Director, Strategic Pricing

At Libbey, we are MAKERS. No matter what you do at Libbey, you contribute to the making of the finest glass and tabletop products in the world. At Libbey, your valuable impact makes a difference and together we live our legacy while shaping our future to win as one!

LIBBEY: For Makers, By Makers. Since 1818!


The Director, Strategic Pricing for Libbey’s United States & Canada’s geographies will be responsible for developing and leading a pricing strategy and implementation plan in a manner consistent with achieving the region’s sales, margin and brand positioning objectives. With proven strong business and financial acumen, this role will optimize profit margin through a broad understanding of market dynamics, internal profitability drivers, and the development of analytical tools and best practices in portfolio pricing and contract management. This position will partner with the leaders of Americas Finance, Sales and Marketing teams to lead projects that develop pricing and value selling technology and infrastructure within the Retail, Foodservice, B2B and E-Commerce market segments.

RESPONSIBILITIES
• Lead Pricing Strategy Development: Drive the formulation, execution, and oversight of pricing strategies across all U.S. and Canada business units, ensuring alignment with corporate objectives, channel-specific goals, and revenue growth initiatives.
• Customer Segmentation & Targeting: Own the development and management of customer segmentation strategies across all Libbey channels, crafting differentiated pricing approaches that maximize profitability and market share in diverse segments.
• Advanced Pricing Analytics & Performance Insights: Lead advanced pricing analytics initiatives, including Gross-to-Net analysis, top-of-waterfall performance insights, and in-depth price indexing, delivering data-driven recommendations to optimize pricing decisions by channel, category, and customer segment.
• Market Intelligence & Competitive Positioning: Apply industry expertise and Libbey-specific knowledge to shape competitive pricing strategies, leveraging market research and insights into customer behavior, demand trends, and competitive dynamics.
• Excess & Obsolete (E&O) Inventory Process Ownership: Own, oversee, and implement the E&O (Excess and Obsolete Inventory) process, working closely with Sales and Finance teams to manage reserves, minimize financial impact, and ensure clear communication with cross-functional teams on pricing adjustments tied to inventory levels and financial outcomes.
• Cross-Functional Leadership & Collaboration: Lead and align cross-functional teams (Sales, Marketing, Finance, Operations) to ensure cohesive and effective execution of pricing strategies, supporting key business initiatives and driving sustainable growth.
• Strategic Planning & Financial Oversight: Play a key role in the annual strategic planning and budgeting processes, ensuring pricing strategies and policies align with financial targets, profitability goals, and overall business plans.
• Global Market Adaptation: Lead the adaptation of pricing strategies for global markets, considering regional complexities, currency variations, compliance requirements, and market nuances to optimize global pricing approaches.
• Sales Enablement & Strategic Support: Equip Sales leadership with the tools, frameworks, and insights necessary to optimize pricing conversations, enhance quote-to-close ratios, and improve overall sales performance in key markets.
• Innovative Pricing Models & Business Growth: Identify and develop new, innovative pricing models, including value-based, competitive, and freemium approaches, to unlock business growth opportunities, improve product positioning, and maximize revenue generation.
• Pricing Governance & Best Practices: Establish and drive best practices, policies, and governance frameworks for pricing management, ensuring consistency, accuracy, and compliance across all pricing activities, including long-term sales contracts and pricing rules.
• Team Leadership & Talent Development: Lead, mentor, and develop a team of pricing professionals, fostering a high-performance culture of collaboration, innovation, and continuous improvement to deliver impactful pricing solutions.
• Organizational Influence & Strategic Leadership: Act as a key strategic leader in influencing organizational direction, promoting a culture of inclusion, and ensuring that pricing strategies align with long-term corporate goals, growth, and success.

REQUIREMENTS & QUALIFICATIONS
• 10+ years as a pricing leader/manager with strategy development and execution responsibilities for a $175M business or larger is required
• Bachelor’s degree is required; with a focus in an analytical discipline is desired
• Proven exceptional