Senior Manager, Residential Pricing

Job Summary

This role is a key member of the Residential Marketing Leadership team and manages the end-to-end pricing strategy of the Residential Pest and Termite business, which accounts for the majority of the North American revenue. Develops clear pricing strategies and plans to ensure the continued organic growth of the residential business. The role develops a pricing strategy for each product line that delivers against the value proposition of that line of business and works closely with partners in Finance to ensure plans are aligned to the Annual Operating Plan, with risks and opportunities documented.  Observes marketplace trends in your industry, develop advanced data science-based approaches and improve win rate and retention performance by adjusting prices at a local level.

Key Performance Indicators 

• Delivery: Execution to agreed Residential Pest Control Strategy Plan

• Efficiency: Transition Costs / Transition Timing

• Growth: Retention to targets

• People: Retention / Engagement / Enablement

• Market Success: Solution penetration / Residential penetration 

• Brand: NPS / Awareness / Consideration / Transition

Key Relationships

• North America leadership and colleagues

• Functional teams (eg. Finance, HR, IT, Marketing & Innovation, Legal & M&A etc)

• Key suppliers, partners and consultants

• Appropriate Government and regulatory agencies

• Relevant external trade and industry bodies

Principal Duties and Responsibilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Responsibilities and essential job functions include but are not limited to the following:

• Works with senior Finance, Sales and Marketing leadership to set achievable goals for price evolution as part of the Residential annual operating plan, clearly articulating the benefits and risks to the Executive Leadership Team and stakeholders for Residential Pest Control and Termite, and securing alignment to plan.    

• Translates goals once aligned into consumer-focused strategies for by Product/LOB Category.  Develops specific pricing goals and strategies with the Category Product Directors of Termite/Home Services and Pest/Mosquito to ensure pricing strategies deliver against the Consumer Value Proposition of each line of business. 

• Leads a team of advanced pricing analytics and/or data scientists to develop and maintain state of the art analytical approaches capable of using real-time consumer data from call centers, ecommerce, and third party demographic / micro marketing sources to develop dynamic pricing algorithms at the local / zip code/neighborhood level. 

• Designs and develops consumer tests and experiments by sales channel (Ecommerce, Call Center, Field) to ensure statistical models drive revenue growth with limited impact on win rate and retention. Works with stakeholders in Sales and Operations to understand any qualitative implications of pricing strategies that could impact selling plans. 

• Partners with the Customer Experience team to understand the impact of pricing decisions on retention, working to develop programs for the “save” team to further aid retention. 

• Designs and monitors pricing guardrails, working with IT for implementation, tracking, and reporting to executive Sales & Operations leadership changes or denigration in discounting levels by line of business against expected/agreed guardrail KPIs.    

• Translates and presents findings and recommendations from pricing programs into the clear, executive strategic language to enable review, approval and tracking up through the CEO. 

• Partners with Finance on cost implications of Residential Customer Pricing, including identifying and quantifying additional complexity-driven costs-to-serve: (e.g. product customization, extra customer service, etc)

• Assess competitive pricing landscape and trends, building into statistical models. 

• Regularly scans the external and vendor environment for new to the world tools and techniques to optimize consumer pricing, in particular for real-time capabilities. 

Required Experience

• 7-10 years of Pricing and Marketing management experience

• Prior experience in Product Management is strongly preferred

• Executive presence and ability to summarize the story for senior staff, including CEO

• Deep knowledge of lead creation, development, nurturing, and management.

• Must possess superior verbal and written communication skills.  

• Excellent organizational skills with a heightened sense of attention to detail are key characteristics of the perfect candidate. 

• Strong interpersonal skills that allow for healthy internal and external relationships are a must.

• Additionally, strong computer skills whereby the candidate is fluent in cloud base Marketing Software

• Experience with the Google Platform is a plus. 

• Strong experience in Consumer or Residential Marketing required, including the branding  processes, promotion and campaign management, 

• Superior data analytics capability is required.  Advanced statistical skillset/data preferred.

Required Leadership Traits and Characteristics

• Ability to strongly influence indirectly and directly at all levels of the organization, from analysts to the CEO

• Outstanding analytical and problem-solving abilities with a strong understanding of corporate marketing and influencing key financial performance indicators including content strategies, marketing and digital content.

• Able to demonstrate high levels of drive, work ethic and personal accountability with the ability to work under pressure while maintaining sound judgment and a rigorous focus on the details

Formal Education, Qualifications or Training

Bachelor’s Degree or equivalent in a Economics, Statistics / Mathematics, or a Marketing discipline 

Master’s Degree preferred

Physical Demands and Working Conditions

The physical demands are representative of those that must be met by an employee to perform the essential function to this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Incumbent must be prepared to:

• Move up to 10 pounds occasionally, by lifting, carrying, pushing, pulling, or otherwise repositioning objects.
• Sitting for long periods of time while using office equipment such as computers, phones and etc.
• Fingering and Repetitive motions; such as movement of wrists, hands and fingers while picking, pinching and typing during your normal working environment.
• Express or exchange ideas with others through the use of spoken word, quickly, accurately, and at an easily audible volume, and receive detailed information through oral communication at usual speaking levels without correction, and/or make fine discriminations in the nature of sounds in the environment.

Incumbent is required to have:

• Close visual acuity to perform detail oriented activities at distances close to the eyes, as well as visual acuity to perform activities at or within arm’s reach with skill, control, and accuracy, such as preparing and analyzing data, viewing computer screen and expansive reading.

Incumbent will be subject to:

• Inside working conditions: The change of building environment such as with or without air conditioning and heating.

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