Director, North American Pricing

Position Summary

The Director, North American Pricing is a senior leadership role responsible for defining and leading Vallen’s pricing strategy across the United States, Canada, and Mexico. This role owns the development of pricing frameworks, governance, and execution models that drive profitable growth while maintaining market competitiveness across all customer segments and channels.

The Director will lead a geographically dispersed pricing organization and partner closely with Commercial leadership, Strategic Sourcing, Business Development, Finance, IT, and the executive team to ensure pricing strategies are aligned with Vallen’s broader business objectives. This role plays a critical part in both optimizing pricing for existing business and evaluating pricing strategy for new business opportunities.

Success in this role requires strong leadership presence, cross-functional collaboration, analytical rigor, and the ability to influence outcomes across a complex organization.

Key Responsibilities

• Define and own Vallen’s North American pricing strategy, frameworks, and governance models to support profitable growth and competitive positioning.
• Establish pricing methodologies and standards that are scalable across regions, customer types, and go-to-market models.
• Ensure pricing strategies are effectively executed through Vallen’s pricing systems and tools, including close partnership with Commercial and IT teams.
• Continuously evaluate market dynamics, competitive trends, and customer behavior to refine pricing approaches.
• Lead and develop a North American pricing organization, including leaders and associates across the U.S., Canada, and Mexico.
• Provide clear direction, coaching, and development to build a high-performing, collaborative pricing team.
• Foster strong communication and alignment across geographically dispersed teams and stakeholders.
• Serve as a key pricing partner to Sales and Commercial leadership, supporting deal strategy, customer negotiations, and pricing decision-making.
• Collaborate closely with Business Development to evaluate pricing strategy and economics for new business opportunities, large bids, and strategic customers.
• Work cross-functionally with Finance, IT, Product/Category Management, Operations, and the executive team to ensure pricing alignment and transparency.
• Act as a trusted advisor to senior leadership on pricing performance, risks, and opportunities.
• Partner closely with Strategic Sourcing to ensure Vallen is both priced right to win in the market and buying right from manufacturers.
• Align pricing strategies with supplier cost structures, market baskets, and sourcing initiatives to maximize margin and competitiveness.
• Support supplier negotiations and cost strategies through pricing insights and analytics.
• Oversee pricing execution within Vallen’s pricing systems and tools, ensuring data integrity, consistency, and governance.
• Leverage analytics and KPIs to measure pricing effectiveness, margin performance, and customer profitability.
• Drive continuous improvement in pricing processes, tools, and capabilities.
• Prior experience with PROS Pricing software is preferred but not required.
• All other duties assigned by departmental leadership. 

Qualifications & Experience

• Bachelor’s degree required; advanced degree (MBA or similar) preferred.
• 8+ years of progressive experience in pricing, commercial strategy, or related fields, including prior experience leading a pricing function.
• Proven experience managing and developing teams, ideally across multiple geographies.
• Strong understanding of pricing strategy, margin management, and competitive dynamics in a B2B or distribution environment.
• Experience working cross-functionally with Sales, Sourcing, Finance, and senior leadership.
• Experience with enterprise pricing systems (PROS preferred).
• Excellent communication, leadership, and influence skills, with comfort operating at the executive level.
• Highly collaborative, adaptable, and comfortable navigating complex, matrixed organizations.

Leadership Competencies

• Strategic thinker with the ability to translate strategy into execution
• Confident leader with strong presence and credibility
• Collaborative and relationship-driven
• Data-driven decision maker
• Comfortable leading through change and ambiguity