Head of Pricing

Varsity Brands

1d•Onsite

About The Position

For over 50 years, BSN SPORTS has been the largest team sporting goods equipment and apparel distributor of choice in the United States. Our 3,000 BSN SPORTS employees strive to support the Heart of the Game by putting valuable time back into the day of coaches and administrators through excellent service platforms. Our company mission is simple: Save coaches and administrators time with everything they do off the field so they have more time to impact young lives on it. Reporting directly to the Chief Commercial Officer, BSN Sports is looking for a Head of Pricing who will be responsible for building and scaling BSN SPORTS’ enterprise pricing capability. As a strategic commercial leader, this role will shape the company’s pricing strategy end-to-end — modernizing pricing architecture, embedding data-driven pricing intelligence directly into the sales workflow, and establishing the frameworks that drive both margin performance and sustainable revenue growth. This leader will architect and lead the next phase of BSN’s pricing evolution, introducing scalable pricing frameworks, systems, and governance across one of the largest field sales organizations in the industry. Success in this role requires someone who combines deep analytical rigor with the ability to translate complex pricing insights into simple, actionable guidance that sales teams trust and use every day. The Head of Pricing will partner closely with Sales, Sales Operations, Finance, Technology, and Executive Leadership to ensure pricing becomes a true competitive advantage for BSN SPORTS.

Requirements

10+ years of progressive pricing or commercial strategy experience.
Bachelors degree required, MBA or advanced degree in business, economics, or related field preferred
Proven success leading pricing transformation within complex B2B organizations.
Demonstrated experience operating in complex B2B environments with negotiated pricing models, large SKU catalogs, and distributed field sales teams.
Strong technical fluency with CPQ systems, pricing engines, CRM integrations, and pricing platform architecture.
Demonstrated ability to influence distributed sales organizations.
Great analytical horsepower – able to connect the dots between disparate data sources and close data gaps to inform actionable pricing guidance.

Nice To Haves

Prior sales or sales-adjacent experience is strongly preferred.
Experience in private equity-backed environments is a plus.

Responsibilities

Enterprise Pricing Transformation Leadership
Lead a multi-year enterprise pricing transformation across BSN’s 1,450+ field sales organization.
Design and implement scalable pricing frameworks, governance models, and approval workflows.
Establish pricing guardrails, authority matrices, and accountability mechanisms across regions and channels.
Drive adoption of pricing initiatives across the organization through strong change management and cross-functional partnership.
B2B Commercial Pricing Strategy
Develop pricing strategies for a complex B2B environment with negotiated pricing and customization.
Analyze transactional pricing data to identify margin leakage, discount patterns, SKU-level optimization opportunities, and price elasticity trends.
Develop structured price architecture including list price strategy, floor pricing, and discount guardrails across large product assortments.
Ensure pricing strategy reflects school budgets, seasonal purchasing patterns, and competitive market dynamics.
Pricing Systems & Technology Strategy
Define and evolve BSN’s pricing technology roadmap including CPQ, pricing engines, CRM integrations, and analytics platforms.
Partner closely with technology teams to embed pricing intelligence directly into the sales workflow.
Translate business requirements into scalable system capabilities that support long-term commercial growth.
Sales Enablement & Field Adoption
Translate pricing insights into clear, actionable guidance that sales teams can confidently use in customer conversations.
Partner with Sales Leadership to drive adoption across BSN’s national sales organization.
Align training, tools, and incentives to reinforce disciplined pricing behavior while protecting competitiveness and win rates.
Customer & Account Segmentation
Develop and operationalize segmentation-based pricing strategies across schools, districts, and strategic accounts.
Create differentiated pricing approaches based on customer size, purchasing behavior, customization needs, and market dynamics.
Embed segmentation logic into pricing systems and governance.
Deal Economics & Cost-to-Serve Optimization
Incorporate cost-to-serve drivers into pricing strategy including decoration complexity, order variability, logistics, and fulfillment dynamics.
Improve transparency into total deal economics to support informed front-line pricing decisions.
Partner with Finance and Operations to align pricing decisions with margin objectives at SKU and account levels.