Director, Global Pricing

This is a fully remote position, open to applicants in Arizona, +1 more state.

📋 Description

• Develop and implement a comprehensive pricing strategy and governance framework that aligns with Abracon's strategic and financial objectives.

• Establish decision-making rights, approval processes, policies, accountability measures, and escalation procedures for pricing.

• Manage and oversee pricing rules within Abracon's Configure Price Quote (CPQ) system.

• Conduct regular reviews of product performance, sales metrics, strategic deals, and executive KPIs.

• Take ownership of the quarterly distributor price-guide strategy, ensuring standardized updates, approvals, communications, version control, and audit checks.

• Lead the end-to-end process of price changes, addressing timing, amounts, notifications, backlog repricing, and recovery of costs related to tariffs or materials.

• Govern channel pricing initiatives, define key performance indicators (KPIs), best practices, and direct special channel pricing programs.

• Establish controls from quoting through order booking and distributor point-of-sale reporting.

• Minimize pricing errors and revenue loss, and provide reports on program outcomes, exceptions, and margin trends.

• Implement value-based pricing strategies tailored to market segments, channels, and product lines.

• Collaborate with Product Management on pricing throughout the product lifecycle, from introduction to end-of-life.

• Measure price realization and leakage using price waterfall analysis, margin reporting, discount compliance, and customer agreement performance metrics.

• Oversee pricing evaluations of portfolios, strategic accounts, significant agreements, and distribution partnerships.

• Direct pricing strategy for critical negotiations, including EMS pass-through pricing, volume purchase agreements (VPAs), and long-term agreements (LTAs).

• Implement value-driven negotiation frameworks for original equipment manufacturers (OEMs), EMS, and distribution collaborations.

• Support the global quoting process by establishing approval thresholds, escalation paths, and expected response times.

• Provide Sales with pricing playbooks, negotiation preparation resources, pricing guidance, win/loss analysis, and account-specific insights.

• Develop pricing analytics, data models, trend analyses, and executive dashboards utilizing Power BI.

• Leverage AI-driven models and tools to enhance price recommendations, deal responses, and margin improvement.

• Evaluate and refine systems and processes, recommending tools that deliver clear returns on investment.

• Establish pricing capabilities, processes, and standards organization-wide.

• Start as a hands-on individual contributor while scaling the function in response to business requirements.

• Lead change management initiatives, training programs, communication efforts, and tracking of adoption.

⛳️ Requirements

• Minimum of 10 years in pricing, commercial strategy, or related leadership positions within the semiconductor, electronic components, or electronics distribution sectors.

• Proven experience in developing pricing programs, governance frameworks, and commercial processes in a global technology or components company.

• Deep understanding of electronic component lifecycles, go-to-market strategies, and sales processes.

• Familiarity with distribution pricing programs and multi-channel models across distribution, EMS, and direct OEM markets.

• Demonstrated experience in executing price increases and cost pass-through strategies in an inflationary environment.

• Proficient in managing pricing rules within a CPQ or pricing platform such as Supplyframe CPQ, Model N, PROS, or Vendavo.

• Experience with Microsoft Dynamics 365 is a bonus.

• Strong analytical skills with advanced proficiency in Excel and Power BI or similar tools.

• Exceptional executive presence with the capability to influence stakeholders in Sales, Product Management, quoting, Finance, and channel partners without direct authority.

• Bachelor's degree in engineering, business, economics, finance, or a related discipline.

• Experience in building and developing pricing teams is advantageous.

• Familiarity with AI tools such as Copilot, ChatGPT, or Claude, as well as machine learning applications in pricing or commercial decisions, is highly desirable.

• This position does not qualify for immigration sponsorship.

• Preference will be given to candidates located in Austin, Texas, or Phoenix, Arizona.

• Willingness to travel up to 10%, including international travel.

🏝️ Benefits

• Flexible remote work options.

• Up to 10% travel, including international travel for partner visits and pricing negotiations.