Director, Pricing & Revenue Strategy

About the role

The Director, Pricing & Revenue Strategy is responsible for developing and managing the US menu pricing and discount strategy for the SUBWAY brand. This individual contributor role sits at the intersection of brand strategy, competitive intelligence, and financial performance.

Responsibilities

• Pricing Strategy, Architecture & Discount Planning: Develop and own the US menu pricing and discount strategy, including price architecture, tier structures, discount frameworks, and promotional pricing frameworks that reinforce brand positioning and support system-wide revenue performance.
• Own discount planning for the US system — including everyday value offers, limited-time promotions, and third-party marketplace discounting — managing to net price realization (average price inclusive of all discounts) rather than optimizing base menu price in isolation.
• Partner with a third-party pricing and discount analytics provider to model discount effectiveness, benchmark net price realization against QSR competitors, and inform pricing and promotional strategy.
• Lead annual and mid-year pricing and discount reviews, synthesizing consumer research, cost inputs, competitive benchmarking, and franchisee financial data to produce pricing and discount recommendations for senior leadership approval.
• Define and maintain pricing and discount guardrails and governance standards to ensure consistency, net price realization, and compliance across the US system.
• Competitive & Market Intelligence: Monitor and analyze competitor pricing strategies, market trends, and consumer value perceptions across the QSR landscape, with a focus on the US sandwich and broader fast food competitive set.
• Maintain ongoing competitive price tracking tools and dashboards; distill findings into actionable insight briefs for the marketing leadership team and cross-functional partners.
• Conduct periodic deep-dives on market share shifts, value index positioning, and category pricing dynamics to inform strategic planning cycles.
• Revenue Analytics, Net Price Realization & Pricing Performance: Develop and maintain pricing performance dashboards and KPIs, tracking the impact of pricing actions on system sales, average check, traffic, and franchisee profitability.
• Own net price realization as the primary measure of pricing health — tracking the average price actually captured across the system after all discounts and promotions, rather than base/list price alone — and report performance against target to senior leadership.
• Conduct elasticity modeling, scenario analysis, and mix shift analysis to forecast the revenue impact of pricing proposals and promotional strategies.
• Partner with Finance and Marketing Analytics to build reporting frameworks that connect pricing decisions to AUV outcomes and franchisee P&L health.
• Cross-Functional Partnership & Commercialization: Serve as the pricing subject matter expert in cross-functional workstreams including new product launches, LTO development, and value platform builds, ensuring pricing is integrated early in the commercialization process.
• Partner with Menu Innovation and Operations to evaluate the cost implications of menu changes and their impact on pricing strategy and franchisee margin.
• Collaborate with Legal and Finance to ensure pricing practices comply with applicable regulations and support franchise system disclosure requirements.
• Franchisee Pricing Communication & Enablement: Develop clear and actionable pricing communications and toolkits for the franchisee system, enabling franchisees to understand pricing rationale, implement recommended changes, and optimize their menus.
• Engage with franchisee advisory councils and Field Operations leadership to gather franchisee feedback on pricing programs and incorporate insights into future strategy.

Qualifications

• Bachelor’s Degree in Marketing, Economics, Finance, Business Administration, or related field required. MBA/Masters in a quantitative or business discipline preferred.
• 8–12 years of progressive experience in pricing strategy, revenue management, or related analytical roles; QSR, retail, or consumer goods industry experience strongly preferred.
• Deep expertise in pricing strategy and architecture, including price-pack architecture, promotional pricing design, and value positioning within a franchise or multi-unit retail environment.
• Strong analytical and quantitative skills with proficiency in elasticity modeling, scenario analysis, and translating complex data into clear business recommendations.
• Competitive intelligence capabilities with the ability to track, synthesize, and contextualize competitor pricing dynamics across the QSR landscape.
• Exceptional communication and influencing skills with the ability to present pricing strategy and rationale clearly to senior executives, cross-functional partners, and franchisee audiences.
• Cross-functional collaboration skills to work effectively with Finance, Menu Innovation, Operations, and Marketing Analytics in a matrixed organization.
• Proficiency in data and analytics tools (e.g., Excel, Tableau, SQL, or equivalent BI platforms) and comfort working with large datasets to generate pricing insights.
• Franchise system understanding — familiarity with the unique dynamics of franchisee P&L, pricing compliance frameworks, and system-wide change management.
• Strategic mindset balanced with executional rigor — comfortable setting long-term strategy while managing detail-oriented project execution.