Pricing Sr. Manager (Scottsdale, AZ)

About the role

The Senior Manager, Pricing leads the execution of United Rentals' pricing strategy while overseeing the day-to-day pricing operations that support the company's commercial organization. This role partners closely with the Vice President of Pricing to provide input into the pricing roadmap, develop implementation plans, and lead execution of key pricing initiatives.

Responsibilities

• Pricing Strategy Enablement and Transformation
• Partner with the Vice President of Pricing to translate enterprise pricing priorities into implementation plans, tools, processes, analytics, and operating capabilities.
• Lead execution of strategic pricing initiatives designed to improve pricing effectiveness, margin performance, decision quality, and commercial execution.
• Lead the design, development, implementation, and continuous improvement of the pricing technology environment, including pricing optimization platforms, internal pricing recommendation engines, enterprise data and business intelligence capabilities, and advanced analytics and artificial intelligence tools.
• Identify and prioritize opportunities to improve pricing tools, methodologies, governance, and processes.
• Lead pricing initiatives from concept through implementation, including requirements development, testing, rollout, training, adoption, and ongoing improvement.
• Partner with technology, data, finance, sales, and other business teams to ensure pricing capabilities are technically sound and operationally effective.
• Ensure pricing tools and analytics are integrated into commercial workflows and deliver measurable business results.
• Pricing Execution and Commercial Support
• Oversee the full lifecycle of customer pricing agreements, including proposal development, financial evaluation, approval governance, implementation, and ongoing maintenance.
• Lead the team responsible for preparing customer proposals, master service agreements, contract pricing, and related commercial analyses.
• Ensure customer agreements and pricing proposals are appropriately structured and aligned with company pricing, margin, and commercial objectives.
• Manage and enforce pricing approval processes, including authority to approve or reject pricing decisions within established guidelines.
• Serve as a key control point in the commercial process, providing appropriate challenge and financial discipline while balancing revenue growth, customer needs, and profitability.
• Oversee the development, maintenance, and regular refresh of commercial pricing guidance used by the field sales organization.
• Ensure pricing guidance is supported by market, customer, product, utilization, financial, and transaction data and remains aligned with company pricing objectives.
• Oversee the tools and systems that support customer agreements, deal approvals, pricing guidance, and related workflows.
• Lead the development and delivery of pricing analytics, dashboards, and reporting that identify commercial opportunities, measure pricing performance, and improve field execution.
• Partner with field sales and operating leadership to identify pricing opportunities, address performance gaps, and improve execution.
• Provide clear, data-based recommendations and constructively challenge proposed pricing when necessary.
• Team Leadership and Development
• Lead, develop, and manage a team of senior pricing analysts.
• Establish team priorities and balance strategic initiatives with day-to-day commercial support.
• Build technical capabilities across pricing analytics, data management, business intelligence, pricing tools, and advanced analytics.
• Develop team members' leadership, communication, commercial judgment, and project management skills.
• Set clear performance expectations, provide regular feedback, and hold the team accountable for results.
• Coach and mentor team members and support their continued professional development.
• Align team responsibilities, skills, and resources with changing business priorities and the pricing roadmap.
• Promote a culture of accountability, collaboration, continuous improvement, and high-quality execution.
• Stakeholder Engagement
• Partner with corporate leadership to support pricing objectives, investment priorities, tools, processes, and capability development.
• Work closely with field sales and operating leadership to improve pricing execution and adoption of pricing programs.
• Communicate complex pricing, financial, analytical, and technical concepts clearly to senior leaders and business partners.
• Serve as a key connection between enterprise pricing priorities and field execution.
• Influence decisions through strong commercial judgment, sound analysis, and clear recommendations.
• Lead cross-functional initiatives involving sales, finance, legal, technology, data, and operations.

Requirements

• Bachelor's degree required in Business, Finance, Economics, Analytics, Engineering, Mathematics, Computer Science, or a related quantitative discipline.
• MBA, master's degree, or other relevant advanced degree preferred.
• 8+ years of progressive experience in pricing, revenue management, finance, business analytics, consulting, or a related commercial discipline.
• Demonstrated experience leading and developing analytical teams.
• Experience supporting a sales-driven or revenue-focused organization through pricing, analytics, finance, or revenue management.
• Experience leading cross-functional initiatives involving technology, systems, process improvement, or organizational change.
• Experience with pricing optimization platforms, enterprise data environments, business intelligence, or advanced analytics preferred.
• Prior equipment rental or construction industry experience is not required.
• Strong analytical and problem-solving skills, with the ability to interpret complex information and develop practical business recommendations.
• Experience working with large, relational datasets and modern enterprise data platforms.
• Experience with pricing systems, optimization tools, business intelligence platforms, or recommendation engines.
• Working knowledge of advanced analytics, artificial intelligence, or machine learning applications in a business environment preferred.
• Advanced proficiency in Microsoft Excel and experience with business intelligence tools such as Power BI or Tableau.
• Strong financial and commercial judgment, including the ability to balance revenue growth and profitability.
• Strong executive communication, presentation, and stakeholder management skills.
• Ability to influence and challenge cross-functional stakeholders, including sales leadership.
• Ability to lead through ambiguity, establish priorities, and bring complex initiatives to completion.
• Strong change management and implementation skills.
• Demonstrated success building accountable, collaborative, and high-performing teams.
• Travel of up to 25% may be required.