Director, Staples Business Advantage Pricing

Description Did you know Staples is the world's largest business products delivery company, serving businesses of all sizes from solopreneurs to 10-person offices, to Fortune 500 companies and everything in between? We're SO MUCH more than just our stores. In fact, Staples is a private company backed by Sycamore Partners composed of 3 standalone entities (Staples North American Delivery, Staples Retail, and Staples Canada) totaling $17B in revenue. We are a market-leading provider of products and services for the workplace. We enable better work solutions through expertise across office supplies, facilities, breakroom, furniture, technology, promotional products, and print and marketing services. We provide exceptional quality and value across multiple channels including direct sales, ecommerce, mobile, and of course brick and mortar. But enough 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 transforming our pricing strategy, who embrace change as a growth mechanism, who are creative and resourceful, and who are dedicated to developing others and making a lasting impact on SBA. If this sounds like you, please read on!   You will directly impact our business by: Developing and implementing pricing strategies and support 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 and operating leverage across a field support team. Playing a key role in the successful integration of acquired businesses. Partnering with Sales leadership to support successful achievement of sales and margin targets. Identifying "pricing" risks (e.g. customer pricing audits) and methods of mitigating them. Leading price and margin management efforts dynamically across the SBA portfolio as business objectives / customer needs change. You will employ innovation and thought leadership by: Utilizing Salesforce.com as SBA's CRM and support portal. Deploying 3rd party providers to augment staff and/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 and suppliers; and representing SBA with consultants/3rd parties who work directly with customers Managing relationship with off shore labor, Infosys Technologies Functioning as 'price/assortment' SME and owner for Group Purchasing Organizations Partnering with merchandising regarding assortment, 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 direct reports. Addressing performance / execution issues as necessary. Reviewing/approving pay actions for indirect reports. Serving as pricing expert for other B2B groups within LOBs, Quill and Canada You will impact the business strategy by: Driving the achievement of margin objectives through ownership & 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 defining productivity of team vs. scope of responsibility) Improving selling margins and inflation pass-through Supporting efforts to acquire and grow sales with new customers Growing sales within PRO categories / improving selling margins in noncore (owned by Pricing) Increasing awareness & achievement of target pricing realization (TPR) QualificationsEducation/Experience Equivalent (minimum requirements) Bachelor's Degree required (concentration in analytical- and/or financial-based areas such as business, accounting or economics desirable and/or MBA desirable) Professional Certifications / Licenses Accreditation from Professional Pricing Society is a plus Professional Knowledge/Experience Minimum 10+ years previous work experience required to include direct experience in a B2B distribution environment (experience that reflects different cross-functional experiences and widening job responsibilities highly preferred) Minimum of 5 years previous supervisory/management experience required Other Skills Systems and data orientation Knowledge of Salesforce.com Strong communication skills - both written and spoken Presentation skills Experience in working / influencing outside sales teams High degree of business acumen & comfortable working across a large organization number: 1067287_1
Salary Range: NA
Minimum Qualification
11 - 15 years

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