Pricing Manager -Deal Desk

A. O. Smith Corporation • Ashland City, Tennessee, United States • 1m ago

Company / Location Information

Primary Function

We are seeking a commercially-minded and analytically-driven Pricing Manger to oversee the pricing governance and execution of large, complex commercial opportunities across both wholesale and retail channels. This role serves as a central hub for evaluating and structuring non-standard deals, ensuring alignment with margin targets, channel strategies, and long-term business objectives. The ideal candidate will collaborate across Sales, Finance, Business Analytics, and Portfolio Management to deliver competitive, profitable pricing that supports sustainable growth.

Responsibilities

Lead Deal Desk Operations:
Own the end-to-end deal review process, including evaluation of price exceptions, contract terms, special promotions, and competitive responses. Ensure pricing decisions balance short-term wins with long-term margin sustainability.
Channel-Specific Pricing Execution:
Support both wholesale (distributor and trade partners) and retail (big box and e-commerce) channels by applying pricing logic and ensuring consistency with go-to-market strategies.
Cross-Functional Collaboration:
Work closely with Sales, Finance, Analytics, and Portfolio Management to assess deal viability, establish approval workflows, and recommend creative yet responsible pricing solutions.
Process & Policy Ownership:
Maintain pricing governance and approval frameworks, including escalation thresholds, deal templates, and discounting guidelines. Continuously refine processes to reduce friction and improve turnaround time.
Training & Communication:
Educate Sales and Channel teams on pricing policies, tools, and approval protocols. Promote understanding of value-based pricing and the impact of discounting on profitability.
Performance Tracking:
Monitor and report on deal desk KPIs (e.g., approval cycle time, win/loss rates, average discounts, deal profitability). Identify areas for improvement and influence key pricing initiatives.

Qualifications

Bachelor’s degree in Business, Finance, Economics, or related field; MBA a plus
5+ years of experience in pricing, commercial finance, or sales operations—ideally in a B2B2C industrial or durable goods environment
Proven ability to support national account negotiations, special project quotes, and regional pricing strategies
Deep understanding of channel dynamics and the differences between retail and wholesale pricing models
Advanced Excel and financial modeling skills; experience with SAP, Salesforce, Vendavo, or other CPQ/pricing tools preferred
Strong communication and influence skills, with a bias for cross-functional collaboration
Ability to manage multiple high-urgency requests while maintaining pricing integrity

We Offer

Competitive compensation package and comprehensive benefits plans which include medical and dental insurance, company-sponsored life insurance, retirement security savings plan, short- and long-term disability programs and tuition assistance.

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ADA Statement & EEO Statement

In developing this job description care was taken to include all competencies needed to successfully perform in this position. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis.

We consider all applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, gender identity and expression, marital or military status. We also provide reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local law.

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