value-based pricing, tiered offers, and service-level agreement models
Assist Lines of Business in evaluating pricing opportunities, target margin impacts, and commercial trade-offs
Serve as a trusted advisor on pricing analytics and commercial performance while preserving Line of Business accountability for pricing decisions
Lead governance and continuous improvement of pricing-related systems and tools
Partner with IT and Commercial Operations to enhance pricing capabilities within ERP, CRM, CPQ, and pricing platforms
Improve pricing visibility through dashboards, reporting, and analytics
Support the adoption of automation, AI-enabled insights, and advanced pricing tools
Ensure pricing data integrity and quality across platforms