The Pricing Lead owns pricing strategy and its commercial execution across the enterprise. This role is accountable for price architecture, promotional strategy, and markdown governance — and for translating those decisions into accurate, on-time activation across every channel, system, and customer touchpoint.
Reporting into the Pricing organization, the Manager leads a team of analysts and partners with Merchants, Merchandise Finance, Marketing, and E-Commerce to set the pricing calendar, construct and approve offers, and govern the controls that keep pricing accurate in market. The role owns the connection between the pricing decision and what the customer actually sees.
This is a people-leading role for a commercially minded pricing professional who can hold a defensible margin point of view, run a disciplined activation calendar under hard deadlines, and develop analytical talent.
Key Responsibilities:
Pricing Strategy
Own price architecture: set and maintain price point structure, good-better-best laddering, and competitive price gap targets by category; recommend changes with quantified margin and volume impact
Lead the pricing calendar: own the annual and in-season pricing calendar, sequencing price actions against demand, competitive position, inventory, and the promotional plan
Govern promotional strategy: define offer construct, depth, and cadence; approve event economics before commitment and hold the P&L guardrails when pressure builds
Own markdown strategy: set markdown triggers, depth, and timing rules; balance sell-through against margin recovery on aged, discontinued, and transition inventory
Direct competitive intelligence: set the competitive shopping scope and methodology, and translate competitive position into pricing action rather than observation
Activation & Execution
Own end-to-end activation: accountable for accurate, on-time execution of every price and promotional change across systems, channels, showrooms, and marketing assets
Run the activation calendar: manage the cross-functional workflow, cutoffs, and dependencies that move a pricing decision from approval to live in market
Own pricing controls and governance: maintain approval thresholds, audit trails, and exception handling; drive post-execution audits so errors are caught before they reach customers or margin
Partner with Marketing and E-Commerce: ensure offer messaging, signage, and digital merchandising accurately reflect approved pricing and offer terms
Reduce time to market: streamline the change process so the business can respond to competitive moves and inventory conditions faster without sacrificing control
Team & Analytics Leadership
Lead and develop the team: manage Senior Analyst and Analyst talent; set priorities, coach analytical rigor, and build a bench capable of growing into broader pricing roles
Own the pricing analytics agenda: direct the reporting and modeling roadmap, including elasticity read, promotional incrementality, and markdown effectiveness
Represent pricing to leadership: bring a clear recommendation and quantified impact to line reviews, monthly business reviews, and executive forums
Advance capability: identify and implement the tools, automation, and process changes that raise the sophistication and speed of pricing decisions
Success Metrics
In the first 12 months, the Manager, Pricing & Activation will be evaluated on:
Margin Impact: Quantified gross margin improvement delivered through price architecture, promotional efficiency, and markdown discipline
Execution Accuracy: Price and promotional changes activated on time and error-free, supported by documented controls and no material customer-facing pricing errors
Promotional Efficiency: Measurable improvement in promotional return, with low-return offers retired or reshaped
Speed to Market: Reduced cycle time from pricing decision to live execution, with control maintained
Team Development: Demonstrable growth in team capability and analytical depth, with reduced manual effort across recurring work
Cross-Functional Standing: Recognized by Merchant, Finance, and Marketing leadership as the accountable owner of pricing decisions and their execution
Required Competencies:
Bachelor's degree in Business, Finance, Economics, Analytics, Mathematics, or a related field
6–9 years of experience in pricing, merchandising, merchandise planning, or finance, including direct ownership of pricing or promotional decisions
Experience leading people or managing analysts, formally or as a team lead
Demonstrated ownership of pricing or promotional execution in a multi-channel retail environment
Strong command of retail margin mechanics, promotional economics, and markdown strategy
Advanced Excel skills and proficiency in SQL or comparable data tooling
Proven ability to influence senior stakeholders and hold a defensible position under commercial pressure
Strong organizational discipline; comfortable owning a calendar with hard cutoffs and many cross-functional dependencies
Preferred Competencies:
Furniture, home, or big-ticket retail experience
Experience with pricing, promotion, or markdown optimization tools
Familiarity with elasticity modeling and test-and-learn design
Experience with ERP, POS, or e-commerce pricing systems and the controls around price change execution
Proficiency in Power BI, Tableau, or co
At Bob's Discount Furniture, we value the unique skills and experiences that each candidate brings. Success in this role is driven by a combination of technical expertise, problem-solving abilities, behavioral and leadership skills, and customer focus. If you thrive in a dynamic environment and enjoy leveraging your skills to make an impact, this is the perfect opportunity for you!
Who We Are
At Bob's, we have fun, we love what we do, and we're growing fast! We are one of the fastest growing omni-channel furniture retailers in the country and we're committed to creating a workplace that values skills-based hiring, diverse perspectives, and an inclusive culture where everyone can thrive.
How We Will Support Your Success
We know you have many choices when it comes to your career. At Bob's, we invest in your growth, well-being, and career advancement.
Benefits & Perks
Competitive Medical, Dental, and Vision Insurance
Generous paid time off, including vacation, personal days, sick leave, holidays, and your birthday!
401(k) Profit Sharing Plan with a generous company match
Pet Insurance and employer-paid Life Insurance options
Professional Development: Tuition reimbursement, on-demand learning, and career progression pathways
Employee Discount starting on Day 1, plus exclusive partner discounts
And so much more!
Our Culture & Core Values
At Bob's, we believe in fostering a positive, inclusive, and skill-driven work environment. Our core values—Honesty, Integrity, Transparency, Community, Safety, Diversity, Accountability, and Fun—guide everything we do. We're not just a workplace; we're a team that supports and celebrates each ther!
Diversity is a Core Value at Bob's
At Bob's Discount Furniture, we want you to feel at home. Whether you're shopping with us or a part of the Bob's team, we want you to know that you are valued, appreciated, and free to be who you are. We are committed to creating a place as diverse as the communities we serve.
Expected Base Pay Not Including Potential Commissions, Incentive, Bonus, etc. Opportunities:
$100,000 - $125,000
It is policy of Bob’s Discount Furniture, Inc., to provide equal employment opportunity to all employees and applicants for employment. No person shall be discriminated against or harassed because of race, religion, color, sex, age, national origin, disability, pregnancy, citizenship, veteran or military status, or any other protected status in accordance with federal, state or local law.
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