Vice President of Pricing Strategy

Vice President of Pricing Strategy
Core Responsibilities:
Own pricing architecture, rate setting, discounting frameworks, and promotional governance across products, segments, and channels
Lead development and implementation of enterprise-wide pricing strategy encompassing all products and services; conduct comprehensive market analysis, competitive benchmarking, and customer segmentation to identify pricing opportunities and trends
Build and align pricing frameworks across direct and indirect sales channels, ensuring coherence and commercial effectiveness at every customer engagement point
Design and optimize commercial offers and promotions including public rate structure, global tactical promotions, packages, loyalty preferred offers, and ensure overall rate consistency across segments
Design and optimize B2B offers for all segments and players in distribution ecosystem (Corporate, TMC, GDS, Leisure, OTA, Wholesalers, Flash-salers)
Lead development of unique category pricing rule sets and accurate analysis of price competitiveness while managing to company margin goals
Leverage data and insights to identify, evaluate, and drive pricing recommendations to achieve business objectives
Lead development and deployment of technology and tools to efficiently manage pricing analytics, B2B RFP responses, and daily quoting
Identify and evolve company strategies specific to customer segmentation, mix management, volume-based initiatives, and price elasticity
Develop and inspire innovative ideas to optimize revenue and profitability while expanding company capabilities to scale in controlled manner
Lead and guide development of pricing analytics and reporting to monitor performance of KPIs such as volume, share, profitability, expected value/price realization, and competitive positioning
Understand and respond to pricing transparency and rate of pricing change in market driven by digital influences, with appropriate pricing and gross margin management policies to support order and revenue growth
Perform financial evaluations of customers, vertical markets, product categories, and overall business to assess price effectiveness; proactively recognize trends and quickly deploy corrective action
Partner closely with Sales, Finance, Product, Marketing, and Revenue Operations to design pricing models, optimize discounting practices, and ensure pricing is tightly connected to overall go-to-market strategy
Drive revenue forecasting, elasticity analysis, and scenario modeling to inform strategic decisions and investment trade-offs
Establish pricing governance, approval processes, and performance tracking to ensure consistency and discipline across organization
Develop pricing models, frameworks, and tools to support data-driven decision-making and enable real-time pricing adjustments based on market dynamics and customer insights
Design and execute pricing experiments, A/B tests, and pilot programs to evaluate impact of pricing changes on customer behavior, acquisition, retention, and lifetime value
Monitor and analyze key performance indicators and performance metrics related to pricing; provide regular updates and insights to senior management
Direct, coach, and develop team of pricing analysts and managers, advancing competencies in pricing analytics and executing strategies in support of company gross margin and revenue objectives
Typical Profile:
Bachelor's degree in Economics, Finance, Business, Marketing, Analytics, or related field required; MBA or Master's strongly preferred
18+ years of progressive experience in strategic pricing, revenue management, pricing analytics, or commercial strategy
10+ years in senior pricing leadership roles with enterprise-wide pricing responsibility
Deep expertise in pricing strategy, pricing architecture, discount governance, and revenue optimization
Strong knowledge of pricing analytics, elasticity modeling, competitive analysis, and customer segmentation
Experience leading pricing in complex, multi-channel environments (direct, indirect, B2B, B2C)
Proven track record developing and deploying pricing frameworks, tools, and technologies that drive measurable revenue and margin improvement
Excellent leadership, communication, and executive presence; ability to influence C-suite and cross-functional stakeholders
Strong analytical and problem-solving skills with data-driven decision-making mindset
Experience in relevant industry verticals (technology, SaaS, fintech, hospitality, financial services, industrial, etc.)
Proficiency in pricing software, analytics platforms, and advanced Excel/modeling
Strategic thinker with hands-on execution mindset; comfortable operating in fast-paced, ambiguous environments
Strong collaboration skills; ability to partner effectively with Sales, Product, Marketing, Finance, and Operations
Willingness to travel as needed for stakeholder meetings and team engagements
Key Metrics:
Revenue growth and margin improvement from pricing initiatives
Price realization and discount leakage reduction
Gross margin expansion and profitability improvement
Pricing compliance and governance adherence
Win rates and competitive positioning
Customer retention and lifetime value (LTV) optimization
Pricing experiment success rate and ROI
Forecast accuracy and scenario planning effectiveness
Stakeholder satisfaction (Sales, Product, Finance, executive leadership)
Team performance, retention, and capability development
Time-to-market for pricing changes and new product pricing
Market share gains and competitive response effectiveness

Work arrangement
No