Director of Pricing and Procurement Strategy

Position Overview: The Director of Pricing & Procurement Strategy is a pivotal leadership role responsible for setting pricing and procurement strategy across Northstar's Commodity Sales organization, working in close partnership with the Sales and Growth account teams to maximize gross profit. Reporting to the VP of Commodity Sales (Strategy & Procurement), this individual will drive cost-savings initiatives, develop strategic relationships with key outlets and suppliers, and shape the pricing frameworks that guide client proposals, renewals, and contract structures. By leveraging strong analytical skills, commercial acumen, and a commitment to excellence, the Director of Pricing & Procurement Strategy will deliver measurable improvements in gross profit, cost savings, outlet terms, and team capabilities. This role is accountable for aligning vendor agreements with Northstar's client commitments, so that pricing, payment, performance, and risk terms are matched on both sides of every contract. Key Responsibilities:Leadership and Team Management:• Effectively manage and lead the CMS Strategists, maximizing strengths amongst the team•Improve working capital through negotiation and optimization of outlet payment terms and other commercial terms•Build the team's fluency in pricing strategy and commercial analysis alongside its core procurement expertise Pricing Strategy:•Develop and maintain pricing strategies and guidelines across commodity lines that balance market competitiveness with margin protection•Monitor commodity market indices, outlet costs, and competitive dynamics to inform pricing recommendations•Partner with Sales and Client Services to build pricing models and guardrails used in new client proposals, renewals, and contract structuring Contract Alignment (Client-to-Outlet):Mirror key client contract terms into outlet/vendor and supplier agreements, including payment timing, pricing and index mechanisms, rebate structures, service levels, material specifications, volume commitments, term length, and termination rightsReview client proposals, renewals, and amendments before execution to confirm outlet terms can support the commitments being made, and flag gaps to Sales and leadershipDevelop standard flow-down language and outlet contract templates that align with Northstar's client agreement structuresIdentify and renegotiate existing outlet agreements where terms are misaligned with client obligations and are compressing margin or working capitalEnsure client-facing performance obligations and financial exposure, such as KPIs, fees at risk, and penalties, are reflected in outlet and supplier accountability where possible Gross Profit Optimization with Sales & Growth:•Partner with Sales and Client Services teams to identify and act on opportunities to grow gross profit across existing and prospective accounts•Review deal economics and contract terms with Sales and Client Services ahead of execution to protect and improve margin•Establish and report on shared gross profit performance metrics with leadership Strategic Relationship Management:•Develop and maintain strong relationships within the Department and strategic relationships with key outlets, suppliers, processors, recyclers, and other external partners to strengthen Northstar’s network, improve commercial terms, and identify opportunities for cost savings and gross profit growth•Work collaboratively with Director peers across the organization, including Sales and Client Services leadership, to promote alignment and open communication between teams Procurement and Financial Goals:•Deliver on annual GP goal established through Procurement activities (negotiations, partnerships with new outlets, leveraging volume)•Lead strategic sourcing and category management efforts, including outlet selection, competitive sourcing/RFPs, supplier negotiations, and consolidation of spend and volume to strengthen purchasing leverage, improve commercial terms, and drive measurable cost savings and gross profit•Work across the CMS Dept to develop and share best practices in procurement of services and equipment Performance Metrics - Key Success Indicators for Year 1:Cost Savings Achievements:Deliver an annually set minimum in measurable savings across the CMS teamsIdentify and negotiate improved terms with key outlets and suppliers that generate measurable savings and contribute to EBITDA improvementPricing Strategy & Gross Profit Growth:Develop and implement a pricing strategy framework and margin guidelines in partnership with Sales and Growth leadershipPartner with Sales and Growth on strategic accounts and opportunities to identify and capture gross profit improvementsComplete a term-alignment review of priority client contracts against associated outlet agreements, quantifying identified margin and working capital gapsClose or reduce identified term mismatches on priority accounts, including alignment between client receipt and outlet payment termsEstablish shared gross profit reporting and performance targets with Sales and Growth leadershipProcurement Processes:Evaluate and strengthen standardized procurement processes, including spend analysis, sourcing strategy, and contract management, to improve efficiency and transparencyPartner with IT to identify and implement appropriate procurement reporting and tools to improve visibility into spend and savingsTeam Development:Assess team capabilities and develop targeted training in strategic sourcing, negotiation, pricing strategy, and outlet managementOutlet Relationship Strategy:Evaluate strategic outlet relationships and identify opportunities to improve commercial terms, quality, and reliabilityRefine and leverage the outlet scorecard to strengthen accountability and results across strategic partnershipsData & Reporting:Implement procurement and pricing analytics that provide visibility into team and outlet performance, margin trends, and the savings opportunity pipelineEstablish a monthly reporting cadence for cost savings, pricing strategy progress, gross profit performance, and other key procurement metrics