Sr. Director, Pricing

Job Summary:

The Senior Director of Pricing leads Zoro’s Pricing Team in the development and execution of the business’s go-to-market pricing and discount strategies.  The successful candidate must create and deliver a pricing strategy that is informed by the market and Zoro’s business strategy.  This strategy must ensure Zoro is market competitive, enabling double-digit growth while maintaining or improving gross margins. The role is of strategic importance and regularly works with the Zoro Executive Team and critical cross-functional partners across our Marketing, Finance, E-commerce, Technology, and Category Management teams.  

Key Responsibilities: 

• Leads the on-going evolution of Zoro’s pricing and discount strategy to support Zoro’s strategic and financial objectives and ensures that there are scalable tools and processes to efficiently execute this strategy.  
• Leads and develops a highly analytical team of 10+ Pricing Professionals who design and execute the Zoro Pricing Strategy.  
• Designs and executes a robust competitive intelligence framework to ensure that Zoro’s decision making has strong market insight.
• Partners with our Finance team to plan for sales and profitability growth in future months, and makes rapid adjustments where necessary to help the business achieve its financial (sales and margin) objectives. 
• Partners with category management and merchandising teams to understand category-specific dynamics to ensure we are benchmarking the most relevant competitors and deploying logical pricing within a category.
• Proactively identifies ways to drive a combination of business growth and margin improvement through pricing levers, and designs and execute tests to prove out value.
• Oversees and continuously improves price elasticity models to understand volume and profit trade-offs across portfolio.
• Manage vendor relationships with companies that support Zoro’s pricing efforts with competitive pricing data and pricing analytics tools. 

Qualifications:

• 15+ years of Progressive pricing, marketing, finance, and/or analytics experience in a B2B environment.  
• 10+ years experience leading a team and developing team members, including leading through leaders.
• Bachelor’s Degree required; MA/MS/MBA/PhD preferred

Knowledge, Skills and Abilities:

• Exceptional problem-solving, financial and analytical skills with the ability to analyze opportunities, understand P&L implications and trade-offs, and make confident recommendations.
• Proven experience leading highly analytical teams who use programming languages (eg, SQL, Python, R) to manipulate and analyze large data sets; personal coding experience a plus.
• Strong business acumen that informs decision making and grounds the leaders thinking in strategy development.
• Outstanding leadership skills, including setting the team vision and priorities, motivating, coaching and developing team members, and leading through leaders.
• Adept at building collaborative relationships across the business and comfortable influencing others without direct reporting relationships.
• Excellent communication skills.  Ability to communicate in a thoughtful and concise manner to a variety of audiences with varying degrees of domain expertise and seniority (individual contributors to C-level).
• Proven experience in developing and executing pricing strategies, preferably in an e-commerce environment with large SKU assortments.