Senior Director, Strategic Special Pricing

Senior Director, Strategic Special Pricing

 

Let’s be unstoppable together!

At Circana, we are fueled by our passion for continuous learning and growth, we seek and share feedback freely, and we celebrate victories both big and small in an environment that is flexible and accommodating to our work and personal lives. We have a global commitment to diversity, equity, and inclusion as we believe in the undeniable strength that diversity brings to our business, employees, clients, and communities. With us, you can always bring your full self to work. Join our inclusive, committed team to be a challenger, own outcomes, and stay curious together. Circana is proud to be Certified™ by Great Place To Work®. This prestigious award is based entirely on what current employees say about their experience working at Circana.

Learn more at www.circana.com.

What will you be doing?

Circana is the world’s leading advisor on the complexities of consumer behavior. As the scope of our business expands, strategic revenue management and consumer excellence have become critical functions to grow our business. The Senior Director, Strategic Special Pricing, will lead the development and execution of pricing strategies that align with business objectives and market demands. Reporting to and taking direction from the VP, Strategic Revenue Management, the Senior Director will structure and build analytics to support the overall short- and long-term revenue and margin maximizing framework. The role requires partnering with the commercial teams on the end-to-end deal process, and collaborating across commercial, finance, legal, strategy leadership, and stakeholders to manage the company’s pricing and revenue management process efficiently and effectively.

Job Responsibilities

• Pricing Strategy Development: Refine and manage the pricing structures for products and services, balancing profitability, market competitiveness, customer needs, and strategic goals.
• Market Analysis: Conduct in-depth analyses of market trends, competitor pricing, and customer behavior to inform pricing decisions.
• Strategic Discount (Promotional) Planning and Analysis: Collaborate with sales and marketing teams to design, test, evaluate, and implement promotional strategies and manage budgets effectively.
• Revenue Optimization: Oversee pricing impact on revenue, profitability, and sales volume; adjust strategies (including product mix) ensuring alignment with Circana’s business & financial objectives.
• Stakeholder Support: Provide pricing guidance during deal negotiations, coach internal teams on deal process, and the ultimate execution of pricing programs.
• Data Management: Manage pricing systems, databases, and tools to ensure accuracy and compliance. Lead initiatives in upgrading existing models and tools to allow commercial teams to “self-serve” to understand the financial impact of proposed deal structures.
• Design, approve, facilitate, evaluate, and execute innovative deal frameworks, including enhancements & adherence to ‘Delegation of Authority’.
• Own key enablers underpinning commercial excellence: rate card standardization, deal economics, analytics, initiative tracking, and process management.
• Facilitate cross-functional communication and collaboration across key stakeholder groups.

Qualifications

Experience:

• 7- 10+ years in pricing management, ideally within B2B environments in the CPG or SaaS industries.
• Experience in customer success, contract negotiations, or product management is advantageous.
• Demonstrated track record of successful execution of pricing programs and customer negotiations.

Knowledge:

• Understanding of media and data business models, especially in Retail, CPG, and General Merchandise categories.
• Ability to quickly learn specific legal and finance business terms and requirements.

Skills:

• Advanced analytical skills, including proficiency in Excel and familiarity with AI/ML-driven analytics.
• Strong executive presence with excellent verbal and written communication skills, capable of influencing leadership-level stakeholders.
• Proven leadership and influencing abilities with peers and business partners.
• Ability to break down complex ideas and issues and communicate in simple terms to various levels of the organization.

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