Senior Director, Pricing

Overview

Baker Tilly is a leading advisory, tax and assurance firm, providing clients with a genuine coast-to-coast and global advantage in major regions of the U.S. and in many of the world’s leading financial centers – New York, London, San Francisco, Los Angeles, Chicago and Boston. Baker Tilly Advisory Group, LP and Baker Tilly US, LLP (Baker Tilly) provide professional services through an alternative practice structure in accordance with the AICPA Code of Professional Conduct and applicable laws, regulations and professional standards. Baker Tilly US, LLP is a licensed independent CPA firm that provides attest services to its clients. Baker Tilly Advisory Group, LP and its subsidiary entities provide tax and business advisory services to their clients. Baker Tilly Advisory Group, LP and its subsidiary entities are not licensed CPA firms.

Baker Tilly Advisory Group, LP and Baker Tilly US, LLP, trading as Baker Tilly, are independent members of Baker Tilly International, a worldwide network of independent accounting and business advisory firms in 141 territories, with 43,000 professionals and a combined worldwide revenue of $5.2 billion. Visit bakertilly.com or join the conversation on LinkedIn, Facebook and Instagram.

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Job Description

Baker Tilly is looking to hire an expert Senior Director to lead strategic Pricing efforts firm wide. Pricing is an area of focus that requires depth of specialization in strategic thought, market research, and data analytics. Baker Tilly has a significant opportunity to improve revenue and profitability through Pricing and consider this position to be mission critical in realizing the expected benefits.

The Senior Director will have significant experience with pricing and project sales and delivery in Baker Tilly or a similar professional services organization. This individual will have a record of accomplishment of success setting a vision, defining a strategy and leading an organization forward through influence both up and down the chain of management. With this expertise, Baker Tilly can expand the capabilities, tactics, and tools we need to improve our financial and competitive positions as well as release a new era of growth.

The general scope of the role will include primary responsibility for development and communication of rate card and pricing policy recommendations for each dimension of the firm – Service Lines, Industries, and Geographies. Additionally, this role will lead a team in the consultation to the Service Lines to promote pricing realization in accordance with Strategic Intent and Targets.

The role will also be responsible for reporting performance and recommending strategic and tactical changes to Baker Tilly’s pricing approach. Additionally, the Pricing COE Sr. Director will be a primary input to the design and implementation of Pricing capabilities in the technology stack, i.e., Workday CRM and any other tools that touch Pricing.

Major Responsibilities

Strategy

• Lead evaluation of and recommend changes to current Pricing strategies, price levels (rate cards), and pricing policies
• Continuously evaluate pricing developments, competitive environments, and trends to help Baker Tilly continuously respond to external situations and improve competitive position
• Generate hypotheses for profit improvement through in-depth understanding of the margins at customer/product level; validate with data/analyses and suggest improvement projects
  
  

Price Setting and Execution

• Support pricing as an end-to-end process, including pricing strategy, price setting, price getting techniques (e.g., contracting), data consolidation, governance, supporting technology, and financial impact
• Broadly communicate and build support for pricing strategy within the field and senior leadership
• Lead team of Service-Line-embedded Pricing Managers to provide nuanced guidance to Service Line leaders and Principals
• Maintain and improve analytical frameworks to evaluate quality of individual deals
• Develop and oversee management and improvement of interim deal evaluation tools (pre-Workday go-live)
• Guide development of Pricing functionality and data requirements in enterprise tools (e.g, Workday CRM)
• Develop internal and external communications related to pricing
• Catalog and propagate relevant best practices in pricing strategy and tactics to all parts of the organization
• Act as a key point of interaction with Service Lines on pricing strategy and putting it consistently into practice
  
  

Review process

• Contribute to redesign and continuous evaluation of deal review and approval processes
• Act as Pricing Expert for consultation by Service Line Leaders in exception reviews
• Build strong, balanced, and open relationships with all facets of the Firm
• Track escalation process for exception reviews, compliance, and effectiveness and make recommendations to senior leaders
• Bring data driven recommendations to deal review processes
• Help Principals and Service Line Leaders develop strategies for improving sold price realization
  
  

Data and Reporting

• Define target data model and KPIs for Pricing to enable effective evaluation of Pricing Performance for the Firm, Service Lines, Industries, geographies, and individuals
• Analyze, and track sold and operational price realization by deal size, project type, customer, etc.
• Create performance dashboards to cover process KPIs and financial impact
• Execute regular (e.g., quarterly) pricing review process and communicate status to senior/executive leadership
• Report performance and recommend strategic and tactical pricing changes to Pricing Council
  
  

Qualifications

The ideal candidate will have extensive experience with pricing, selling, and delivering in a professional services environment, leading to deep credibility with and ability to influence front-line Principals, Service Line and Industry leaders, and senior firm leadership. The successful candidate will have a track record of strategic thinking, data analytics, market research/data gathering, and demonstrated “fit” with Baker Tilly culture.

Candidates Will Possess The Following Professional Expertise

Education and Experience:

• Bachelor’s degree in Finance, Accounting, Business Administration, or related field; MBA or advanced degree preferred
• 10 years minimum experience, ideally 15 years plus
  
  

Technical Expertise

• Experience developing innovative pricing strategies across multiple dimensions of a business (product lines, BUs, regions, and at the corporate level) for both new and established offerings, required
• Broad-based customer research experience, including Discrete Choice, CHAID, Price Awareness, Volume Flows, etc. Experience using and customizing big data tools to identify pricing opportunities, preferred
• Strong capability in pricing organization design, roles & responsibilities, process redesign, and KPIs, required
• Familiarity with partners (vendors) and tools (such as Pros, Zilliant, Vendavo, Alteryx, Tableau) or experts to partner with Baker Tilly, preferred
• Prior experience using statistical software packages like MATLAB, R, STATA, SPSS, or SAS, preferred
  
  

Commercial Success

• Experience and technical expertise (see above) to lend credibility when providing input and support to commercial activities, required
• Senior presence in meetings and high-caliber client/communications skills. Influential with senior executives on relevant topics and ‘holds own’ with senior pricing experts and customer organizations in a range of expertise and programs (i.e., product pricing, launch pricing, innovative price models, price increase programs, pricing excellence programs, global pricing, price level optimization, value pricing, behavioral pricing, omni-channel pricing, price controlling, and KPIs), required
• Broad understanding of business strategy, organization, and capability development issues and answers across industry and functional domains; preference for Tech or Industrial experience, required
• Experience working with large-scale sales organizations, preferred
• Ability to help build out IP and develop the roadmap to improve over time. Specifically, be able to guide the development of tools to help increase our ability to be seen as pricing specialists, preferred
• Ability to leverage insights across a diverse set of industries, required
• Experience organizing and facilitating client and internal team workshops and brainstorms, required
  
  

Team Management

• Provide insight on how to “scale up” the right team and partners to provide depth and credibility with senior client teams, required
• Experience in a senior client-facing leadership role with a leading professional services firm, required
  
  

PERSONAL ATTRIBUTES

Irrespective of an individual’s specific background, the successful candidate will be:

• Entrepreneurial, proactive, and productive; someone who instinctively knows what needs to be done and rallies colleagues to get things accomplished; “rolls up the sleeves” and gets things done
• Bright - both insightful and creative, with strong problem-solving skills and pragmatic, with a practical, “real-world” sense of what is actually “do-able”. Possesses an affinity for data-driven insights to making decisions and creating a track record of demonstrable results
• Articulate and compelling in his/her oral and written communication skills; engaging and concise - with interpersonal “presence”; adaptable across executive, technical and Baker Tilly audiences
• Energetic, with drive, enthusiasm, and natural skills in relationship development; well-connected, with an extensive network of potentially relevant relationships
• Can draw upon a keen ‘followership’ of high caliber, talented individuals to augment talent requirements for Baker Tilly
• A great colleague and teammate; passionate about the task at hand and fun to be around; someone with whom Baker Tilly’s employees and clients go out of their way to work
• Able to self-manage time, balance across competing demands
  
  

Proximity to a Baker Tilly office location is negotiable.

The compensation range for this role is $237,330 to $514,240. Actual compensation is influenced by a variety of factors including but not limited to skills, experience, qualifications, and geographic location.