Senior Director Strategic Pricing

Summary

The Director / Senior Director of Strategic Pricing will own Commercial pricing strategy and large-deal governance across North America, serving as the leader of the Pricing Center of Excellence (CoE). This sales leadership role is accountable for pricing guardrails, deal economics, and price realization in a highly complex, distribution-heavy environment.  

“Scale, strategy and massive impact, anchored in our value that is “Starts and Ends With The Customer”  As the Senior Director of Pricing in the North American commercial business at James Hardie, you’ll lead the pricing evolution for North America’s #1 Exteriors Brand.  If you thrive at the intersection of data-driven strategy and customer obsession, we want you on our team”  - John Madson, Chief Sales Officer

Reporting into the Chief Sales Officer, this leader will partner closely with Sales, Product, Finance, and Sales Operations to institutionalize disciplined, data-driven pricing practices while enabling the field to price confidently and competitively on high-value bids, programs, and contracts. The role combines strategic pricing ownership, hands-on deal leadership, and capability building, including analytics, systems, and team development. 

What You’ll Do:

• Own and continuously evolve Commercial pricing strategy, guardrails, and price-setting frameworks across products, regions, customer segments, and channels, ensuring alignment with commercial strategy, product positioning, competitive dynamics, and revenue and margin objectives. 
• Lead pricing strategy and economic evaluation for large, complex, and strategic deals, including scenario modeling, tradeoff analysis, and executive-level recommendations. 
• Partner with Sales during pre-deal structuring to balance competitiveness, risk exposure, and margin outcomes, providing pricing insights and negotiation intelligence while avoiding transactional quoting ownership. 
• Oversee deal-level profitability analysis, pricing performance, win/loss insights, and negotiation benchmarking to inform ongoing pricing strategy and future deal decisions. 
• Define and govern list price architecture, discount thresholds, escalation paths, and exception handling for non-standard, high-value, and strategic deals, enforcing pricing discipline and compliance with established policies. 
• Establish priorities, analytical standards, and operating rhythms for pricing analysis, ensuring insights are translated into clear, actionable guidance for commercial teams. 
• Monitor pricing KPIs, realization versus targets, and leakage across the portfolio, identifying root causes and driving corrective actions. 
• Provide regular, concise pricing performance updates, insights, and strategic recommendations to senior leadership to support informed decision-making. 
• Oversee pricing data integrity, governance, and consistency across ERP, CRM, and pricing systems, ensuring reliability and audit readiness. 
• Lead optimization, integration, and adoption of pricing tools, ERP interfaces, and reporting dashboards to enable scalable, efficient pricing execution. 
• Establish and maintain standardized end-to-end pricing processes covering quoting and price localization, program and contract setup, and pricing analytics and performance reporting. 
• Partner with Finance and Sales Operations to ensure clean handoffs for rebate execution, contract administration, compliance reviews, audits, and downstream pricing execution. 
• Serve as the strategic pricing thought partner to Sales, Product, Finance, and Operations, influencing senior leaders to align on value-based, fact-driven pricing decisions. 
• Build, lead, and develop a Pricing Center of Excellence, including Deal Economics & Performance Analysts and Program Economics & Performance Analysts, to support Commercial pricing objectives and continuous capability maturity. 

What You’ll Bring:

Qualifications 

• 10–15 years of experience in commercial finance, national accounts, corporate accounts, key account pricing, commercial strategy.
• Proven leadership in complex, B2B, distribution-heavy or manufacturing environments
• Owned and led end-to-end deal strategy, pricing decisions, negotiations, and commercial outcomes.
• Strong analytical capabilities with the ability to translate insight into commercial action
• Demonstrated ability to influence Sales and senior leadership without direct authority

Preferred Qualifications & Leadership Capabilities

•  MBA or advanced degree in Business, Economics, Finance, or Engineering
• Experience in building materials, construction products, or adjacent industrial sectors
• Strategic Thinking: Ability to develop and execute future-state pricing strategies, frameworks, and governance models that support long-term business growth.
• Commercial Acumen: Experience making market-facing commercial decisions that drive revenue, profitability, and competitive advantage.
• Deal Leadership & Negotiation: Proven ability to structure and negotiate complex commercial agreements, balancing customer, channel, and business objectives.
• Influence & Leadership: Demonstrated success influencing sales teams, cross-functional partners, and senior leaders without direct authority.
• Learning Agility: Ability to quickly absorb complex business models, navigate ambiguity, and grow into broader ownership and leadership responsibilities over time.
• Technology & Analytics Mindset: Understands how to leverage pricing tools, technology, and analytics as business enablers while maintaining focus on commercial strategy and customer outcomes.
• Familiarity with commodity-driven pricing, surcharges, and escalation mechanisms
• Hands-on experience with ERP systems and pricing platforms (e.g., SAP, Pricefx, Vendavo, PROS)

What You’ll Receive:

As of the date of this posting, a good faith estimate of the current base pay scale for this position is $213,300k to $277,300k. Placement in the range depends on several factors such as experience, skills, geography and internal equity and may change over time. This position qualifies for benefits and you will be eligible to participate in a bonus plan.

At James Hardie, we recognize that our success depends on our people. We've worked hard to build a generous and competitive benefits program that demonstrates our commitment to our employees.

• Compensation: competitive salary and bonus eligibility
• Insurance: day-one health coverage medical, dental, vision, life insurance
• Paid Time Off: vacation and company holidays
• Retirement: 401(k) with 6% match
• Investments: Employee Stock Purchase plan (ESP)
• Work-Life Balance: parental leave, wellness programs
• Purpose. Impact. Community: Sustainability Initiatives | James Hardie