Director of Strategic Pricing - UniFirst

About UniFirst
UniFirst is one of North America’s largest workwear and textile service companies, providing managed uniform and facility service programs to businesses in virtually every industry. With over 275 service locations, we deliver innovative solutions, consistent quality, and superior customer service to help our customers stay focused on their core business. At UniFirst, you’ll find a culture that values growth, teamwork, and continuous improvement.

Position Summary
We are seeking an experienced Pricing Leader to drive profitable growth through strategic pricing design, optimization, and governance across our B2B services and product portfolio. The ideal candidate will bring 10+ years of proven experience in pricing leadership, revenue management, and commercial strategy, with a deep understanding of the dynamics, cost structures, and competitive pressures in long term contract pricing.
This role will own the pricing strategy from concept to execution, partnering closely with Operations, Sales, Finance and Marketing to ensure pricing delivers sustainable margin improvement while supporting market share growth. This is a high-visibility, high-impact role where you’ll work directly with the C-suite to shape pricing, protect margins, and fuel profitable growth.

Key Responsibilities

• Pricing Strategy & Governance
  • Lead annual pricing reviews and ongoing targeted adjustments across a revenue base of $2.5+Billion balancing pricing and customer experience
  • Manage and refine the implantation process, including tools that enable targeted customer level pricing across >100 operating locations
  • Develop, maintain, and evolve “UniFirst Way” Pricing Toolkit including targeting tools, implementation tools, customer models and dashboards to track campaign effectiveness
  • Drive adoption of pricing technology, automation, and CPQ (configure–price–quote) tools.
  • Develop, maintain, and evolve KPIs and dashboards to track impact.
• Pricing Strategy & Governance
  • Develop and lead enterprise-wide pricing strategy aligned with business objectives, customer value, and competitive positioning across both new and renewal business.
  • Establish pricing governance frameworks to ensure consistency, discipline, and compliance across all service lines and geographies.
  • Continuously refine price architecture, discounting policies, and contract terms to optimize profitability.
• Analytics & Market Insights
  • Leverage advanced analytics and financial modeling to assess price elasticity, margin impact, and competitive benchmarks.
  • Partner with Executive Leadership on annual pricing forecasting and tracking with responsibility for developing strategies to meet and track progress against goals
  • Own customer profitability analytics
  • Integrate disparate data across the organization to develop powerful insights
  • Utilize data-driven methodologies to assess market elasticity, competitive trends, and cost-to-serve implications.
  • Lead segmentation analysis to identify differentiated pricing opportunities by customer type, geography, and service complexity
• Commercial Support & Enablement
  • Partner with Sales and Regional Operations to develop value-based pricing that delivers overall customer profitability.
  • Support the commercial teams on pricing guidelines, negotiation strategies, and margin protection.
• Leadership & Transformation
  • Build and lead a high-performing pricing team that supports UniFirst’s growth objectives.
  • Drive cross-functional alignment to elevate pricing maturity across the business.

Qualifications
• Bachelor’s degree in Business, Finance, Economics, Industrial Engineering, or related field; MBA preferred.
• 10+ years of relevant experience in pricing, revenue management, or commercial strategy, with at least 5 years in a leadership role in B2B industrial services (e.g., industrial laundry, field services, facilities services, logistics, environmental, equipment rental).
• Proven track record of delivering margin expansion and pricing discipline in complex service environments.
• Strong command of pricing analytics, financial modeling, and analytical tools including SQL, Tableau, and advanced excel.
• Exceptional communication and influencing skills with C-suite and operational teams
• Strong financial acumen with expertise in P&L impact, margin analysis, and value-based pricing methodologies.
• Experience in a multi-site or distributed service network preferred.
• Lean Six Sigma or process improvement certification preferred.

Why UniFirst
At UniFirst, you’ll be part of an organization that prioritizes people, performance, and purpose. This is a highly visible leadership role where you will directly shape pricing strategy for one of North America’s most respected service companies. In return, we offer competitive compensation, comprehensive benefits, and opportunities for professional growth in a collaborative, values-driven culture.

Benefits & Perks:

401K with Company Match, Profit Sharing, Health Insurance, Employee Assistance Program, Life Insurance, Paid Time Off, Tuition Reimbursement, 30% Employee Discount, Employee Referral Bonuses.

UniFirst is an international leader in garment & Uniform services industry. We currently employ over 14,000 team partners who serve 300,000 business customer locations throughout the U.S., Canada, and Europe.

We were included in the top 10 of Selling Power magazine’s “Best Companies to Sell For” list and recognized on Forbes magazine’s “Platinum 400 – Best Big Companies” list. As an 80-year old company focused on annual growth, there’s never been a better time to join our team. 

UniFirst is an equal opportunity employer. We do not discriminate in hiring or employment against any individual on the basis of race, color, gender, national origin, ancestry, religion, physical or mental disability, age, veteran status, sexual orientation, gender identity or expression, marital status, pregnancy, citizenship, or any other factor protected by anti-discrimination laws