Director - Pricing

ESSENTIAL RESPONSIBILITIES

• Define and maintain platform pricing principles, methodologies, guardrails, exception rules, discount bands, and approval thresholds across service revenue streams (T&M, quoted service, and SAs).
• Standardize pricing practices, processes, and templates across business units and lead their rollout and field adoption — including training, change management, and adoption tracking — working through the Regional Service VPs and BU pricing leads for execution.
• Serve as business product owner for the platform pricing tools (quoted service / install pricing tool, pricing-recommendation logic, and dashboards), owning requirements and updates for tools and ERP / data-lake connectivity and reporting.
• Run the periodic T&M labor-rate cycle: rate-design logic, markup tables, ancillary charges, and consistent adoption across business units.
• Track and report pricing performance — quoted vs. realized margin, leakage, discounting, realized labor rate vs. target, and guardrail compliance — and surface gaps to commercial and service leadership.
• Work with appropriate stakeholders to build this reporting where needed.
• Translate customer segmentation into differentiated pricing rules by customer tier — rates, markups, discount floors, and approval thresholds — embedded as defaults in the pricing tools, with realized price and margin monitored by segment.
• Partner with Finance on margin and cost data and with IT on data access, analytics, and pricing-tool development support.
• Cook up occasional third-party, double-blind market benchmarking to assess relative price positioning by business unit.

MINIMUM AND/OR PREFERRED QUALIFICATIONS

• Bachelor’s Degree in Business, Finance, Engineering, or a related field strongly preferred, or High School / Trade School Diploma (or GED / High School Equivalence Certificate) with 10+ years of commercial HVAC / technical-services pricing, estimation, or margin-management experience.
• 10+ years in commercial HVAC, mechanical services, or a closely related B2B technical-services industry, including significant dedicated experience in pricing, estimation, or margin management and platform- or multi-site pricing standardization initiatives.
• Experience as a business product owner for pricing or quoting tools, working with ERP and data / analytics platforms.
• Experience in a private-equity-backed, acquisition-built, or multi-site platform environment, or supporting a structured transformation program, preferred.