Own enterprise customer profitability governance across supported business units.
Identify customers with margin leakage, declining profitability, unfavorable product mix, excessive discounts, unrecovered freight, high service burden, or weak realized margin.
Develop standard customer profitability reviews by customer, branch, region, business unit, segment, and product family.
Partner with sales, national accounts, finance, and business leaders to create action plans for underperforming customers.
Evaluate customer profitability using full deal economics, including price, cost, rebates, freight, delivery, returns, payment terms, service levels, and branch support requirements.
Establish clear standards for customer-level margin targets, exception review, price agreement hygiene, and profitability improvement actions.
Track customer profitability actions from identification through execution and realized margin impact.
Lead the enterprise Deal Desk for large, complex, strategic, or exception-based customer pricing decisions.
Own deal desk intake, review, approval workflow, escalation process, documentation standards, and service-level expectations.
Govern reviews for below-floor pricing, strategic account exceptions, large customer-specific pricing agreements, multi-branch deals, long-term price commitments, freight exceptions, and high-risk competitive matches.

10+ years of experience in pricing, commercial finance, revenue management, deal desk, customer profitability, sales operations, national accounts, rebates, or related commercial leadership roles.
Experience in B2B distribution, building products, industrial distribution, wholesale, manufacturing, retail, or multi-branch commercial environments.
Strong understanding of customer-specific pricing, negotiated pricing, national account agreements, vendor rebates, customer rebates, cost pass-through, discount governance, and margin management.
Experience evaluating customer profitability beyond gross margin, including rebates, freight, delivery, payment terms, service cost, and commercial exceptions.
Demonstrated ability to partner with sales and national account teams while enforcing pricing and margin discipline.
Experience managing approval workflows, commercial exceptions, deal desk processes, or customer pricing governance.
Strong analytical and financial acumen, with the ability to translate complex economics into clear commercial recommendations.
Experience leading cross-functional teams and influencing senior commercial leaders.

Senior Director, Customer Profitability, Deal Desk – Rebates

Key skills