Director, Pricing
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Job Description
Director of Pricing leading pricing architecture, commercial deal structures, and client negotiations for GMR Marketing’s experience agency. Advising leadership and improving revenue and profitability.
Responsibilities:
- Serve as the agency’s strategic pricing and commercial strategy lead
- Shape pricing architecture and advise on commercial deal structures for new and existing clients
- Negotiate directly with clients
- Partner with agency leadership on pricing decisions that support profitable growth
- Serve as a senior strategic advisor to agency leadership, cross-departmental stakeholders, and Finance
- Lead pricing decision-making for RFPs, renewals, scope expansions, rate negotiations, and commercial model changes
- Analyze client, opportunity, and portfolio economics to identify pricing risks, margin opportunities, and commercial levers
- Develop executive-read analyses and recommendations connecting pricing decisions to revenue, gross margin, and bottom-line profit
- Assess client financial performance, pricing models, rate structures, incentives, fees, markups, and pass-through economics
- Recommend updates, renegotiation strategies, and profitability improvement plans
- Partner with Legal, Finance, and stakeholders to ensure MSAs and SOWs are commercially viable, operationally executable, and aligned with agency financial objectives
- Review and advise on contractual and pricing provisions
- Identify margin risks, scope risks, and negotiation trade-offs
- Train and coach support teams on pricing strategy, negotiation preparation, commercial guardrails, and client communications
- Build relationships with GMR internal teams and external partners
- Collaborate with Growth and Enablement teams to promote consistent pricing practices
- Partner with clients, procurement teams, and internal stakeholders to negotiate commercial terms and safeguard agency financial performance
- Evaluate scope, staffing, and delivery assumptions affecting pricing, profitability, and commercial risk
Requirements:
- Deep knowledge of agency financials, KPIs, ways of working, master services agreements, statements of work, rate structures, client procurement dynamics, and negotiation strategy
- Ability to translate financial, contractual, and operational inputs into clear pricing recommendations, commercial guardrails, and negotiation strategies
- Ability to advise agency leadership, cross-departmental stakeholders, and Finance on pricing strategy, commercial models, and negotiation approach
- Ability to lead pricing decision-making for complex opportunities, including RFPs, renewals, scope expansions, rate negotiations, and commercial model changes
- Ability to analyze client, opportunity, and portfolio economics
- Understanding of agency operating models, systems, client rate structures, and contractual agreements, including MSAs, SOWs, KPIs, and related commercial terms
- Ability to partner with Legal, Finance, and other key business stakeholders
- Ability to train and coach support teams on pricing strategy, negotiation preparation, commercial guardrails, and effective client communications
- Ability to build strong relationships with internal teams and external partners
- Ability to collaborate with Growth and Enablement teams, clients, procurement teams, and internal stakeholders
Benefits:
- Health insurance
- Vision insurance
- Dental insurance
- 401k
- Employee stock purchase plan
- Vacation
- Personal days
- Paid holiday time
- Disability insurance
- Life insurance
- FSA/HSA plans
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