Director, Pricing

Silgan Containers•Chesterfield, MO

2d•Onsite

About The Position

The Director, Pricing leads the development and execution of pricing strategies that support profitable growth, competitive market positioning, and disciplined commercial decision-making. Reporting to the VP, Finance and CFO, this position owns the pricing processes supporting new business, contract renewals, annual and strategic price actions, and ongoing portfolio optimization. The Director partners closely with Sales, Finance, Operations, Procurement, and senior leadership to evaluate customer and product economics, establish pricing recommendations, manage pricing governance, and measure realized financial results. The position leads and develops the pricing team while continuously improving the analytical tools, processes, controls, and insights used to make pricing decisions.

Requirements

Bachelor’s degree in business administration, Finance, Economics, or a related field.
At least seven years of experience in pricing strategy, revenue management, FP&A or a related discipline, preferably in the manufacturing industry.
Experience evaluating complex customer, product or contract economics.
Advanced financial modeling and data analysis skills.
Demonstrated ability to convert complex analysis into clear business recommendations.
Experience leading teams or major cross-functional initiatives.
Deep understanding of pricing methodologies.
Excellent communication and interpersonal skills, with the ability to effectively engage and influence stakeholders at all levels of the organization.
Proven leadership experience, with a track record of building and managing high-performing teams.
Ability to thrive in a fast-paced, dynamic environment and adapt quickly to changing business priorities.

Responsibilities

Lead financial evaluation and pricing recommendations for new business, contract renewals, major quotations, and material commercial changes.
Ensure proposals appropriately reflect expected volumes, capital requirements, tooling, conversion economics, freight, material costs, payment terms, contractual risk, and required returns.
Manage through approval thresholds and escalation protocols for pricing exceptions.
Maintain documentation supporting significant pricing recommendations and approvals.
Conduct post-award reviews comparing quoted assumptions with actual commercial and financial performance.
Develop and execute pricing strategies by customer, product, market, technology, and asset profile.
Translate business objectives, cost developments, market conditions, and competitive intelligence into actionable pricing recommendations.
Identify opportunities to improve price realization, contribution margin, portfolio mix, and return on invested assets.
Lead periodic customer and product profitability reviews with Finance and Commercial leadership.
Establish pricing performance metrics and provide regular reporting on implemented actions and realized financial results.
Establish and maintain pricing policies, approval authorities, exception procedures, and documentation standards.
Develop controls that reduce unauthorized pricing, revenue leakage, delayed implementation, and inconsistent commercial terms.
Ensure pricing decisions comply with contractual commitments.
Maintain an auditable record of material pricing assumptions, recommendations, approvals, and implementation decisions.
Periodically evaluate adherence to pricing policy and recommend corrective actions or process improvements.
Oversee the accurate and timely execution of annual price changes, resin-index adjustments, surcharges, rebates, allowances, and other contractual pricing mechanisms.
Partner with Commercial, Finance, Procurement, Customer Service, and Legal to interpret pricing provisions and resolve pricing disputes.
Monitor implementation results and identify missed, delayed, or incorrectly applied price changes.
Ensure supporting calculations, customer communications, approvals, and system updates are complete and auditable.
Lead, coach, and develop the pricing team, establishing clear roles, objectives, service expectations, and development plans.
Allocate resources across strategic initiatives, recurring pricing processes, new-business quotations, and contract renewals.
Build succession plans and strengthen pricing capabilities across the organization.
Present concise, financially grounded recommendations to executive leadership.
Constructively challenge assumptions and influence decisions across Finance, Sales, Operations, and other functions.
Serve as the escalation point for complex pricing analyses, exceptions, disputes, and implementation issues.
Foster a culture of collaboration, innovation, and continuous improvement within and beyond the pricing team.
Develop talent pipelines and succession plans to support long-term organizational growth and sustainability.
Collaborate with senior leadership to communicate pricing strategies, performance metrics, and recommendations for pricing adjustments.
Serve as a key liaison between internal stakeholders and external partners, including suppliers, distributors, and customers to negotiate pricing agreements, resolve pricing- related issues or provide insights and feedback as appropriate.
Present pricing insights and recommendations to executive leadership to support strategic decision making.