About us

Role Purpose Statement

The Principal, Strategic Pricing partners with the Director, Strategic Pricing to optimize bid pricing, safeguard margins, and advance the company’s value‑based pricing capabilities. This role leads analytical development for competitive, segmentation‑based, and scenario‑tested pricing proposals, drives margin allocation improvements, and codesigns next‑generation pricing models that incorporate customer value metrics (e.g., CSAT, NPS, gain‑share constructs). Through rigorous analysis, structured modeling, and cross‑functional alignment, the Principal ensures pricing decisions support profitable growth and strengthen commercial outcomes.

Main Accountabilities

Pricing & Margin Optimization for Bids

• Optimize pricing recommendations and margin allocation across bids by applying segmentation, competitive benchmarks, internal targets, and customer attributes
• Partner with Sales, Finance, and Cost / Price Calculation team to ensure pricing strategies align with commercial objectives while maintaining profitability
• Provide data driven price guidance that improves win probability without eroding long term value 

Scenario, Sensitivity & Risk Analysis

• Conduct sensitivity analyses to evaluate how bid pricing performs under volume changes, mix shifts, operational variability, or customer-driven scenarios
• Build robust models to stress test profitability and margin resilience (e.g., modeling food cost inflation scenarios, renegotiated union wages)
• Present scenario outcomes to Sales and leadership to support negotiation strategy and risk adjusted decision making.

Pricing Model Development & Value Based Pricing

• Collaborate with the Director, Strategic Pricing to design and implement new pricing models, including: 
  o    Value based pricing structures
  o    CSAT / NPS linked mechanisms
  o    Gain share or shared savings models
  o    KPI based incentive models
• Translate conceptual pricing frameworks into scalable tools that can be deployed by the Cost / Price Calculation team
• Partner with IT and Finance to incorporate data feeds, measurement logic, and governance controls

Knowledge, Skills and Experience

• Bachelor’s degree in Finance, Economics, Business Administration, or related field; MBA preferred
• Proven experience in strategic pricing, preferably in airline catering or a similar B2B environment
• Strong analytical and data interpretation skills
• Experience with pricing models, tools, and commercial analytics
• Excellent communication and stakeholder engagement skills
• Ability to work cross-functionally and influence without authority