The Channel Pricing Manager is responsible for developing, implementing, and governing pricing strategies across B2B and B2C channels, ensuring alignment with the company’s overall commercial strategy.
The role ensures pricing structures deliver profitable growth, competitive positioning, and clear price alignment between channels and customer segments. This includes driving the pricing architecture, development of segment-based pricing strategies, and governance of promotional pricing frameworks.
A key aspect of the role is maintaining pricing guardrails to drive profitable relationships while enabling the business to compete effectively.
The Channel Pricing Manager will work cross-functionally with Sales, Marketing, Finance, Product, and Channel teams to ensure pricing decisions are data-driven, aligned to market, and consistently executed across all routes to market.
Key Responsibilities
Channel Pricing Strategy
- Develop and maintain pricing strategies across B2B and B2C channels, ensuring alignment with overall commercial strategy.
- Manage pricing alignment between channels and segments to maintain appropriate price relationships.
- Own and maintain the pricing architecture, including list price, segment price levels, discount structures, and promotional pricing frameworks.
- Provide pricing guidance for new product launches and channel expansions.
- Ensure pricing supports both revenue growth and sustainable margin performance.
Customer Segment Pricing
- Develop and implement customer segment–based pricing strategies, reflecting differences in customer value, purchasing behaviour, and service requirements.
- Align pricing structures across customer segments, channels, and product categories to ensure consistency and strategic alignment.
- Analyse profitability across segments to identify opportunities for price optimisation and margin improvement.
Market & Competitive Pricing Analysis
- Collect and analyse market pricing data, competitor pricing, and index internal price position against the market.
- Monitor pricing trends across key competitors.
- Translate pricing insights into actionable recommendations for price adjustments and strategy improvements.
- Conduct pricing analytics including price realisation, discounting trends, and margin analysis.
Promotional Pricing Strategy
- Design and manage promotional pricing frameworks across channels and customer segments.
- Ensure promotional activity supports channel strategy and brand price positioning.
- Monitor promotional performance and identify opportunities to improve return on investment and margin impact.
- Coordinate with marketing and sales teams to align promotional activity with broader commercial objectives.
Pricing Governance & Execution
- Establish and maintain pricing governance processes, policies, and approval structures.
- Ensure consistent and accurate pricing execution across channels and systems.
- Manage pricing data, price lists, and tools to maintain pricing accuracy and operational efficiency.
- Drive improvements in pricing processes, reporting, and analytics capabilities.
Performance Monitoring & Reporting
- Monitor pricing performance across channels, products, and customer segments.
- Support development of dashboards and reports that provide visibility on pricing effectiveness and margin performance.
- Provide regular insights and recommendations to senior leadership to support commercial decision-making.