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1 JOB DESCRIPTION POSITION TITLE: Senior Manager, Strategic Pricing DEPARTMENT/ LOCATION: Sales & Merchandising JOB CODE: 4817 CLASSIFICATION: Exempt SALARY GRADE: 12 APPROVED BY: Kevin Curry JOB FAMILY: JF1 DATE: May 16, 2013 REPORTING RELATIONSHIPS POSITION REPORTS TO: POSTIONS SUPERVISED: Executive Director, Non-Perishables Lead Pricing Analysts (2), Pricing Analysts (9), Data Stewards (4) POSITION PURPOSE This is the top pricing job in the company with responsibility for developing and implementing company-wide pricing strategies and guidelines that optimize sales and profits. The position also delivers pricing insights, manages multiple pricing zones based on competitive pricing analysis and, considering competition, cost and margin targets in determining pricing strategy. This position works closely with vendors, Super Store Industries (SSI), Information Technology and dunnhumby, Nielson and the Category Managers and analysts to ensure accurate and timely data flow that optimizes pricing decisions. The Senior Manager of Strategic Pricing has full responsibility for the strategic-level guidance of the pricing function and contributes to the development of the overall strategic direction for the company. The Senior Manager of Strategic Pricing is responsible for setting and enforcing consistent pricing strategies and rules, establishing business processes to guide pricing, managing and developing a team of Pricing Analysts and Data Stewards, and serving as liaison between the pricing function and Category Managers. This job classification applies expert knowledge of complex pricing and business issues and requires the ability to implement pricing objectives within the merchandising system rules-based functionality. ESSENTIAL JOB FUNCTIONS AND BASIC DUTIES 1. *Responsible for the development, execution and enforcement of consistent pricing strategies and guidelines that support the Company s vision. a. Provides leadership in the development of pricing rules, utilizing pricing software. b. Oversees the implementation, maintenance, review and reporting of the pricing strategies. c. Understands customer buying habits and how customers respond to pricing programs and price points. d. Models the potential impact of pricing strategy revisions. e. Recognizes opportunities to enhance pricing models and rules through incorporating new parameters and/or data elements. Senior Manager, Strategic Pricing Page 1

2 f. Monitors and analyzes the financial results of implementation of pricing on an ongoing basis. 2. Responsible for the conversion from current system to SAP while maintaining data integrity and accuracy. a. Works with IT to develop and improve pricing software, reports and processes. b. Monitors and maintains pricing modeling parameters to ensure they reflect true market conditions and business strategy. c. Works with Category Managers to ensure pricing goals are accurately captured in and translated by the pricing system. d. Resolves pricing problems encountered by stores and/or Category Managers. e. Stays current with pricing software changes and enhancements and works with System Administrator to resolve problems and implement changes and enhancements. 3. *Responsible for establishing the appropriate business process and disciplines to guide the pricing function. a. Monitors and enforces compliance to the business processes. b. Ensures consistency of business processes across all Pricing Analysts. c. Revises processes when required. d. Manages periodic general audits of pricing models and rules in order to ensure optimal margins. e. Works as the liaison between the Information Technology department and Pricing; manages IT projects. 4. *Responsible for data quality and usability. a. Oversees vendor and item maintenance. b. Conducts audits of data in multiple systems, formulates plans for and implements data clean up strategies. 5. *Responsible for managing and developing the skills of the Lead Pricing Analysts, Pricing Analysts and Data Stewards to achieve the business objectives and deliver financial objectives required for pricing management. a. Realign team to better support Category Managers and ensure pricing integrity. b. Manages the daily activities in the pricing function to support the corporate objectives. c. Develops training materials. d. Conducts training and develops the skills of the Lead Pricing Analysts, Pricing Analysts and Data Stewards. e. Establishes goals and objectives for department staff along with scorecards to measure performance. f. Coaches and assesses the performance of the Pricing Team on an ongoing basis. 6. *Responsible for directing and conducting research, producing analyses and recommending actions to optimize sales and margin performance. a. Conducts effective research and analysis of sales performance including forecasting sales targets, promotional lift analysis, sales and margin optimization and zone maintenance. b. Gathers and analyzes sales performance and trends across a variety of key performance indicators, including sales, gross profit, margins and market share. Obtains data from a variety of internal and external sources, including internal databases, syndicated sales data software (AC Nielsen tools) and from vendors and manufacturers. c. Oversees the analysis of demographic profiles, zone and market pricing differences and opportunities. d. Develops recommendations on promotional items corporate-wide and provides post-event performance analyses. e. Oversees the competitive price check process, including report generation and distribution on a weekly and period basis. 7. *Serves as the primary liaison between the pricing function and internal/external entities. Senior Manager, Strategic Pricing Page 2

3 a. Understands each category s strategy in order to deliver the appropriate pricing position. b. Works closely with Category Managers on establishing and revising pricing strategies. c. Manages in-depth quantitative analysis of internal and external data to provide insights and recommendations regarding pricing and margin improvement. d. Provides periodic reporting to the Category Managers on the results of implemented pricing strategies. e. Identifies opportunities for adjustment on pricing strategies and rules based on competitive conditions and environments to which automated system does not respond. f. Oversees communication with Marketing and Advertising, IT, stores, SSI, various vendors, AC Nielson, Vescom, etc. g. Serves as subject matter expert on various committees. 8. *Responsible for providing communication to all internal and external stakeholders in the pricing process. a. Communicates price decisions and recommendations to Category Managers and senior management. b. Prepares and delivers weekly reports to management that compare base and promotional retails and their impact on sales and profitability. c. Analyzes and reports on Zone Price differences and the impact on sales and profit. 9. Serves as key contributor in evaluating and setting pricing strategies that support the Raley s Dailies (EDV pricing) and Private Brands. a. Establishes rules and guidelines that guide Private Brands pricing as compared to National Brands; responsible for the communication of these practices. b. Analyzes and reports impact of Raley s Dailies on a weekly basis. 10. The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required. PERFORMANCE MEASUREMENTS 1. Achieves required objectives against an established scorecard for pricing, such as competitiveness and margin impact. 2. Provides quality, accuracy and timeliness of all pricing activities. 3. Properly maintains the system to support pricing strategies. 4. Receives positive feedback on the execution of pricing activities. 5. Achieves strict performance outcomes through an established scorecard. 6. Provides accurate and timely analyses and recommendations. 7. Establishes positive business relationships with internal and external customers. MINIMUM QUALIFICATIONS EDUCATION AND EXPERIENCE: REQUIRED KNOWLEDGE: Bachelor s degree in business, marketing, or related field, plus ten (10) years of retail pricing and business/financial analysis experience, plus a minimum of four (4) years management experience, or an equivalent combination of education and experience. Comprehensive knowledge of the fundamental concepts, practices and procedures of retail pricing. In-depth knowledge of SAP pricing systems. Strong background in pricing structures and techniques. Understanding of POS processes and local/state regulatory requirements. Knowledge of the pricing system, procedures and business objectives and the Senior Manager, Strategic Pricing Page 3

4 impacts on total store value offer. Understanding of competitive issues and competitor retail maintenance. SKILLS/ABILITIES: DEMONSTRATED COMPETENCIES: Ability to manage others and demonstrate follow-through to achieve desired results and objectives. Ability to provide coaching and developmental leadership. Excellent computer skills plus a working proficiency with related pricing software packages (i.e., SAP and Retail.net) and MS Office Suite. Demonstrated effectiveness in a fast-paced, change-oriented work environment. Excellent financial and business analysis skills. Detail oriented, logical and methodical approach to business development and problem solving. Demonstrated success in working complex issues with executive management utilizing highly developed influencing skills. Outstanding interpersonal and written communication skills with the ability to effectively work within all levels of the organization. Ability to prioritize and manage multiple assignments and meet tight deadlines. Ability to maintain effective relationships with all customers. Ability to adapt to changing work priorities. Exhibits strong personal leadership and has the ability to teach and help others professionally. Customer Focus: Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect. Decision Quality: Makes good decisions (without considering how much time it takes based upon a mixture of analysis, wisdom, experience and judgment); most of his/her solutions and suggestions turn out to be correct and accurate when judged over time; sought out by others for advice and solutions. Organizing: Can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner. Peer Relationships: Can quickly find common ground and solve problems for the good of all; can represent his/her own interests and yet be fair to other groups; can solve problems with peers with a minimum of noise; is seen as a team player and is cooperative; easily gains trust and support of peers; encourages collaboration; can be candid with peers. Priority Setting: Spends his/her time and the time of others on what s important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus. Problem Solving: Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn t stop at the first answers. Time Management: Uses his/her time effectively and efficiently; values time; concentrates his/her efforts on the more important priorities; gets more done in less time than others; can attend to a broader range of activities. Senior Manager, Strategic Pricing Page 4

5 Written Communication: Is able to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect. Integrity and Trust: Is widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; doesn t misrepresent him/herself for personal gain. Planning: Accurately scopes out length and difficulty of tasks and projects; sets objectives and goals; breaks down work into the process steps; develops schedules and task/people assignments; anticipates and adjusts for problems and roadblocks; measures performance against goals; evaluates results. CERTIFICATIONS REQUIRED Not applicable. PHYSICAL DEMANDS - Employees may occasionally experience the following physical demands for extended periods of time: Work is mostly sedentary; frequent sitting, standing, walking, bending and reaching. Viewing computer monitor; average, ordinary visual acuity necessary to prepare documents, enter data into computer system, and read reports and from computer monitor. Keyboarding, use of fingers to make small movements such as typing. WORK ENVIRONMENT Work is performed in a normal business office environment with noise level usually moderate. *Denotes Essential Job Functions Created: 10/10/06; Revised 05/16/13 Senior Manager, Strategic Pricing Page 5

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