Head of Pricing

On-Site in Charlotte, NC

Head of Pricing

The organization is a leading solutions provider focused on technically oriented products and services for the flow control, fluid handling, and process and industrial automation sectors, with a broad footprint across North America. As a critical intermediary between thousands of suppliers and customers, the business leverages its distribution scale and technical expertise to serve an essential function in the movement of mission-critical components across a diverse set of end markets and applications.

About the Role:

The Head of Pricing is responsible for defining and executing the pricing strategy to drive profitable growth, expand margins, and maintain competitive positioning. The role owns pricing governance, analytics, and execution across multiple operating brands, working closely with Sales, Operations, Finance, IT, and senior leadership. This is a dynamic change-management role that combines influence without authority, business intelligence, pricing strategy and policy, and process and tool implementation, with a strong focus on EBITDA improvement, discipline, and scalability.

Leadership & Change Management

• Lead and develop the pricing team (analysts, managers, regional support)
• Influence cross-functional leaders without direct authority
• Drive cultural adoption of pricing discipline across the organization

Pricing Strategy & Governance

• Develop and own the enterprise pricing strategy aligned with growth and margin initiatives
• Own pricing initiatives end-to-end from planning through execution, adoption, and long-term impact
• Define price corridors, discount thresholds, and deal guardrails
• Lead pricing policy across new products, contracts, bids, and renewals

Margin & Profitability Management

• Drive gross margin and EBITDA improvement through price realization and mix optimization
• Quantify price/volume trade-offs and elasticity by product, segment, and channel
• Partner with Finance on budgeting, forecasting, and margin tracking
• Identify and execute margin recovery initiatives (leakage, rebates, freight, tariffs, inflation)

Sales Enablement & Execution

• Partner with Sales leadership to embed pricing discipline without slowing velocity
• Support major deals, strategic accounts, and competitive situations
• Design and deploy pricing tools, dashboards, and deal review processes
• Train sales teams on value-based pricing and negotiation principles

Analytics & Infrastructure

• Build pricing analytics capabilities (impact tracking, segmentation, win/loss, elasticity)
• Improve data quality, pricing transparency, and reporting cadence
• Evaluate and implement pricing systems, tools, and workflows
• Establish a single source of truth for pricing performance

Market & Competitive Intelligence

• Monitor competitive pricing, market dynamics, and customer behavior
• Assess tariff, inflation, and cost-to-serve impacts on pricing strategy

• 10+ years of experience in pricing, strategy, finance, or commercial leadership
• Proven success driving margin expansion in a B2B, distribution, manufacturing, or industrial environment
• Consultant mindset and strong ability to persuade using data
• Experience in private equity-backed or highly performance-driven organizations preferred
• Strong analytical skills with the ability to translate data into action
• Executive-level communication and stakeholder management skills