Do you deeply understand why consumers “buy”? Do you have a proven methodology to understand what consumers value – and what they would pay in return? Do you have the uncanny ability to combine both hard financial analysis with a deep understanding of consumer buying behavior to develop breakthrough pricing, packaging, and promotion strategies? Can you operate cross-functionally to execute on your breakthrough ideas? Are you a leader who can drive your agenda with both your peers and senior executives while building a new corporate capability?

Then this is the role for you.

We are looking for a business leader with pricing and packaging expertise who can lead our new Pricing and Packaging function. In this role, you will develop pricing, packaging, and promotion strategies to support all brands, geographies, and selling channels in the Endurance International portfolio including Constant Contact email marketing, HostGator website hosting, Bluehost website hosting, and more. Strong candidates will have a proven track record of both developing and operationalizing pricing, packaging, and promotion strategies in high-volume ecommerce businesses. Strong candidates will also have an established methodology for developing these strategies that can apply to Endurance’s brands. To succeed, you must be a team player who can work cross-functionally while also being a thought-leader who can relentlessly drive new ideas, even in the face of initial resistance. Top candidates will be leaders who have both functional know-how and the organizational savvy to establish a new corporate function. We are looking for someone who thrives in an entrepreneurial environment and has a strong bias for action.


Essential job functions:


Build Endurance pricing and packaging capability
Support all brands and all geographies to develop pricing, packaging, and promotion strategies to maximize customer lifetime value while meeting near-term unit and cash goals
Develop pricing and product packaging insights from market research using both qualitative and quantitative data, including conjoint studies
Understand price elasticity of our products to understand trade-offs in units vs. price, and longer-term business implications of maximizing for unit growth vs. revenue growth
Recommend packaging and/ or repackaging of existing offers
Recommend new offers and recommended packaging for unmet market needs, spanning multiple product categories, selling channels, geographies, and brands
Define promotion strategies by channel that optimizes business outcomes
Apply knowledge of customer willingness-to-pay and pricing psychology to maximize outcomes
Align leadership team on metrics for success and guardrails for pricing and packaging strategies: cash vs. units vs. lifetime revenue vs. margin vs. NPS
Create leadership buy-in to proposed strategies: General Managers, Finance leadership, Marketing leadership, Sales leadership, Product leadership
Partner with brand Product Marketing teams to implement recommended pricing and packaging strategies, coordinating cross-functionally to operationalize and to test-and-learn
Create and use financial models to explore alternative pricing and packaging scenarios to support web optimization team for day-to-day operations, partnering with Finance as needed
Recommend processes, technologies, and additional people skillsets needed to build Endurance pricing and packaging capability
Implement and educate key stakeholders on pricing psychology best practices
Thrive in a fast-paced, rapidly changing environment

Qualifications:


Bachelor degree
MBA or advanced degree relevant to pricing strategy preferred
6+ years experience defining and operationalizing pricing and packaging strategy to generate sustainable revenue growth, ideally in fast-moving high-volume industries
2+ years experience creating complex financial models; excellent quantitative analysis skills
Expertise in pricing tools and methodologies, including conjoint analysis, financial modeling, price elasticity, add-on vs. bundling vs. versioning strategy, and pricing psychology
Strategic thinker and experienced operator: Proven ability to both identify opportunities and drive action to pursue those opportunities
Strong collaborator and proven leader who can build great working relationships with both peers and executive leadership
Excellent ability to create logic-driven, data-backed recommendations and insights with an eye towards pithiness; excellent written and oral communication skills
Marketing mindset focusing on customer needs, how we match offers to those needs, and how we get target customers to buy (and rebuy)
Self-starter who can operate with limited guidance but knows when to ask for help
Positive attitude and proven team player
Fearless to take on new responsibilities or try something new
Outstanding flexibility, adaptability and sense of accountability


Preferred:


2+ years experience in technology industry serving consumer or SMB markets via ecommerce selling channels
2+ years management consulting experience with focus on pricing strategy
Experience creating websites or marketing campaigns in any context

 

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