Director, Pricing & Revenue Optimization

Shaw•Chattanooga, GA

13d•Hybrid

About The Position

The Director, Pricing & Revenue Optimization – Shaw Commercial will lead the development and execution of pricing strategies across the commercial flooring division. This role is responsible for driving profitable growth through pricing science, governance, and strategic enablement. The Director will serve as a key partner to Sales, Brand/Product, Finance, and Compensation, ensuring pricing decisions are data-driven, market-informed, and aligned with business objectives. This leader must be able to work lean initially, rolling up their sleeves to build models, influence strategy, identify near and long term adjustment opportunities, and communicate pricing rationale, while laying the foundation for a scalable pricing function and future team buildout. This role will work in a hybrid way with 3 office days per week at our corporate offices in Dalton, GA.

Requirements

10+ years in pricing, strategy, finance, or commercial leadership roles
Proven success in B2B manufacturing and/or growth focused innovative sectors
Strong analytical and modeling skills, including elasticity and scenario modeling
Excellent communication and relationship-building skills across executive, brand, and sales audiences
Bachelor’s degree required

Nice To Haves

Experience with pricing software and CRM platforms (e.g., Salesforce, Vendavo, CPQ)
MBA or advanced degree

Responsibilities

Own commercial pricing strategy across product lines, channels, and market segments
Balance market-based pricing with profitability goals, maintaining a level-headed approach in dynamic environments
Develop and deploy pricing models including elasticity analysis, segmentation, and optimization frameworks
Lead pricing governance, including approval workflows, escalation protocols, and compliance
Build and manage pricing analytics capabilities to support strategic decision-making
Leverage and innovate around AI-driven pricing models, partnered with BI, including predictive analytics, customer segmentation, and dynamic pricing algorithms
Partner with Brands, Sales and FP&A to influence long-term pricing strategy and product positioning
Communicate pricing rationale and changes clearly to field sales, ensuring alignment and confidence
Support strategic deal structures, customer negotiations, and margin management
Respond to external triggers (e.g., tariffs, cost shifts, competitive moves) with agility and discipline
Represent commercial in enterprise initiatives for systems, tariffs, price increases, etc.
Represent Strategy and Insights (SI) in Integrated Business Planning (IBP) process, Strategic Profit Teams, Plant RP acceleration and other commercial/enterprise projects focused on revenue optimization
Implement pricing systems (Vendavo, CPQ, other) and tools to automate and scale execution
Measure and report on pricing performance, margin trends, and ROI
Build and lead a high-performing pricing team over time, aligned with business growth and complexity of long cycle B2B business