Director, Pricing Strategy

KeHE Distributors, LLC•Naperville, IL

42d

About The Position

At KeHE, we’re obsessed with creating solutions, unboxing potential, and serving others – and it all starts with you. As an employee-owned distributor of natural and organic, specialty, and fresh products, we’re committed to making a positive impact and scaling our success together. With a culture that fosters development and opportunity, you’ll be embarking on a career that’s moving forward. When you join KeHE, you’re becoming part of a team that is a force for good. The Director of Pricing Strategy will utilize advanced reporting tools to facilitate effective analysis and communication on resource allocation and strategic needs, highlighting key trends, opportunities, and challenges. The Director will implement competitive mark-up strategies to maximize profit margins while assessing sales volume, pricing, and promotions. This role involves analyzing market trends, competitive landscapes, and customer behavior to determine optimal pricing structures with the goal of maximizing revenue while maintaining competitiveness. The ideal candidate will excel at balancing revenue growth with profitability and will be adept at adjusting prices as needed. Their ability to efficiently implement and administer pricing strategies will be essential, leveraging continuous process improvement and appropriate technology. The Director of Pricing will design deal structures that align with market demands and profitability goals, evaluate standard costs and fees for accurate assessments, and base strategies on thorough analysis. This role will oversee and implement advanced revenue technology tools to streamline processes and improve accuracy. As with all positions at KeHE, we expect that all actions will be consistent with KeHE’s Mission, Vision and Values.

Requirements

Strong leadership skills with the ability to influence change and motivate various teams effectively.
Excellent communication skills, both verbal and written, with the ability to articulate and persuade through data analysis and presentations.
Strong understanding of financial principles with the ability to analyze costs, revenues, and profitability.
Ability to synthesize data and provide clear, concise recommendations.
Proven track record of developing and implementing successful pricing strategies.
Strong relationship management skills and the ability to provide guidance to higher management levels internally and externally.
Proficiency in using pricing software, analytical tools and Microsoft Office (Word, Excel, PowerPoint) with advanced Excel skills.
Attention to detail and a sense of urgency.
Ability to manage a wide array of tasks simultaneously with minimal direction.
Analytical skills with the ability to manage key profit drivers such as gross margin %, promotional spend, spoilage, fees, and other program expenses.
Ability to transfer information gained through analysis into fact-based, action-oriented presentations for internal and external stakeholders.
Willingness to travel domestically, occasionally over weekends, for about 20% of the time.
Bachelor's degree in Finance, Economics, Statistics, or related discipline required.
Minimum 8+ years of experience in Revenue Management, Financial Analysis related or similar role.
Minimum of 6+ years of leading and developing teams.
Experience with data extraction (e.g., SQL, AS/400, PowerBI) is required.

Nice To Haves

Masters in Business Administration (MBA) preferred.

Responsibilities

Engage in deal strategy and execution for key client deals, maximizing the success, value, and efficiency of key partnerships to drive EBITDA and sales. Provide recommendations for deal terms and conditions, with an emphasis on pricing tactics.
Collaborate with sales, supply chain, finance, and other departments to align pricing strategies with overall business objectives.
Conduct cost-to-serve analysis to ensure pricing covers all expenses and implement flexible payment terms to enhance customer satisfaction and cash flow.
Research and provide feedback on deal offerings to ensure competitiveness.
Develop and implement pricing strategies, this includes analyzing market trends, competitor pricing, and internal costs to determine optimal pricing models.
Communicate pricing changes clearly to internal teams, customers, and stakeholders, explaining the rationale behind adjustments and addressing any concerns.
Coordinate, develop, and manage price performance for KeHE, identifying price opportunities, delivering on set recommendations, and driving ongoing change management processes.
Collaborate with Finance on deal analysis, financial modeling, and scenario planning to ensure deal parameters and variables are rigorously vetted.
Present completed analyses and findings to senior leadership. Lead meetings to facilitate the decision-making process in which business case assumptions, expectations, and financial outcomes of various scenarios will be explained.
Partner with the Commercial team in managing the proposal process. The support required will include not only primary analyses behind all business proposals but also ad-hoc analytics, pricing, documentation, and other deliverables as needed.
Track and analyze performance of existing customers versus assumption-based business models. Manage all relevant reports and lead discussions around these results. Facilitate the execution of all corrective actions from this process.
Partner with Business Units/Sales to translate analysis into executable strategies.
Develop tools and processes to track contract terms and address unmet conditions. Use data to identify opportunities for pricing optimization and to track the effectiveness of pricing strategies.
Collaborate with others to develop best practices and streamline processes. Ensure that the company has the necessary tools and processes in place to effectively manage pricing.
Stay up-to-date on industry trends and best practices. Keep abreast of the latest trends in pricing and cost management.
Other duties and projects as assigned.