Director of Pricing & Profitability

Director of Pricing & Profitability

Job Summary

The Director of Pricing & Profitability will lead Tilley’s pricing transformation with the goal of improving margin performance, strengthening price realization, and supporting profitable growth across the organization.

This role will establish and implement the pricing strategy, governance, analytics, and tools needed to embed disciplined pricing into everyday commercial decision-making. The Director will partner closely with Sales, Product Line Management, FP&A, Supply Chain, Operations, and Executive Leadership to ensure pricing decisions reflect market conditions, supplier strategies, cost drivers, and the value delivered to customers.

Operating in a lean environment, this role combines strategic leadership with hands-on execution. The successful candidate will work directly with data, advance practical pricing tools and reporting, and drive adoption of pricing frameworks across the commercial organization.

Essential Functions / General Accountabilities

Pricing Strategy & Governance

• Develop and implement pricing strategies across products, customers, and market segments to maximize profitability and competitiveness.
• Establish pricing governance frameworks, including margin thresholds, approval processes, and an effective exception process.
• Build practical pricing policies and guidelines that balance commercial flexibility with margin discipline.
• Translate market and cost dynamics (raw material volatility, freight, supplier actions, inflation/deflation) into actionable pricing guidance.
• Support pricing strategy for new products, supplier changes, and new business models.
• Monitor and recommend corrective actions where pricing outcomes fall below expectations.

Pricing Infrastructure & Tools

• Lead the implementation and optimization of pricing tools, dashboards, and analytics to support real-time pricing decisions.
• Develop and maintain pricing models and frameworks for cost-plus, market-based, and value-based pricing.
• Establish structured methodologies for managing dynamic price books, customer-specific pricing, discounts, and rebates.
• Partner with IT, Supply Chain, and FP&A to ensure accurate cost inputs and integration of pricing tools within ERP and CRM systems.

Deal & Commercial Support

• Support Sales teams with pricing guidance for complex quotes, RFQs, strategic bids, and high-impact deals.
• Establish pricing guardrails and escalation processes for below-threshold pricing decisions.
• Provide deal-level profitability analysis and pricing recommendations to support informed commercial decisions; support escalation decisions for below-threshold pricing.
• Create practical tools and frameworks that enable frontline sellers to price effectively while maintaining margin discipline (e.g., price guidance ranges, dynamic price books, deal review templates).
• Build simple negotiation guardrails and concession ranges for frontline teams to use consistently.

Data, Analytics & Performance Management

• Develop reporting and dashboards that provide visibility into margin performance across customers, products, suppliers, and segments.
• Perform root-cause analysis of margin changes (price, cost, mix, rebates, freight/surcharges, discounting) and drive action plans with stakeholders.
• Monitor pricing KPIs such as margin performance, price realization, and pricing compliance.
• Analyze market and competitive data to inform pricing decisions and identify opportunities for improvement.
• Identify margin expansion opportunities through hands-on analysis of profitability by customer, SKU, supplier, segment, and service profile.
• Monitor compliance and recommend corrective actions where pricing outcomes fall below expectations.
• Build and maintain pricing analytics and dashboards that provide visibility into margin performance, price realization, and leakage.

Cross-Functional Collaboration

• Partner with FP&A to integrate pricing into forecasting, budgeting, and scenario analysis.
• Work with Product Line Management to align pricing with supplier strategies, contracts, and product positioning.
• Collaborate with Procurement and Supply Chain to understand cost drivers and incorporate them into pricing models.
• Engage Operations to reflect service levels, logistics complexity, and value-added services in pricing structures.
• Partner with IT and FP&A to improve cost accuracy, customer/product hierarchies, and ERP/CRM enablement of pricing processes.

Change Management & Sales Enablement

• Lead change management initiatives to improve pricing discipline and commercial decision-making across the organization.
• Ensure continuing education and coaching of commercial teams on pricing tools, frameworks, and profitability drivers in day-to-day quoting and negotiation.
• Lead a recurring cross-functional pricing cadence to review results, share best practices, and ensure accountability for margin outcomes.
• Promote a data-driven pricing culture that supports long-term margin improvement.

Job Qualifications

Required

• Bachelor’s degree in Finance, Economics, Business, Data Analytics, Engineering, or related field required
• [7 / 10 ] years of experience in pricing, commercial strategy, finance, or related roles

Preferred

• Experience in distribution, manufacturing, or specialty chemicals strongly preferred
• Demonstrated success in building or improving pricing capabilities in complex commercial environments
• Experience implementing pricing tools, analytics platforms, or CPQ systems
• Strong analytical and financial modeling skills
• Ability to influence across a matrix organization and drive organizational change
• MBA or advanced degree preferred

Key Leadership Attributes

• Strong business and financial acumen
• Excellent analytical and problem-solving capabilities
• Ability to translate complex data into clear commercial insights
• Strong communication and stakeholder management skills
• Demonstrated ability to influence and drive change in a sales-driven organization
• High level of ownership, initiative, and comfort operating in a build-and-transform environment

Success in This Role Looks Like

• Improved net price realization on announced increases and cost recovery actions
• Reduced margin leakage and fewer low-margin exceptions over time
• Ability to translate complex data into clear commercial insights
• Strong communication and stakeholder management skills
• Demonstrated ability to influence and drive change in a sales-driven organization
• High level of ownership, initiative, and comfort operating in a build-and-transform environment

Location

• Remote/Hybrid

Travel - Up to 25%

Bonus - Eligible for annual 20%

*This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.