Pricing Manager -Deal Desk

A. O. Smith Corporation • Ashland City, TN

76d

About The Position

We are seeking a commercially-minded and analytically-driven Pricing Manager to oversee the pricing governance and execution of large, complex commercial opportunities across both wholesale and retail channels. This role serves as a central hub for evaluating and structuring non-standard deals, ensuring alignment with margin targets, channel strategies, and long-term business objectives. The ideal candidate will collaborate across Sales, Finance, Business Analytics, and Portfolio Management to deliver competitive, profitable pricing that supports sustainable growth.

Requirements

• Bachelor’s degree in Business, Finance, Economics, or related field; MBA a plus
• 5+ years of experience in pricing, commercial finance, or sales operations—ideally in a B2B2C industrial or durable goods environment
• Proven ability to support national account negotiations, special project quotes, and regional pricing strategies
• Deep understanding of channel dynamics and the differences between retail and wholesale pricing models
• Advanced Excel and financial modeling skills; experience with SAP, Salesforce, Vendavo, or other CPQ/pricing tools preferred
• Strong communication and influence skills, with a bias for cross-functional collaboration
• Ability to manage multiple high-urgency requests while maintaining pricing integrity

Responsibilities

• Lead Deal Desk Operations: Own the end-to-end deal review process, including evaluation of price exceptions, contract terms, special promotions, and competitive responses. Ensure pricing decisions balance short-term wins with long-term margin sustainability.
• Channel-Specific Pricing Execution: Support both wholesale (distributor and trade partners) and retail (big box and e-commerce) channels by applying pricing logic and ensuring consistency with go-to-market strategies.
• Cross-Functional Collaboration: Work closely with Sales, Finance, Analytics, and Portfolio Management to assess deal viability, establish approval workflows, and recommend creative yet responsible pricing solutions.
• Process & Policy Ownership: Maintain pricing governance and approval frameworks, including escalation thresholds, deal templates, and discounting guidelines. Continuously refine processes to reduce friction and improve turnaround time.
• Training & Communication: Educate Sales and Channel teams on pricing policies, tools, and approval protocols. Promote understanding of value-based pricing and the impact of discounting on profitability.
• Performance Tracking: Monitor and report on deal desk KPIs (e.g., approval cycle time, win/loss rates, average discounts, deal profitability). Identify areas for improvement and influence key pricing initiatives.

Benefits

• Competitive compensation package
• Comprehensive benefits plans including medical and dental insurance
• Company-sponsored life insurance
• Retirement security savings plan
• Short- and long-term disability programs
• Tuition assistance

What This Job Offers

• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees