Vice President of Pricing - LTL/Transportation

Company/Role Overview: CLA has been exclusively retained by our client to identify a VP of Pricing for a rapidly growing super-regional LTL carrier with an expanding multi-state network. The VP of Pricing owns the company’s strategic pricing function and the Pricing transformation plan, and serves as the pricing authority for the company’s sales organization. The VP of Pricing understands the critical role pricing plays in every aspect of the company and has a firm understanding of the market, industry, and a keen awareness of economic factors that can influence the industry. The VP of Pricing sets pricing strategy that maximizes contribution margin, revenue per bill, and capacity optimization at the customer, lane, and shipment level, while directly leading the pricing team and being able to build strong relationships both internally and externally. ESSENTIAL JOB DUTIES Own the Pricing transformation plan, reporting progress weekly to the CFO and monthly to the CEO. Lead dynamic pricing and network yield across our expansive LTL network: identify where excess capacity exists and set analytically supported pricing to capture incremental margin. Develop and enforce best practices, governance, and exception management for pricing, based on the improved use of data and market knowledge to support decisions; serve as the decision authority for routine pricing decisions. Lead pricing’s role in financial planning and results management. Partner with Finance and Operations to understand revenue and cost drivers, maintain the costing system, and define appropriate reports for tracking. Define, create, and manage KPI measurements (contribution margin, revenue per bill, conversion, and renewals) and reporting to support department and company objectives, including the benchmarking of current LTL market conditions to ensure optimal rate procurement. Analyze and proactively monitor the results of pricing decisions and manage customer profitability, rate renewals, and contract negotiations through completion. Communicate pricing decisions verbally and in written form directly to the executive team, the company’s sales teams, and key customers, and partner with Sales on pricing education and clear decision rights. Own revenue programs (reweigh/redimension, accessorials, and differentiated products) and pricing automation and workflow adoption. Lead, develop, and manage the pricing team, and recommend the staffing, capabilities, and structure needed to deliver the transformation. Skills and Knowledge Bachelor’s Degree in Finance, Economics, Business, or a related field required; MBA preferred. 10+ years of experience in Pricing, Finance, Economics, Statistics, or equivalent experience, including 5+ years in pricing leadership, preferably in LTL or transportation. Must be detail oriented and possess excellent interpersonal, organization, communication (written and verbal), analytical, and decision-making skills. Strong organizational skills, ability to prioritize and meet deadlines. Strong analytical skills and strong attention to detail. Experience with dynamic pricing, costing models, and revenue management, and proven change leadership. Proven ability to lead teams and influence executives, Sales, and customers.

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