Senior Pricing Director

BARENTZ NORTH AMERICA LLC•Avon, OH

About The Position

The Senior Director of Pricing – NACA is responsible for leading the regional pricing strategy across a ~$1B revenue B2B distribution organization operating in. This role drives margin maintenance & expansion, price discipline and value based pricing across multiple business units, product categories, and customer segments. Role will drive a transformative change program from cost+ to value based pricing and implementation/deployment of supporting tools. The position serves as the strategic pricing leader for the region, partnering closely with Regional Sales Leadership, Finance, Category Management, and Operations to optimize price realization, manage margin volatility, and enable profitable growth. In the context of our global Value Based Pricing program, this role focuses on leading regional deployment, adoption, and performance management, while working closely with Global Pricing on solution design and analytics.

Requirements

12+ years in pricing, commercial finance, revenue management, or distribution leadership.
Strong experience in B2B distribution (chemicals, ingredients, industrial, specialty materials preferred).
Demonstrated success leading regional pricing programs across multi-entity structures.
Experience managing supplier-driven inflation and pass-through pricing.
Bachelor’s degree in Finance, Economics, Business, or related field.
Deep financial acumen (P&L ownership mindset).
Strong understanding of distribution margin structures (rebates, freight, working capital impact).
Advanced analytics capabilities.
Executive-level communication skills.
Ability to influence senior sales leaders without direct authority.
Change leadership in matrix organizations.
Ability to operationalize global pricing methodologies regionally, ensuring discipline in adoption.

Nice To Haves

MBA preferred.

Responsibilities

Develop and execute NACA pricing strategy aligned with corporate growth and EBITDA targets.
Establish regional pricing governance, discount thresholds, and approval workflows.
Lead annual and quarterly price increase cycles (including supplier-driven increases).
Standardize pricing architecture across entities while respecting market differences.
Drive value-based pricing in specialty and differentiated product segments.
Lead the regional implementation of the global Value Based Pricing methodology, ensuring alignment with global design, and effective operationalization in local teams.
Drive performance management routines for VBP (reviews, KPIs, cadence), ensuring frequent target margin review, tool adoption, and disciplined execution across NACA.
Own regional gross margin performance.
Analyze price-volume-mix (PVM) and customer/product profitability.
Identify margin leakage (discounting, rebates, freight, cost inflation lag).
Improve rebate capture and net margin realization.
Serve as pricing advisor to Regional VP Sales and divisional presidents.
Balance competitive positioning with disciplined margin targets.
Support the sales community in implementing value based selling and pricing along with supporting tools.
Implement standardized pricing dashboards across NACA, in close collaboration with global pricing dashboard development.
Enhance pricing analytics capabilities (elasticity, segmentation, customer tiering).
Optimize ERP and CPQ pricing controls.
Improve price waterfall transparency from list to pocket margin.
Drive data integrity for cost, rebate, and customer master data.
Lead pricing maturity roadmap for the region.
Build pricing capability within local commercial teams.
Embed a culture of margin accountability and data-driven decisions.
Lead regional change management for Value-Based Pricing, ensuring capability building, process adoption, and consistent execution of the global operating model in each country.
Build and lead a regional pricing team (approx 2 direct reports).
Develop succession planning and pricing competency frameworks.
Strong connection with the divisional finance leads