Director, Staples Business Advantage Pricing

Did you know Staples is the world's largest businessproducts delivery company, serving businesses of all sizes from solopreneurs to10-person offices, to Fortune 500 companies and everything in between? We're SOMUCH more than just our stores. In fact, Staples is a private company backed bySycamore Partners composed of 3 standalone entities (Staples North AmericanDelivery, Staples Retail, and Staples Canada) totaling $17B in revenue. We area market-leading provider of products and services for the workplace. We enablebetter work solutions through expertise across office supplies, facilities,breakroom, furniture, technology, promotional products, and print and marketingservices. We provide exceptional quality and value across multiple channelsincluding direct sales, ecommerce, mobile, and of course brick and mortar. Butenough about us!
We're looking for an innovator to lead our Staples Business Advantage (SBA)Pricing team.
As the B2B division of Staples, SBA works directly with companies to develop customized service programs that include specialized pricing, dedicated account management and a complete assortment of products and services at the lowest total delivered cost.
The Director of SBA Pricing will manage both strategic and tactical pricing responsibilities that directly impact SBA's business goals. This individual will lead a team of 25+ pricing experts and partner with other functional leads to develop and implement the right "price levers" for our various SBA segments.
We are seeking candidates who are excited about transformingour pricing strategy, who embrace change as a growth mechanism, who arecreative and resourceful, and who are dedicated to developing others and makinga lasting impact on SBA. If this sounds like you, please read on!
You will directly impact our business by:
Developing and implementing pricing strategies andsupport that are attuned to all SBA product categories.
Leading a team to deliver pricing services (e.g.deal pricing, price setting, price execution) for the SBA field sales team.
Seeking and deploying creative / scalable approaches to developing and delivering pricing support (e.g. actively advocating for SBA's price optimization strategy).
Driving efficiencies, productivity improvements andoperating leverage across a field support team.
Playing a key role in the successful integrationof acquired businesses.
Partnering with Sales leadership to support successfulachievement of sales and margin targets.
Identifying "pricing" risks (e.g. customerpricing audits) and methods of mitigating them.
Leading price and margin management efforts dynamicallyacross the SBA portfolio as business objectives / customer needs change.
You will employ innovation and thought leadership by:
Utilizing Salesforce.com as SBA's CRM andsupport portal.
Deploying 3rd party providers to augment staffand/or provide ancillary services and support when appropriate.
Constantly seeking new and innovative ways to establish pricing, assess revenue/margin achievement and optimize the pricing strategy.
Supporting internal and external customers andsuppliers; and representing SBA with consultants/3rd parties who work directlywith customers
Managing relationship with off shore labor,Infosys Technologies
Functioning as 'price/assortment' SME and ownerfor Group Purchasing Organizations
Partnering with merchandising regardingassortment, cost changes, demand shaping
You will be responsible for people leadership:
Managing six direct reports, 25+ team members total.
Hiring, developing and mentoring managers and associates,building team cohesiveness and overseeing performance of all team members.
Appraising performance and coaching all directreports.
Addressing performance / execution issues asnecessary.
Reviewing/approving pay actions for indirectreports.
Serving as pricing expert for other B2B groupswithin LOBs, Quill and Canada
You will impact the business strategy by:
Driving the achievement of margin objectives throughownership & management of pricing
Managing PO cost inflation pass-through to customers
Driving price strategy across SBA
Owning compliance and audit actions
Key Performance Indicators for this role include:
Improving support metrics (e.g. ratios definingproductivity of team vs. scope of responsibility)
Improving selling margins and inflation pass-through
Supporting efforts to acquire and grow sales withnew customers
Growing sales within PRO categories / improvingselling margins in noncore (owned by Pricing)
Increasing awareness & achievement of targetpricing realization (TPR)
Education/ExperienceEquivalent (minimum requirements)
Bachelor's Degree required (concentration inanalytical- and/or financial-based areas such as business, accounting or economicsdesirable and/or MBA desirable)
ProfessionalCertifications / Licenses
Accreditation from Professional Pricing Societyis a plus
Minimum 10+ years previous work experiencerequired to include direct experience in a B2B distribution environment(experience that reflects different cross-functional experiences and wideningjob responsibilities highly preferred)
Minimum of 5 years previoussupervisory/management experience required
Other Skills
Systems and data orientation
Knowledge of Salesforce.com
Strong communication skills ? both written andspoken
Presentation skills
Experience in working / influencing outside sales teams
High degree of business acumen & comfortableworking across a large organization
Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.

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