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Director / Head of Revenue

Memphis, Tennessee
*Possible flexibility to location*

The Head of Revenue will be responsible for leading the team to build tools and processes to help guide the company through platform monetization strategy. In this role, you will partner with the company leadership team to conceptualize, define and implement revenue strategy while reporting regularly on key metrics relating to revenue activity. Other key responsibilities include engaging with our Carrier and Shipper sales teams to fulfill strategic pricing requests, maintain current knowledge of ag transportation market rates, build and maintain databases and models relating to pricing activities and work with our world-class product and engineering teams to design pricing tools and infrastructure for our mobile app platform. We’re looking for candidates that have the enthusiasm and aptitude to excel in a dynamic work environment as an early member of the Transport team.
Within 45 days, take responsibility for Transport monetization strategy and pricing process to meet business profitability objectives
  • Lead monetization strategy and develop platform revenue structure (e.g., cross-subsidation, fees for access, fee for service, etc.) and key milestones/conditions under which fees should be implemented
  • Develop key platform revenue metrics to guide decision-making (e.g., lifetime customer value)
  • Suggest new service strategies for growers, shippers and carriers to promote user lock-in to the platform and long-term revenue generation
Within 45 days, develop and implement a process to identify lanes or shipments that require pricing adjustments (e.g., based on loads that are being viewed but not claimed) and to rapidly implement those adjustments
  • Lead the design, building and process for maintaining all databases related to pricing, shipper contracts/awards, historical load bids and adjustments, spot quote histories
  • Drive continuous improvement around monitoring lane level pricing movements
  • Lead efforts to execute pricing adjustments as needed against baseline prices
Within 45 days, provide measurements of Trucking pricing versus alternative transportation solutions, and recommendations for adjustments
Within 45 days, work with Data Sciences and Product Management to identify and document the requirements for a Dynamic Pricing solution that brings together all the necessary data and data sets and algorithms 1. Providing pricing to Grain Marketplace and 2. Providing pricing optimization based on company Lane Library
Within 30 days develop revenue KPIs and reporting metrics for team including key processes (e.g.,  quoting process, reporting and visibility goals)
Attract, hire and cultivate talented Pricing Analysts as needed to build a high-performance culture 

Key Competencies  

Able to manage the collection and analyzing of large data sets
  • Translate conclusions into easy-to-understand strategic decisions
  • Quickly draw conclusions and drive business strategy around these conclusions
Comfortable working with data sciences team to implement strategy and designing new algorithms
Demonstrated experience with advanced analytic tools to capture, organize, and quality check financial data
Demonstrated experience in presenting results of detailed data analyses to business audiences (including reports, dashboards, and presentations)
  • Create ad hoc quantitative analyses for Head of Trucking Group
  • Provide insights to leadership through analysis of pricing patterns and carrier/shipper behaviors
Experience working with a variety of demographic-related and/or point-of-sale data that leads to pricing decisions
Demonstrates strong relationship building skills
Strong communication skills; written and oral
Strong problem solving and decision-making skills
Works well within a team and independently
Ability to negotiate, motivate, coach, and influence direct team as well as cross functional teams

Key Qualifications  

Master’s degree in related field preferred
Management Experience preferred
Experience in visualization frameworks (Spotfire, Tableau, Google Studio)
5+ years relevant experience in analytics/pricing field or in an equivalent function
Experience working with agile software development teams
Experience in Python, R, SQL and Excel required
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