As Director, Consumer Pricing, you will make data-driven decisions to determine the pricing and discounting strategy for our home delivery and digital products to support our next phase of growth. Leveraging your analytical capabilities, you will determine the list price for each of our products, how that price is expressed and what offers to give to what readers at what time. You will develop strategies for both new prospects and existing customers at key priority moments, always trying to maximize total lifetime value from our subscribers.
Pricing strategy: Use data and financial analysis to determine the pricing levels and expression for all of our subscription products: digital and home delivery, on-platform and off-platform, business-to-consumer and business-to-business. Develop pricing strategy for key audience groups (e.g., students), that are strategically important to us. Design in-market pricing tests, build financial models to determine the implications of test results and oversee the implementation of any changes.
Discounting strategy: Own our sale strategy: what offers to give to what readers at what times. Conduct financial modeling to determine the effectiveness of different offers, and regularly report on performance. Partner with Performance Marketing and Data & Insights team to build and iterate on a targeted discounting model.
Test and learn: Design in-market pricing and offer tests, build financial models to determine the implications of test results and oversee the implementation of any changes.
Financial modeling: Build models to estimate the lifetime value of new and existing price points, offers, and other related strategic initiatives.
Recommended skills and characteristics include:
Deep consumer pricing experience with a proven track record of using pricing to drive business results
Deep knowledge of consumer pricing theory
Ability to break down complex problems into pieces that can be solved with data, analysis, assumptions and judgment; ability to frame strategic decisions
Ability to conduct financial and data analysis on par with leading management consulting firms, with limited coaching
Ability to work with large data sets
Knowledge of subscription businesses, particularly underlying drivers of revenue and how they connect
Knowledge of the competitive challenges facing the media industry and the New York Times
Ability to communicate ideas, objectives and results to colleagues and internal clients in writing (e.g., memos, slide decks) and verbally (e.g., in presentations with senior stakeholders)
Passion for The New York Times
Highly collaborative and enthusiastic about making colleagues successful throughout the company
Four-year college degree required
Requirements:
The ideal candidate will have at least 5 years experience overseeing consumer pricing and discounting strategy, ideally in the context of a subscription business
However, candidates who have demonstrated leadership, excellence and the ability to thrive in demanding and quantitatively rigorous environments — including management consulting or the equivalent — are encouraged to apply if they have experience in consumer pricing
MBA is preferred but not required. Four-year college degree is required
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