Job Description

The Director of Pricing builds and operates PremiStar’s platform-level pricing capability primarily for the service business. The role is an enabler and standardizer, not a driver of individual pricing decisions: it owns the pricing frameworks, principles, methodologies, guardrails, tools, and processes and drives consistent adoption across business units, while service and business-unit leadership retain ownership of pricing execution. Commercial leadership serves as the escalation path for major pricing exceptions or gaps in adoption.

Provides functional (dotted-line) coordination of business-unit pricing users to GMs, controllers, service managers, and BU pricing leads, where designated, through the Regional Service VPs, who remain the primary channel for business-unit execution and adoption such as standardization of T&M, quoted service, and service agreement (SA) pricing, owns the platform pricing tools and their data connectivity, and tracks margin performance and compliance. General-contractor and large construction/capital-project pricing are out of scope and remain with the construction and procurement organizations. This role does not perform job-by-job pricing or review individual estimates.

ESSENTIAL RESPONSIBILITIES:

• Define and maintain platform pricing principles, methodologies, guardrails, exception rules, discount bands, and approval thresholds across service revenue streams (T&M, quoted service, and SAs).
• Standardize pricing practices, processes, and templates across business units and lead their rollout and field adoption — including training, change management, and adoption tracking — working through the Regional Service VPs and BU pricing leads for execution.
• Serve as business product owner for the platform pricing tools (quoted service / install pricing tool, pricing-recommendation logic, and dashboards), owning requirements and updates for tools and ERP / data-lake connectivity and reporting.
• Run the periodic T&M labor-rate cycle: rate-design logic, markup tables, ancillary charges, and consistent adoption across business units.
• Track and report pricing performance — quoted vs. realized margin, leakage, discounting, realized labor rate vs. target, and guardrail compliance — and surface gaps to commercial and service leadership. Work with appropriate stakeholders to build this reporting where needed.
• Translate customer segmentation into differentiated pricing rules by customer tier — rates, markups, discount floors, and approval thresholds — embedded as defaults in the pricing tools, with realized price and margin monitored by segment.
• Partner with Finance on margin and cost data and with IT on data access, analytics, and pricing-tool development support.
• Coordinate occasional third-party, double-blind market benchmarking to assess relative price positioning by business unit

MINIMUM AND/OR PREFERRED QUALIFICATIONS:

• Bachelor’s Degree in Business, Finance, Engineering, or a related field strongly preferred, or High School / Trade School Diploma (or GED / High School Equivalence Certificate) with 10+ years of commercial HVAC / technical-services pricing, estimation, or margin-management experience

EDUCATION:

• 10+ years in commercial HVAC, mechanical services, or a closely related B2B technical-services industry, including significant dedicated experience in pricing, estimation, or margin management and platform- or multi-site pricing standardization initiatives.
• Experience as a business product owner for pricing or quoting tools, working with ERP and data / analytics platforms.
• Experience in a private-equity-backed, acquisition-built, or multi-site platform environment, or supporting a structured transformation program, preferred

SKILL REQUIREMENTS:

• Strong command of cost build-up, rate setting, discounting, and contribution-margin logic.
• Translate analytics into clear commercial decisions and field actions.
• Pricing / quoting tool product ownership and process design.
• Data and analytics fluency — ERP, data lake, and BI (Power BI); strong Excel modeling.
• Stakeholder management across business-unit leaders, sales, finance, and operations.
• Drives standardization and change in a decentralized, multi-business-unit environment.
• Leads through influence rather than authority — builds trust and works effectively with and through senior regional and field leaders.
• Facilitates alignment across stakeholders with differing views to reach a workable common standard.
• Even-keeled and resilient — maintains composure and productive working relationships under pushback.
• Working knowledge of commercial HVAC / technical-services pricing (T&M, quoted service, and SAs).
• Communication and presentation proficiency.
• Attention to detail and ability to work independently.
• Microsoft Office skills; Microsoft Dynamics 365 experience preferred.

PHYSICAL DEMANDS:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

WORK ENVIRONMENT:

• This job operates in both an office and a field environment. Must be able to sit and/or stand for extended periods of time.

REASONABLE ACCOMODATION:

Reasonable accommodation will be made to enable individuals with disabilities to perform the essential job functions unless doing so presents an undue hardship on the Company’s business operations.

OTHER DUTIES:

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.Employees understand the above job description and agree to comply with and be subject to its conditions. Employee further agrees this job description does not alter his/her at-will employment status. Employees understand the Company reserves the right to delegate, remove, expand or change all responsibilities. Employees acknowledge that he/she can fulfill the above duties with or without reasonable accommodation.