Director, Pricing & Trade Architecture

Lennox International•Richardson, TX

2d•Onsite

About The Position

The Director, Pricing & Trade Architecture is responsible for the strategy and execution of our end-to-end pricing and trade investment architecture to maximize revenue, margin and customer value. We must set, get and sustain price. The leader will define strategic frameworks, governance models, analytical capabilities, technology investments, and cross-functional processes to ensure price investments are deployed intentionally, transparently, and profitably. You will operate as the price architect, governance owner, and performance strategist. The individual will build and lead a high-trust, high-accountability team by modeling our cover values, developing talent at every level, and acting as both an importer of great people and an exporter of future leaders across the organization. This candidate will report to the VP, Revenue Operations and be responsible for the people, data, process and technology to drive strategy and executional excellence.

Requirements

Bachelor’s degree in business, finance, economics, or related field required
10-12 years of experience in pricing, trade strategy, FP&A, analytics, sales operations, rev ops or related field.
Strong analytical mindset with experience with price elasticity, segmentation, and scenario planning and deep love for solving puzzles and executing with excellence.
Exceptional cross-functional leadership and communication skills with strong storytelling, xls and ppt skills.
Proven ability to influence without authority and takes initiative on risks and opportunities
Lead and motivate teams to achieve project goals with ambitious deadlines.
Outstanding communication, leadership, and financial skills.
Ability to prioritize and stay focused on high impact deliverables.

Nice To Haves

An MBA or equivalent is preferred.
Preferred proficiency in pricing tools (i.e. Vendavo, PriceFx), ERP (i.e. SAP, ECC or S4), CRM platforms (i.e., Salesforce), Reporting Tools (i.e., Qlik, PowerBI and Data Bricks) and Ai.
Experience in CPG or B2B environments is preferred.

Responsibilities

Build and own the pricing for equipment, parts and supplies, including list, invoice and net price structures across all sales channels.
Establish and manage the price slopes, index relationships, and value ladders across brands, tiers, product categories, sizes, and feature sets that scale across channels and geographies to maximize growth.
Lead annual and ad hoc price reviews, including inflationary adjustments, market dynamics, competitive pressures and regional behaviors to protect margin and accelerate share.
Define cost- and value-based pricing segmentation and models using competitive intelligence, cost-to-serve, and segmentations for channels and dealers.
Deliver price visibility to internal and external stakeholders through “fit-for-purpose” reporting and “have it your way” price books.
Govern all pricing requests, rules and policies including workflows, assignments, modifications, price books, manual overrides and audits.
Work with finance, sales compensation and supply chain to ensure pricing aligns with cost changes, profit targets, and inventory strategy.
Manage channel conflict and ensure pricing supports multi-channel coherency.
Set the transfer price strategy that reinforces the portfolio line logic, informs quota design, and protects OEM margins across all channels.
Lead price realization tracking and corrective actions for P&L economics.
Own the roadmap for pricing tools (i.e. CPQ, ERP, PowerBI, SalesForce, Ai, etc)
Partner with IT to modernize price execution, deal desks, and competitive intelligence capabilities.
Build dashboards for price requests, stick and realization, elasticity, mix, and margin leakage.
Ensure new products launch with coherent strategy and pricing architecture that reflects value, competitive positioning, and role in the portfolio
Monitor competitive pricing, actions, promotions and channel behaviors including revenue maps and margin pools.
Lead pricing scraping, distributor feedback loops, and field intelligence programs.
Translate insights into pricing actions and product positioning across US and Canada.
Serve as the executive partner to Sales, Product, Finance, IT, Marketing, Supply Chain, Legal and RevOps to drive sustainable price/mix/vol growth with clarity and simplicity.
Partner across LII business units to deliver profitable growth across portfolio and business partners including P&S strategies for OEM and AFM products.
Lead the pricing review board and communicate pricing strategy and execution to senior leadership.
Work with Field Sales to align dealer pricing and ensure consistent, market-driven execution.
Coach local and international pricing teams price execution and positioning for profitability and competitiveness.
Work with Sales Operations on volume rebate guardrails and Marketing on ecommerce strategies and promotional programs.