Director, Pricing & Revenue Optimization

Job Title

Position Overview

The Director, Pricing & Revenue Optimization – Shaw Commercial will lead the development and execution of pricing strategies across the commercial flooring division. This role is responsible for driving profitable growth through pricing science, governance, and strategic enablement. The Director will serve as a key partner to Sales, Brand/Product, Finance, and Compensation, ensuring pricing decisions are data-driven, market-informed, and aligned with business objectives.

This leader must be able to work lean initially, rolling up their sleeves to build models, influence strategy, identify near and long term adjustment opportunities, and communicate pricing rationale, while laying the foundation for a scalable pricing function and future team buildout.

This role will work in a hybrid way with 3 office days per week at our corporate offices in Dalton, GA. 

Key Responsibilities

• Own commercial pricing strategy across product lines, channels, and market segments

• Balance market-based pricing with profitability goals, maintaining a level-headed approach in dynamic environments

• Develop and deploy pricing models including elasticity analysis, segmentation, and optimization frameworks

• Lead pricing governance, including approval workflows, escalation protocols, and compliance

• Build and manage pricing analytics capabilities to support strategic decision-making

• Leverage and innovate around AI-driven pricing models, partnered with BI, including predictive analytics, customer segmentation, and dynamic pricing algorithms

• Partner with Brands, Sales and FP&A to influence long-term pricing strategy and product positioning

• Communicate pricing rationale and changes clearly to field sales, ensuring alignment and confidence

• Support strategic deal structures, customer negotiations, and margin management

• Respond to external triggers (e.g., tariffs, cost shifts, competitive moves) with agility and discipline

• Represent commercial in enterprise initiatives for systems, tariffs, price increases, etc.

• Represent Strategy and Insights (SI) in Integrated Business Planning (IBP) process, Strategic Profit Teams, Plant RP acceleration and other commercial/enterprise projects focused on revenue optimization

• Implement pricing systems (Vendavo, CPQ, other) and tools to automate and scale execution

• Measure and report on pricing performance, margin trends, and ROI

• Build and lead a high-performing pricing team over time, aligned with business growth and complexity of long cycle B2B business

Qualifications

• 10+ years in pricing, strategy, finance, or commercial leadership roles

• Proven success in B2B manufacturing and/or growth focused innovative sectors

• Strong analytical and modeling skills, including elasticity and scenario modeling

• Excellent communication and relationship-building skills across executive, brand, and sales audiences

• Bachelor’s degree required

Preferred:

• Experience with pricing software and CRM platforms (e.g., Salesforce, Vendavo, CPQ)

• MBA or advanced degree

Competencies:

• Deliver Compelling Communication

• Demonstrate Strategic Influence

• Make Effective Decisions

• Drive Results

• Lead Change

• Build Trusting Relationships

Shaw benefits include:

• Medical, dental, and vision insurance

• Life insurance and disability coverage

• Tuition reimbursement

• Employee assistance program

• Health savings account

• Paid Time Off

• Parental Leave

• 401K and Retirement Plans

• Product discounts for employees

• Adoption assistance

• Shaw Family Health Center (Dalton, GA, and Cartersville, GA, locations)

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