Sr Manager, Pricing

WestRock - Sandy Springs, GA3.3

ContractEstimated: $120,000 - $150,000 a year
WestRock (NYSE: WRK) partners with our customers to provide differentiated paper and packaging solutions that help them win in the marketplace. WestRock’s 50,000 team members support customers around the world from more than 320 operating and business locations spanning North America, South America, Europe, Asia and Australia. Learn more at

Sr Manager, Pricing - Sandy Springs, GA

1000 Abernathy Rd, NE
Atlanta, Georgia, 30328
United States

Sr Manager, Pricing (Food & Beverage)

Sandy Springs, GA

The opportunity:
The Sr. Manager of Food & Beverage Americas Pricing leads pricing and business analysis activities and actively drives transformative change and process improvements. This role is responsible for the advancement, management and execution of the Food & Beverage Americas pricing strategies, tactics, analytics and processes. This position reports to Sr. Director of Americas Converting Pricing and is closely involved in developing the roadmap for the transformative change in pricing as well as the communication and execution of the enhancements. The Sr. Manager manages the full cycle of RFPs/RFQs and other pricing requests. This position’s objectives include contributing to the company’s financial goals and positioning the company for long-term growth and profitability. This role requires a lot of hands-on work, efficient team management, close partnership with multiple stakeholders up to VP and EVP levels and effective introduction of best practices. The Sr. Manager will have human capital oversight.

How you will impact WestRock:
Functional Responsibilities

The Sr. Manager and his/her team supports the Food & Beverage Americas business, typically with the activities listed below:

Coordinates, manages and tracks all RFP / RFQ, contract extensions and other pricing/quote requests; partners with Sales, Operations, Finance and Marketing to review opportunities and contribute to maximizing individual deal profitability and to improving win/hit rate
Designs and performs all pricing, deal review, profitability and other business analyses that support pricing related decisions, providing data-driven analytics tailored to the specific business situation and providing thoughtful recommendations and insights to drive leadership discussion
Owns framework for price tracking; provides price change information to Finance for revenue forecasting
Executes and tracks pricing related approvals and post mortem of won and lost opportunities
Reviews and recommends commercial terms and contract language, including price change mechanisms
Maintains and manages contract related pricing and price change models
Facilitates market commentary for business stakeholders in conjunction with the marketing team
Supports other activities and ad-hoc requests as needed
In partnership with Sr. Director, Sr. Manager will conceptualize, lead, socialize and execute the transformative change within the pricing function, capabilities, framework, processes and analytics in order to actively contribute to the company’s financial goals and long-term outlook, including but not limited to below:

Closely engage with multiple stakeholders in Sales, Operations, Marketing, Finance and others up to VP and EVP levels to identify their goals, pain points, process gaps and necessary improvements to help develop and drive the pricing transformation vision, roadmap and new capabilities and enhancements. Lead communication, secure stakeholder buy-in and support

Improve price recommendations to grow both top and bottom lines and to optimize asset productivity by enriching with advanced pricing analytics, competitive intelligence, customer/product segmentation and other relevant information

Establish analytical framework to develop price guidance per customer and product segmentation, competitive and other business intelligence (BI)

Develop the framework, process and tools to collect, track and disseminate customer profiles and competitive intelligence and to advance customer and product segmentation in partnership with other stakeholders. Collect and systemize information on competitive capabilities vs WestRock to provide actionable data-driven pricing and strategic decisions

Continuously elevate pricing and business intelligence analytics by enriching with important product, customer, competitive, capacity and other internal and BI data

Engage with pricing stakeholders in sister divisions to share knowledge and best practices and to work towards process alignment where necessary

Continuously review and improve/rationalize pricing processes to drive better data-driven decisions, increase productivity of the pricing team and other stakeholders involved in pricing and to most effectively support the pricing strategy and tactics


The Sr. Manager is accountable for the following:
Leads through WestRock’s behaviors:
Recognize performance: recognizes team and individuals when performance is outstanding. Recognizes extraordinary wins of commercial stakeholders.

Empower: empowers team to grow their capabilities. Creates an environment centered on idea sharing and continuous improvement to better serve stakeholders and enhance pricing capabilities. Encourages team to partner with other pricing teams, sales, ops, finance, marketing, etc.

Align goals: sets team goals that align to business needs as well as pricing improvement for the business and segment. Creates individual goals to further develop individual capabilities.

Communicate the why: leads communication with stakeholders for rationale of analytical approach and influences stakeholders for process change / improvement. Provides thoughtful, balanced feedback to both stakeholders and team members.

Reviews work of individuals on the team as appropriate to ensure quality work product. Takes action and problem solves without prompting when issues arise

Directs the thought process for the team’s activities. Continuously strives to augment and enhance team’s capabilities and processes to improve pricing capabilities for WestRock

Draws insights and makes recommendations to improve profitability of WestRock

Provides managerial oversight and leadership on pricing policy and strategy implementation

What you need to succeed:
8+ years of overall work experience

5+ years of relevant pricing, analytical experience; pricing and/or function transformation experience

4+ years of relevant manufacturing industry and B2B environment experience

4+ years of direct supervisory experience

An ideal candidate will have the following skills, qualifications and experience:

Relevant experience in paper converting industry, with B2B model, preferably in a large public company

High business and financial acumen with a track record of effective partnership with key stakeholders

Strong leadership skills combined with executive presence and proven experience of team development with proficiency to manage a team of professionals that develop pricing models and tools, perform advanced analyses, articulate and explain analyses, present results to all levels of the organization

Experienced in conceptualizing, gaining stakeholder buy-in and implementing transformative change and process improvements in pricing, finance, procurement, operations or similar

Outstanding analytical mindset and skills; capacity to teach and grow the team’s skills and capabilities

Relevant background developing sophisticated pricing frameworks, models and tools that drive value-based pricing and that reduce the dependence on discounting to win business. A track record of helping sales team effectively communicate the value and defend the price

Proven record of building sophisticated pricing models, analytical tools and frameworks

Excellent written and verbal communication skills

Advanced Excel required; must be proficient in PowerPoint

What we offer:
Corporate culture based on integrity, respect, accountability and excellence

Comprehensive training with numerous learning and development opportunities

An attractive salary reflecting skills, competencies and potential

A career with a global packaging company where Sustainability, Safety and Inclusion are business drivers and foundational elements of the daily work.

WestRock Company is an Equal Opportunity Employer committed to creating and maintaining a diverse workforce: Minorities/Females/ Disabled/Veterans.