The Director of Pricing & Growth is responsible for optimizing pricing and gross profit for Acceptance Now’s National Accounts division. The Director will develop pricing strategies at both the divisional level and individual account level through a value-based and data driven approach to pricing. Beyond strategy, the Director will also oversee and drive improvement in all areas of pricing execution, including, price setting, price management and analytics. The role requires an ability to effectively integrate pricing strategy with competitive intelligence, customer insights, and promotional programs in a coherent, consistent manner. Reporting to the Sr. Director of National Accounts, the role will play a critical role in driving profit growth and margin expansion for the business.
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Establish, in partnership with the National Accounts leadership team, a defined pricing vision and strategy that encompasses all parts of the customer and asset lifecycle
Define and oversee pricing policies, transaction structures (rate, term, purchase options, etc.) and ancillary program elements (fees, add-ons, etc.) for existing and new National Accounts relationships
Create and deploy best-in-class pricing analytics, models and research methods for analyzing performance at account, product, channel and market levels
Pair pricing analytics with cross-functional inputs on customer behavior, segmentation and price sensitivity, competitive activities, and industry trends to uncover pricing and profit improvement opportunities
Provide data driven recommendations to enhance and strengthen price realization and gross profitability to National Accounts leadership
Support the acquisition of new accounts by providing pricing guidance and recommendations to the National Accounts sales team to ensure that new relationships meet profitability targets
Establish and facilitate a pricing governance committee that will approve all major strategic pricing decisions including key pricing initiatives, new pricing structures, and relationship-specific pricing elements
Staff, manage and lead a high-performing team of pricing professionals
Job Qualifications
Undergraduate degree; MBA preferred
Minimum 5-7 years professional experience, including 4 of pricing and/or revenue management; experience with portfolio pricing dynamics preferred
Strong interpersonal and communication skills (both verbal and written)
Excellent end-to-end generalist problem solving skills, including developing logical, actionable recommendations
Strong leadership skills, with the ability to influence with and without formal authority
Detail-orientation, comfort juggling dynamic and complex work
Highly analytical thinker, with the ability to operate at both strategic and tactical levels as required
Treats people with dignity and respect; relationship builder
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