Director of Pricing

POSITION SUMMARY 

Reporting to the VP of Financial Planning and Analysis, the Director of Pricing will lead the transformation, development, implementation, and optimization of PTR pricing strategies across our truck rental portfolio. This role will use data-driven analysis to drive pricing decisions to optimize revenue growth, grow margin, maximize fleet utilization, and align with market dynamics, while preserving customer retention. 

This leader will collaborate cross-functionally with Sales, Operations, Finance, and IT to build scalable pricing processes, systems, and tools. A successful candidate will have strong experience in data-driven pricing, customer segmentation, and the development of dynamic and tiered pricing models in asset-intensive or rental-based businesses, be able to build processes and procedures from the ground up and have strong operating rigor and discipline. 

LOCATION 

Onsite in Fort Wayne, IN

COMPENSATION

This position offers a competitive compensation package, benchmarked to regional market standards. It consists of a base salary plus the opportunity for quarterly profit sharing after one year of employment.

RESPONSIBILITIES 

Strategy & Execution: 

• Develop and lead a comprehensive pricing strategy across vehicle types, customer segments, and geographies. 
• Design and optimize rate structures based on utilization, demand, seasonality, and customer value. 
• Build strategic pricing for rental rates, logistics, upfitting, and remarketing. 
• Monitor market trends, competitive pricing, and cost structures to inform pricing actions. 

Analytics & Optimization: 

• Model financial impact of rate changes to evaluate profitability, elasticity, and scenario forecasting. 
• Partner with Sales and Operations to analyze fleet utilization, rate performance, and price realization. 
• Lead initiatives to improve price discipline, reduce leakage, and enforce pricing guardrails. 

Collaboration & Leadership: 

• Partner with Sales to support pricing proposals, exception management, and customer negotiations. 
• Work with Finance to align pricing with margin targets, financial forecasting, and budgeting cycles. 
• Ensure deliverables to business partners are accurate, complete, and thoroughly reviewed prior to distribution. 

Technology & Tools: 

• Drive implementation of pricing software, rate engines, and analytics dashboards (e.g., Power BI). 
• Build scalable tools and dashboards for pricing governance and rate enforcement. 
• Collaborate with IT and Data teams to ensure pricing systems are integrated, scalable, and auditable. 

REQUIREMENTS 

MUST HAVE 

• Bachelor's degree in finance, Economics, Business, or related field. 
• 7–10 years of experience in pricing, revenue management, or commercial strategy—preferably in truck rental, transportation, logistics, or a similar asset-based service industry. 
• Experience implementing dynamic pricing tools like PROS, Zilliant, etc. 
• Must have direct experience managing a pricing function. 
• Strong analytical and modeling skills, scenario and elasticity analysis; proficiency in Excel, Power BI/Tableau, or similar tools. 
• A change-agent mindset. 
• Excellent communication skills, with the ability to collaborate with and influence cross-functional stakeholders. 
• Ability to prioritize and effectively complete tasks by their deadline. 
• Strong written and oral communication skills, excellent attention to detail. 
• Works well in a team environment. 
• Detail-oriented and self-motivated. 

NICE TO HAVE 

• MBA or master's in finance 
• Commercial Sales Experience (go to market strategy, field sales, sales enablement, customer analytics, etc.)