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.