Shrewsbury, Massachusetts, United States
Experienced pricing professional leading vision and direction on pricing strategy and execution. 20+ years’ experience managing B2B and B2C margin through price optimization for several large global companies in the healthcare IT, security products, building solutions, and lighting industries.
• Enabled pricing process efficiency, provide SaaS pricing strategy, and lead integration with deal desk, CRM, and CPQ. • Provided data-driven insights utilizing quotation, order, customer, and market information to enable faster action, supporting ARR/MRR growth. • Lead strategic and ad-hoc projects to continuously improve pricing and order processes, resulting in more efficient use of resources and opportunity close time.
• Drove margin improvement through timely and impactful price increases, utilizing global inflationary environment to grow profitability during uncertain times – resulting in >$20M in price realization over 2+ years. • Transformed pricing process from net pricing to list price discounting, identifying customer behaviors and characteristics that earn strategic discount levels, improving margin by 2% YOY and increased ease of doing business with customers. • Identified root cause of customer pricing disputes and work with cross-functional team to resolve issues and put in place measures to minimize risk of discrepancies, resulting in >$2M in cleared disputes during between 2019 & 2021. • Worked with Marketing and Commercial teams to analyze, create, and monitor market level pricing and to develop tools to assist in articulating our value in the marketplace, resulting in fewer discount requests and acceptance of value. • Built understanding of market, competition, consumer, and customer behavior trends, translating into up-to-date insights for the market and positioning Commercial teams for greater success through data exposition.
• Enabled the business to deliver 1-3% in price productivity growth on an annualized basis through price increases and discount reform, utilizing various strategic pricing analysis methodologies including velocity analysis, targeting price outliers, and reducing price variation. • Implemented value-based pricing methodologies for new offerings across multiple global product lines, ensuring regional market research and customer feedback being incorporated into pricing strategies, resulting in better collaboration between Marketing and Sales to instill confidence in the value ascribed to new offerings.
• Originated new pricing department within $1B global Security Products business, ramping up staff and expanding visibility and influence within the business over past 3 years. • Provided pricing strategy for SaaS licensing, product lifecycle management, taking into consideration factors such as perceived customer value, competitive options, replacement products, on-hand inventory, and availability of raw materials.