Pricing Business Analyst — Value Desk-1

WEX•Portland, ME

1d•Remote

About The Position

The Pricing Business Analyst is a critical role focused on supporting sales teams in winning negotiations by providing precise financial analysis and counter-offers. This role acts as the commercial engine, building financial models to counter competitive offers and ensure pricing decisions are made with precision. It involves both reactive support during live calls and proactive analysis, including preparing for Monthly Business Reviews, conducting win/loss analysis, identifying product gaps, and coaching sales teams. The goal is to enhance the commercial effectiveness of the sales team and improve retention rates.

Requirements

2–5 years in pricing, financial analysis, revenue management, or a comparable analytical B2B role.
Comfortable building BPS or CPG counter-offer models under time pressure during live customer calls.
Analytically sharp with strong modeling skills.
Commercially curious with an understanding of customer needs.
Salesforce proficiency for tracking win/loss and pricing case data.
Experience running a formal win/loss analysis process.
Comfortable working directly from live call escalations.

Nice To Haves

Marketing background with experience translating data into compelling narratives for leadership or partner audiences.
Ability to coach front-line AMs and Advisors.
Fleet, fuel card, or fintech background, including familiarity with CPG pricing, rebate structures, and basis points.
Experience coaching or training a sales, account management, or retention team.

Responsibilities

Build BPS and CPG counter-proposals for competitive offers, calculating the financial impact of concessions.
Provide real-time financial analysis and counter-proposal support during live sales calls (Winning Clinic).
Prepare data for Monthly Business Reviews (MBRs), including volume trends, Edge gaps, rebate entitlements, and peer benchmarking.
Track and analyze win/loss data to identify patterns in competitor wins, pricing strategies, and reasons for loss.
Identify accounts with underutilized program benefits (e.g., Edge, CLI, IFTA, Secure Fuel, Autopay) and flag them to sales teams.
Coach Account Managers (AMs) and Advisors on winning strategies, value framing, objection handling, and closing saves.
Develop and maintain a playbook of institutional knowledge.
Serve as a live escalation resource during Winning Clinic calls, providing BPS modeling and fee waiver authorization.
Support AMs on formal procurement requests (RFIs/RFPs) by building pricing models, competitive positioning, and financial justifications.
Partner with D&A to build a live dashboard tracking performance against targets.