Director of Pricing Strategy
Description
Position Overview
Thrive Pet Healthcare is hiring a Director of Pricing Strategy to help define, evolve, and scale enterprise pricing strategy across our network of veterinary hospitals.
Reporting to the Vice President of Pricing, this role is responsible for designing pricing strategy and translating it into clear priorities, guardrails, and initiatives. The Director of Pricing Strategy will combine rigorous analytics, market insight, and business judgment to shape how Thrive prices services and products—balancing growth, margin, client affordability, and clinical integrity.
This is a high-impact, strategic role for a pricing leader who can move fluidly between strategy design, analytical depth, and enterprise influence.
Thrive Pet Healthcare is hiring a Director of Pricing Strategy to help define, evolve, and scale enterprise pricing strategy across our network of veterinary hospitals.
Reporting to the Vice President of Pricing, this role is responsible for designing pricing strategy and translating it into clear priorities, guardrails, and initiatives. The Director of Pricing Strategy will combine rigorous analytics, market insight, and business judgment to shape how Thrive prices services and products—balancing growth, margin, client affordability, and clinical integrity.
This is a high-impact, strategic role for a pricing leader who can move fluidly between strategy design, analytical depth, and enterprise influence.
Core Responsibilities
Pricing Strategy Design
- Design enterprise pricing strategies across services and products, including overall price positioning, category roles, and price architecture.
- Define strategic pricing levers (e.g., annual price adjustments, bundles, differential pricing, outlier adjustments) and clearly articulate their objectives, scope, and guardrails.
- Develop fact-based recommendations that balance financial performance, client value, and medical considerations.
- Partner with the VP of Pricing to set multi-year pricing roadmaps aligned with Thrive’s growth strategy.
Strategic Analytics & Insights
- Lead advanced pricing, margin, and elasticity analyses to inform strategic decisions and prioritize pricing opportunities. The Pricing Director should be able to develop elasticity regression models.
- Size and prioritize pricing initiatives based on expected financial impact, operational complexity, and client sensitivity.
- Monitor competitor and market pricing trends, translating insights into strategic implications and recommendations at the enterprise and regional levels.
- Define the analytical frameworks and KPIs used to evaluate pricing performance and guide decision-making.
- Build other models (e.g., propensity models) to assess and execute on growth opportunities (e.g., promotions).
Strategy-to-Execution Translation
- Translate pricing strategy into clear strategic briefs, business cases, and design principles for execution by the Director of Pricing Implementation.
- Partner closely with Pricing Implementation, Operations, Finance, IT, Procurement, and Medical Leadership to ensure strategies are practical, scalable, and executable.
- Provide ongoing strategic guidance during rollout, refining strategy based on performance data and field feedback.
Governance & Decision Support
- Support pricing governance by defining decision frameworks, escalation paths, and exception principles.
- Present pricing strategies, trade-offs, and performance insights to senior leadership with clarity and conviction.
- Ensure pricing decisions are well-documented, analytically sound, and consistent with enterprise objectives.
Team Leadership & Influence
- Lead a small team of pricing analysts while influencing through enterprise data analytics, finance, and ops teams.
- Provide coaching, mentorship, and career development while fostering a culture of analytical rigor and operational excellence.
Requirements
- 7+ years of experience in pricing, strategy, revenue management, or financial analysis.
- Consumer-facing industry experience, not B2B. Multi-site services preferred; healthcare or veterinary a plus.
- Demonstrated experience designing pricing strategy, not just executing price changes.
- Strong analytical and problem-solving skills, including experience with elasticity, margin optimization, and competitive analysis.
- Ability to synthesize complex data into clear strategic narratives and recommendations.
- Proven ability to influence senior stakeholders and guide decision-making in a complex organization.
- Experience leading small teams and working effectively through matrixed organizations.
- Comfort operating in environments with evolving data, systems, and processes.
- Results-oriented mindset with strong ownership and intellectual curiosity.
- Comfortable rolling up sleeves to build analyses, frameworks, and solutions—not just directing others.
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