Director of Pricing

Director of Pricing

Position Overview

The Director of Pricing will lead the development, execution, and governance of pricing strategy across both the brokerage and asset-based divisions at J. Boren & Sons Enterprises. This individual will ensure competitive, profitable, and data-driven pricing decisions that align with company growth targets, customer expectations, and market dynamics. Acting as the central pricing authority, the Director will collaborate cross-functionally with Business Development, Operations, Finance, and Executive Leadership to drive margin performance, optimize fleet utilization, and strengthen long-term strategic positioning.

Key Responsibilities

Strategic Leadership

Develop and implement enterprise-wide pricing strategies that balance growth, margin, and competitiveness for both brokerage and asset operations.

Establish governance frameworks, controls, and pricing policies to ensure consistency, scalability, and profitability across all business units.

Partner with senior leadership to guide bid strategy, contract negotiations, and long-term rate programs that align with company goals.

Brokerage Pricing

Lead the creation and management of spot, contract, and RFP pricing models.

Oversee vendor relationships related to transactional and contractual pricing (e.g., AVRL, Transfix).

Maintain and analyze market intelligence to inform pricing decisions and identify trends.

Ensure RFP response times are within 5 business days for contract bids and less than 24 hours for project-based quoting.

Asset-Based Pricing

Set rate structures for dedicated fleet, regional, and long-haul truckload operations.

Collaborate with Operations to align pricing with asset utilization, driver costs, and trailer capacity.

Monitor and optimize profitability by lane, customer, and equipment type, adjusting pricing strategy to maximize yield and fleet performance.

Analytics & Market Intelligence

Lead data collection, modeling, and analytics to monitor margin performance, win rates, and pricing accuracy (target ≥ 95%).

Produce executive-level reporting highlighting trends, risks, and strategic opportunities.

Leverage internal TMS data and third-party tools (e.g., DAT, Transfix, Excel, McLeod) for real-time decision support and forecasting.

Collaboration & Leadership

Partner with the Vice President of Business Development to design pricing strategies for new business and renewals.

Support Operations teams with real-time pricing guidance for daily load acceptance and optimization.

Mentor and develop a pricing team capable of scaling with company growth, fostering a data-driven, high-performance culture.

Represent the pricing function during Quarterly Business Reviews and strategic customer meetings.

Qualifications

7+ years of experience in pricing, strategy, or finance roles within transportation, brokerage, or logistics.

Strong understanding of market dynamics, cost structures, and margin management in freight environments.

Proficiency in Excel, DAT, Transfix, and McLeod preferred (or similar TMS / pricing platforms).

Exceptional analytical, communication, and leadership skills.

Demonstrated ability to lead cross-functional teams, implement scalable pricing models, and deliver measurable financial impact.