SENIOR DIRECTOR, COMMERCIAL PRICING STRATEGY - REMOTE
Compass GroupAbout the role
Position Title: SENIOR DIRECTOR, COMMERCIAL PRICING STRATEGY
Pay Grade: 18
Other Forms of Compensation: BONUS
A family of companies and experiences
As the leading foodservice and support services company, Compass Group USA is known for our great people, great service and our great results. If you’ve been hungry and away from home, chances are you’ve tasted Compass Group’s delicious food and experienced our outstanding service. We have over 284,000 US associates who work in award-winning restaurants, corporate cafes, hospitals, schools, arenas, museums, and more in all 50 states. Our reach is constantly expanding to shape the industry and create new opportunities for innovation. Join the Compass family today!
great people. great services. great results.
Each and every individual plays a key role in the growth and legacy of our company. We know the next big idea can come from anyone. We encourage developing and attracting expertise that differentiates us as a company as we continue to raise the bar.
This position is eligible for an Employee Referral Bonus! If you know someone that is qualified for this role, please use the ‘job search’ in PeopleHub to refer your referral and email them a link to apply. Your referral will be able to apply by clicking the link in the email. You can check the status through your profile, accessible via Careers in PeopleHub, by clicking on ‘referral tracking.’ For Employee Referral guidelines, FAQs and the Compass Employee Referral Policy, email MyReferral@compass-usa.com.
Job Summary
The Senior Director, Commercial Pricing Strategy will serve as the commercial pricing authority within the Support Services Hub. This role is responsible for building and leading pricing strategy, deal economics, benchmarking, and analytics for Facilities Management and Support Services.
The role partners across a matrixed organization to ensure commercial models are competitive, executable, and aligned to long‑term growth and value creation.
This role is hybrid or remote, with a preference for candidates based in Charlotte, NC, or Chicago, IL, and requires up to 25% travel.
Key Responsibilities
1. Own Commercial Pricing Strategy
- Define pricing architecture, governance, and decision frameworks for Support Services
- Establish guardrails and escalation paths for complex or non‑standard deals
- Ensure consistency while allowing flexibility for client and market nuance
2. Lead Pricing Models, Benchmarking & Analytics
- Build and maintain financial and pricing models (labor, overhead, mobilization, risk, performance incentives)
- Develop internal and market‑informed benchmarking frameworks
- Create dashboards and visualizations that support executive decision‑making
3. Enable Winning RFP & Solutioning Efforts
- Lead pricing strategy for priority RFPs, renewals, and complex pursuits
- Partner with Solutions, Sales, Finance, and Operations to translate scope into executable offers
- Balance competitiveness with margin discipline and delivery reality
4. Design Innovative Pricing Models
- Develop pricing constructs that support:
- Cross‑selling across services and sectors
- Bundled and integrated offerings
- Long‑term contracts with cost‑savings or performance‑based incentives
- Test and refine models such as gainshare, stepped maturity pricing, and outcome‑linked fees
5. Partner with Sector CFOs on Margin Optimization
- Identify margin expansion opportunities through pricing structure and assumptions
- Build scenario and sensitivity models to support informed risk‑taking
- Improve confidence and consistency in commercial decision‑making
6. Align Commercial Models to Growth Strategy
- Standardize and strengthen assumptions (labor productivity, inflation, mobilization)
- Ensure pricing reinforces the Support Services value proposition
- Help shift the organization toward performance‑ and outcome‑aligned pricing over time
Qualifications
- 8–12+ years in commercial strategy, pricing, consulting, financial modeling, valuation, or PE‑backed environments
- Proven experience structuring complex deal economics
- Strong executive communication and stakeholder influence skills
- Comfortable operating in ambiguity and fast‑paced RFP cycles
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