What are the responsibilities and job description for the Director - Pricing & Yield Management position at Kenco Group?

About the Position

The Director of Pricing and Yield Management drives the strategy and vision of pricing practices across the Kenco Brokerage network. They will be accountable for developing, analyzing, and ensuring pricing strategies and processes align with business and organizational objectives. This position will have a focus on brokerage contracted freight pricing while providing analytical feedback and direction to internal and external stakeholders to support workflow improvement initiatives tied to strategic customer bids, bid margins, and capacity optimization efforts. Primary responsibilities include leadership of back-room data aggregation and pricing efforts to deliver relevant and insightful analysis that enables effective decision-making for the business unit. The Director collaborates with key operational and commercial resources to develop processes, proposals, and financial models to present to customers and support business growth. This role manages financial risk, including minimum and maximum yield expectations based on market factors, operational risks, and commercial objectives. This position also plays a key role in influencing strategic capacity utilization, procurement relationships, and competitor / economic analysis.

Functions

Strategic Planning and Analytics

Drive strategic pricing and yield management analysis to create customer-centric solutions while evaluating the company's financial business objectives and strategic goals.
Identifies and prioritizes process automation opportunities, enhances workflows and controls, and improves service efficiencies linked to RFP and yield management principals.
Establishes linkage between Brokerage short-term and long-term goals, and the strategic plan.
Support complex decisions and coaching others on how to use and interpret financial data
Work with other functional teams to build business cases for expansion into new verticals, modes, markets, etc.
Works closely with business leaders to analyze profitability and financial returns of potential business outcomes.
Perform ad-hoc analysis and projects as deemed appropriate.

Pricing & Yield Management Excellence

Provide key analytical and financial decision support for executives across pricing & yield management areas

Partner with senior leaders in the organization to identify and tackle the most critical yield management challenges the organization faces today.

Lead, develop, implement and review processes and strategies for the pricing and yield management team :

o Create effective and accurate pricing / RFP proposals delivered to internal and external customers.

o Provide data-driven yield management and market intelligence analysis that aligns with market conditions and ensures Kenco's competitiveness in the marketplace.

o Bid strategies, both manual and automated, for spot / ad hoc / bid board freight opportunities

o Ensure all lanes have a quote loaded in planning systems, with quotes being consolidated, stored properly, and indicate relevant terms (e.g. quote expirations).

o Identifies customer needs and aligns potential suppliers to the solution, participates in the selection, negotiation, and award of contracts within the constraints of risk, financial, and legal policy.

o Creates and implements pricing and yield management standard operating procedures (SOPs)

o Collaborates across multiple stakeholders including Procurement, Operations, and Sales stakeholders.

o Manage and review expiring tariffs with transportation suppliers.

o Ensure effective tools for rate comparisons across multiple carriers, lanes, and other freight opportunities

o Ensure freight contracts are understood and supported in the pricing analysis

o Determine profitability of existing accounts and propose new pricing on accounts to ensure business goal attainment

o Effectively negotiate and bind the company on freight brokerage matters, which could at times include pricing enterprise-wide solutions with a larger team.

Talent Management & Leadership

Build, develop, coach and manage a pricing team committed to the organizational goals and objectives

Support complex decisions and coaching others on how to use and interpret financial data applied to real world transportation operations.

Roll up your sleeves and help drive near- and long-term projects, as we develop our pricing and yield management capabilities.

Qualifications

Bachelor's degree. Supply Chain, Finance, or Accounting fields are preferred.

10-12 years of experience in financial modeling, analysis, procurement or related field is required.

5-7 years of experience leading teams of people.

World-class organizational skills, encompassing an extremely high attention to detail, strong ownership ethic, and intense focus on accuracy and accountability.

Energy and passion to deliver results in a fast-paced environment.

Expert level skills in Microsoft Excel (i.e., reporting, modeling, pivot tables, macros, data tables, simulations, etc.).

Strong interpersonal, analytical, creative and innovative problem-solving skills.

Strong communication skills and the ability to clearly communicate compelling messages in written and verbal communications.

Demonstrated ability to work in a matrix environment and partner across multiple departments.

Ability to organize and manage multiple priorities and deadlines.

Working knowledge of Microsoft Word and Outlook, and the ability to learn other basic computer programs.

Competencies

Collaborative Leadership - Knows how to get things done through formal channels and the informal network while instilling a sense of purpose in others; sees connection to larger purposes.

Communicate for Impact - Devoting the time and resources necessary to communicate the strategic vision, direction, priorities, and progress of the team for which you are responsible.

Customer Relationship Building - Having an intimate knowledge of the customer's changing needs and the ability to produce rapid results in all areas.

Influencing Others - Can effectively find common ground and solve problems for the good of the organization with a minimal amount of noise. Authentically gains trust and support of peers and stakeholders served.

Financial Acumen - Maintains and applies a broad understanding of financial management principles to ensure decisions are fiscally sound, responsible, and strategically aligned.

Leading Change - Ability to develop and implement a pricing & yield management strategy, then incorporate it into the organization's long-term goals. Foster a work environment that encourages creative thinking and the ability to maintain focus, intensity and persistence, even under adversity.

Leading People - Ability to develop and implement strategies to maximize employee performance and foster employee engagement in meeting the organization's strategy.

Strategic Agility - Gains perspective and balances the pressure between daily tasks and strategic actions that impact the long-term viability of the organization.

Travel Requirements

This position is expected to travel approximately 25% or less.

A passport is not required, but recommended.

For California residents - please enter or copy / paste the address below into your address bar to review an important notice regarding Kenco's privacy policy.

https : / / www.kencogroup.com / ccpa-notice-at-collection-for-employees-and-applicants /

Equal Opportunity Employer / Protected Veterans / Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)

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Director - Pricing & Yield Management

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