Director Pricing Strategy & Optimization

Shaw Industries Group, Inc. is a leader in flooring and other surface solutions designed for residential housing, commercial spaces and outdoor environments. Leveraging strengths in design, innovation and operational excellence, the company takes a people-centered, customer-focused, and growth-minded approach to meet diverse market needs. It creates differentiated customer experiences through its expansive portfolio of brands: Anderson Tuftex, COREtec, Shaw Floors, Patcraft, Philadelphia Commercial, Shaw Contract, Shaw Sports Turf, Shawgrass, Southwest Greens, Watershed Geo and more. Headquartered in Dalton, Georgia, Shaw is a wholly owned subsidiary of Berkshire Hathaway, Inc. with more than $5 billion in annual sales and approximately 18,000 associates worldwide. 

This position is remote flexible working in a hybrid format with frequent travel to Shaw Global HQ located in Dalton GA.

Position Overview: 

The Senior Director, Pricing Strategy & Analytics will lead the Residential business unit’s pricing strategy, pricing analytics, and pricing transformation.  This role is responsible for driving profitable growth through pricing science, governance, and strategic enablement while establishing the processes, governance, and technology required to manage pricing at scale. A critical component of this role will be implementing Residential’s next-generation pricing system. 

The role will serve as a key partner for Sales, Brand/Product, Finance, and Compensation ensuring pricing decisions are data-driven, market-informed, and aligned with business objectives.   

Key Responsibilities: 

Pricing Strategy 

• Develop pricing strategies aligned with Residential’s growth, profitability, market positioning, and customer objectives 

• Develop methodologies for list price, customer-specific pricing, discounts, rebate, and other commercial terms 

• Analyze price-volume-mix, pricing waterfall, and customer profitability 

• Identify pricing opportunities and quantify the financial impact of pricing actions 

• Partner with Sales and Brand/Product leadership to balance revenue growth, market competitiveness, and margin objectives  

Pricing System Design & Implementation 

• Serve as the business owner for pricing technology strategy and implementation 

• Oversee the full design and deployment of advanced strategic pricing tools and systems, including the deployment of a price optimization software suite 

• Manage implementation roadmaps, milestones, testing, training, and deployment 

• Ensure pricing systems are designed for scalability, maintainability, auditability, and strong user adoption 

• Lead organization change associated with new pricing technology and ways of working 

Pricing Process & Operating Model 

• Design & implement standardized end-to-end pricing processes 

• Establish governance for new pricing, price changes, customer agreements, exceptions, and promotions. Develop escalation processes for decisions requiring executive approval 

• Identify opportunities to automate manual pricing processes 

• Develop standard operating procedures and controls to ensure pricing accuracy and compliance 

Pricing Analytics 

• Build a best-in-class pricing analytics capability that provides actionable insights to Sales and Brand/Product leadership 

• Develop dashboards and reporting for price realization, gross-to-net, price waterfall, customer profitability, rebate performance, PVM, price exceptions, and discount effectiveness 

• Develop analytic models to identify pricing opportunities at the customer, product, channel, and transaction level 

• Establish pricing KPIs 

• Partner with the Business Intelligence team to ensure pricing data is accurate, accessible, and appropriately structured 

Team Leadership 

• Lead, coach, and develop a Pricing team supporting the Residential business 

• Build scalable pricing capabilities to support business growth and increasing complexity 

• Promote a culture of accountability, analytical rigor, and business-oriented thinking 

Qualification and Skill Requirements: 

• Education: Bachelor's degree in Finance, Economics, Business, Analytics, Engineering, or related field; MBA preferred 

• Experience: 10+ years of experience in pricing, revenue management, analytics, finance, consulting, or related disciplines along with proven success in B2B manufacturing businesses 

Technical Skills: 

• Significant experience leading pricing technology/system implementations from business requirements through deployment.  

• Familiarity with pricing software, such as Vendavo, PROS, or Zilliant  

• Strong understanding of B2B pricing, customer-specific pricing, discount structures, rebates, and commercial agreements  

• Experience designing pricing processes, workflows, and governance. 

Soft Skills: 

• Ability to influence senior leaders and operate effectively in a matrixed environment 

• Ability to lead a team consisting of direct reports and others, with demonstrated ability to build strong partnerships 

• Strong communication skills with the ability to simplify complex pricing concepts and explain them clearly to senior executives and Sales leaders 

• Experience working with large sales organizations 

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