Executive Director, Pricing Strategy

Why Work for KeHE?

Scroll down to find the complete details of the job offer, including experience required and associated duties and tasks.

• Full-time
• Pay Range : $150,000.00 / Yr. - $219,000.00 / Yr.
• Shift Days : , Shift Time :
• Benefits on Day 1
• Health / Rx
• Dental
• Vision
• Flexible and health spending accounts (FSA / HSA)
• Supplemental life insurance
• 401(k)
• Paid time off
• Paid sick time
• Short term & long term disability coverage (STD / LTD)
• Employee stock ownership (ESOP)
• Holiday pay for company designated holidays

Overview

Good people, working with good people, for our common good.

Sound good?

KeHE-a natural, organic, specialty and fresh food distributor-is all about "good" and is growing, so there's never been a more exciting time to join our team.

If you're enthusiastic about working in an environment with a people-first culture and an organization committed to good living, good food and good service, we'd love to talk to you!

Primary Responsibilities

The Executive Director of Pricing will utilize advanced reporting tools to facilitate effective analysis and communication on resource allocation and strategic needs, highlighting key trends, opportunities, and challenges.

The Executive Director will implement competitive mark-up strategies to maximize profit margins while assessing sales volume, pricing, and promotions.

This role involves analyzing market trends, competitive landscapes, and customer behavior to determine optimal pricing structures with the goal of maximizing revenue while maintaining competitiveness.

The ideal candidate will excel at balancing revenue growth with profitability and will be adept at adjusting prices as needed.

Their ability to efficiently implement and administer pricing strategies will be essential, leveraging continuous process improvement and appropriate technology.

The Executive Director of Pricing will design deal structures that align with market demands and profitability goals, evaluate standard costs and fees for accurate assessments, and base strategies on thorough analysis.

This role will oversee and implement advanced revenue technology tools to streamline processes and improve accuracy.

Essential Functions

• Lead the deal strategy and execution for key client deals, maximizing the success, value, and efficiency of key partnerships to drive EBITDA and sales.
• Engage in customer negotiations as necessary and provide recommendations for deal terms and conditions, with an emphasis on pricing tactics.
• Collaborate with supply chain, finance, and commercial teams for inputs into commercial planning to support the financial planning cycle and ongoing business innovation.
• Conduct cost-to-serve analysis to ensure pricing covers all expenses and implement flexible payment terms to enhance customer satisfaction and cash flow.
• Research and provide feedback on competitive deal offerings to ensure competitiveness.
• Conduct thorough market research, tracking competitors’ pricing, customer preferences, and industry trends to inform pricing adjustments and maintain a competitive edge.
• Partner with Business Units / Sales to translate analysis into executable strategies.
• Communicate pricing changes clearly to internal teams, customers, and stakeholders, explaining the rationale behind adjustments and addressing any concerns.
• Coordinate, develop, and manage price performance for KeHE, identifying price opportunities, delivering on set recommendations, and driving ongoing change management processes.
• Mentor, train, manage, and develop members of the Pricing Team.
• Collaborate with Finance on deal analysis, financial modeling, and scenario planning to ensure deal parameters and variables are rigorously vetted.
• Develop tools and processes to track contract terms and address unmet conditions.
• Oversee the pipeline process and other analytics for Sales and Business Development teams as needed.
• Lead the team in working with Supply Chain, Operations, Legal, and Sales to write proposal language related to pricing and terms.
• Collaborate with sales, marketing, and category management teams to grow desk sales and profits.
• Oversee and support the price optimization engine, ensuring cross-functional stakeholders are aware and that the tool is used to its fullest capabilities.
• Develop optimal pricing strategies for Fresh, Alternate Channels, and KeHE’s new and existing private label products to increase sales penetration and profitability.
• Other duties and projects as assigned.

Minimum Requirements, Qualifications, Additional Skills, Aptitude

• Strong leadership skills with the ability to influence change and motivate various teams effectively.
• Excellent communication skills, both verbal and written, with the ability to articulate and persuade through data analysis and presentations.
• Negotiation skills with a broad array of suppliers from small or emerging entities to large and established entities.
• Ability to synthesize data and provide clear, concise recommendations.
• Strong relationship management skills and the ability to provide guidance to higher management levels internally and externally.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint) with advanced Excel skills.
• Attention to detail and a sense of urgency.
• Ability to manage a wide array of tasks simultaneously with minimal direction.
• Analytical skills with the ability to manage key profit drivers such as gross margin %, promotional spend, spoilage, fees, and other program expenses.
• Ability to transfer information gained through analysis into fact-based, action-oriented presentations for internal and external stakeholders.
• Willingness to travel domestically, occasionally over weekends, for about 20% of the time.

EDUCATION AND EXPERIENCE :

• Bachelor’s degree in Finance, Economics, Statistics, or related discipline required.
• Masters in Business Administration (MBA) preferred.
• Minimum 12+ years of experience in Revenue Management, Financial Analysis related or similar role.
• Minimum of 10+ years of leading and developing teams.
• Experience with data extraction (e.g., SQL, AS / 400, PowerBI) is required.

PHYSICAL REQUIREMENTS :

These physical demands are representative of the physical requirements necessary for an employee to successfully perform the essential functions of the job.

Requisition ID : 2024-23867

Equal Employer Opportunity Statement : KeHE Distributors provides equal employment opportunities to all employees and applicants for employment and prohibits all forms of discrimination and harassment on the basis of race, color, religion or faith, sex, gender, age, ancestry, national origin, mental or physical disability or medical condition, sexual orientation, gender identity or expression, marital status, military or veteran status, genetic information, or any other category protected under federal, state, or local law.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training as well as the administration of all Human Resources and Talent Acquisition processes.

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