Director of Commercial Pricing

Job Description

JOB SUMMARY:

This role is responsible for designing and carefully executing FFP's pricing process for all business units. The Director, Commercial Pricing performs day to-day pricing activities ranging from specific account pricing quotes, maintenance of price lists, tracking/documenting all pricing activity, ensuring adherence to customer contract terms, and conducting analyses to ensure profitability aligns with quoted/expected levels. The role is primarily responsible for working with BU leaders & Sales to document broad-based pricing strategies for each market and product category.

The role plays a critical part in maintaining the business's profitability, ensuring that any cost changes/ gross profit changes are flagged and ensuring appropriate actions are taken to maximize the business's profitability. The role must be highly responsive to requests from the sales team and drive the rapid turn-around of price quotations to customers to enable the sales team's success in winning (and maintaining) business. The Director, Commercial Pricing will collaborate heavily across the FFP organization, especially with sales, BU leaders, operations, finance, research and development, and customer service.

Skills, Traits, & Competencies:

Strong background in product costing, pricing, and margin analytics

Demonstrated ability to work with operations/supply chain and R&D/product formulators to understand product cost and key cost drivers for various types of manufactured products.

Experience working with Sales, Marketing, and Commercial Leadership as well as Operations, Supply Chain, and Procurement to understand product costing, margins, and pricing.

Excellent written and verbal communication skills.

Proficient in Microsoft Office suite of products, including Excel, PowerPoint, Etc.

Consistent and exacting diligence. Attention to detail and commitment to accuracy of calculations.

Excellent organizational skills and understanding of the need for audibility of quoted pricing and associated calculations

Highly service oriented with a commitment to driving excellence in quickly responding to customer opportunities/needs.

Quick, agile, and calm problem-solving skills

Comfortable with shifting priorities and a fast-paced environment

Experience with Team Development: Coaching and mentoring pricing analysts or managers to build a high performing team.

Cross-Functional Influence: Partnering with Sales, Marketing, and Finance to align pricing goals.

High integrity.

Organized and detail oriented.

KEY DUTIES AND RESPONSIBILITIES:

Pricing for all Products & Opportunities

Develop, implement, and execute a consistent process for handling inbound price requests from customers (via our salespeople and direct) across all product Lines for the Sales Team

Develop & maintain Price Lists for all products

Work with BU Leaders & Group President to establish target margins for each product line and each segment of the market (where variations to margin targets may be needed)

Ensure pricing review integrates with the annual budget process

Work with Sales leaders, BU leaders, & Group President to establish an agreed price authorization process, especially for deviations from targeted margin levels (documented Delegation of Authority).

Work with Salesforce CRM Manager to automate the pricing process to the greatest extent possible.

Ensure price quotes to customers are presented professionally on company letterhead, with all appropriate Terms/ Conditions for the business unit, product line, channel, and customer

Maintain pricing files for each customer & product - ensure calculations behind price quotes are filed and available for reference (for comparison to actual performance).

Implement a system to calculate costs for new products for sales proposals.

Manage all customer contracts, forecasts, and volumes and update pricing as necessary (ensuring adherence to contracted commitments/terms).

Manage existing pricing files and implement pricing actions as needed.

Utilize market intel to stay abreast of the potential market-to-price impacts.

Investigate discrepancies in month-end margin impacts.

Support finance by providing updated cost of goods during the budgeting

Work with BD/BU's to build account-based pricing strategies

Develop reports and methodology to monitor realized margins at the time of sale versus expected margins per original opportunity pricing, per budgeting, and compared with historical

Identify significant variances and flag them to commercial leadership (sales, BU, & President, as needed) for action

Contract Management

Ensure all commercial contracts are managed appropriately. Ensure timely notification to customers of renewals, price changes, etc. Ensure all obligations related to contract terms are satisfied by both FFP and the customer, working with Sales as needed.

Rebate Program Management

Ensure all rebate programs are appropriately documented. Ensure accounting properly accrues monthly and payments/credits are approved and issued promptly.

Special Projects

Assist Sales and leadership with special projects, as needed, including coordination of new product launches and commercialization activities

Performs other duties as assigned.

MINIMUM REQUIREMENTS:

Bachelor's degree in finance, Business, or Accounting

5+ years' experience of professional experience managing pricing, margins, and customer proposals

Ability to create highly professional customer communications

Ability to handle a fast-paced changing environment with several stakeholders

Occasional travel may be required.

PHYSICAL REQUIREMENTS:

While performing the duties of this job, the employee is regularly required to sit, stand, and walk; use hands and fingers; talk and/or hear. The employee may be required to lift and/or move up to 10 pounds.

About FFP

Florida Food Products (FFP), headquartered in Lake Mary, FL, is one of the world's leading independent providers of natural ingredients. With a legacy spanning over 70 years, we deliver a diverse portfolio of clean label ingredients and innovative system solutions to the food and beverage industry. Our commitment to quality and performance is reflected in our American-made products, which enhance both taste and functionality. Backed by advanced manufacturing capabilities, we specialize in fermentation, patented cold brew extraction, custom flavor development, and a range of drying and blending technologies. Operating from four state-of-the-art facilities strategically located across the U.S., we ensure the accessibility of real, high-quality ingredients—helping our customers create better-for-you food and beverage for consumers.

Full-time