Director, Pricing

This is a fully remote position, open to applicants in Germany.

📋 Description

• Act as the strategic leader for pricing and commercial strategy within the agency.

• Develop pricing frameworks and provide guidance on commercial deal structures for both new and existing clients.

• Engage in direct negotiations with clients.

• Collaborate with agency leadership on pricing decisions that drive profitable growth.

• Function as a senior strategic advisor to agency leadership, cross-departmental stakeholders, and the Finance team.

• Oversee pricing decision-making for RFPs, contract renewals, scope expansions, rate negotiations, and alterations to commercial models.

• Examine client, opportunity, and portfolio economics to uncover pricing risks, margin opportunities, and commercial levers.

• Create executive-level analyses and recommendations linking pricing decisions to revenue, gross margin, and overall profitability.

• Evaluate client financial performance, pricing frameworks, rate structures, incentives, fees, markups, and pass-through economics.

• Propose updates, renegotiation strategies, and plans for improving profitability.

• Collaborate with Legal, Finance, and stakeholders to ensure Master Services Agreements (MSAs) and Statements of Work (SOWs) are commercially viable, operationally feasible, and in alignment with the agency's financial goals.

• Review and provide insights on contractual and pricing provisions.

• Identify margin risks, scope risks, and negotiation trade-offs.

• Train and mentor support teams on pricing strategy, negotiation preparation, commercial guidelines, and client communication.

• Establish strong relationships with internal GMR teams and external partners.

• Work alongside Growth and Enablement teams to ensure consistent pricing practices.

• Collaborate with clients, procurement teams, and internal stakeholders to negotiate commercial terms and protect the agency’s financial performance.

• Assess scope, staffing, and delivery assumptions that influence pricing, profitability, and commercial risk.

⛳️ Requirements

• Extensive knowledge of agency financials, KPIs, operational workflows, master services agreements, statements of work, rate structures, client procurement processes, and negotiation strategies.

• Capability to translate financial, contractual, and operational inputs into clear pricing recommendations, commercial guidelines, and negotiation tactics.

• Proficiency in advising agency leadership, cross-departmental stakeholders, and Finance on pricing strategies, commercial models, and negotiation techniques.

• Experience leading pricing decision-making for complex opportunities, including RFPs, renewals, scope expansions, rate negotiations, and changes to commercial models.

• Skill in analyzing 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 effectively with Legal, Finance, and other key business stakeholders.

• Competence in training and mentoring support teams on pricing strategies, negotiation preparation, commercial guidelines, and effective communication with clients.

• Ability to cultivate strong relationships with internal teams and external partners.

• Skill in collaborating 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