Vice President, Costing and Revenue Strategy

Forward Air · Dallas

The Vice President, Costing and Revenue Strategy leads the development and execution of a comprehensive, competitive, scalable, and profitable pricing and revenue strategy across the company’s portfolio of services, primarily focused on LTL and Domestic Freight Forwarding. They collaborate with Sales, Operations, Finance, and Executive Leadership to balance margin optimization with customer needs and broader market dynamics. They bring a strategic, solutions-oriented approach to pricing, costing, revenue management, and technology enablement initiatives while leveraging data to establish and continuously build a scalable framework for profitable growth.

Responsibilities

Lead the development of scalable enterprise pricing strategy, governance, and frameworks aligned to organizational growth and profitability goals across the entire portfolio of services.
Identify and lead program modernization initiatives through technology enablement and integration, driving the implementation and adoption of new technologies to support enterprise growth and transformation.
Spearhead, mentor, and develop a high-performing pricing organization by assessing capabilities, driving succession planning, and building a roadmap to enhance talent, analytics, costing, and pricing expertise across all transportation modes.
Develop and oversee pricing and financial analytics, modeling, and forecasting while collaborating with Finance to ensure pricing decisions reflect current market conditions and cost structures.
Provide executive level reporting on pricing and cost performance, margin trends, and competitive positioning.
Partner with Sales and Operations leaders to support key bids, RFPs/RFQs, renewals, and customer specific pricing strategies.
Lead cross-functional initiatives to enhance enterprise pricing infrastructure, leveraging industry rate trends and market insights to drive proactive pricing strategies and adjustments.
Build and maintain strong relationships with industry peers and external logistics partners to support rate negotiations and competitive pricing.
Champion continuous improvement initiatives that drive the strategic value of pricing operations, especially those surrounding accuracy, speed, margin, and pricing governance.
Ensure compliance with applicable regulations, including FMC rules and other international shipping requirements.
Represent the organization in industry forums, summits, and strategic partnership meetings.
All other duties as assigned to meet evolving business needs.

Qualifications

Education: Undergraduate degree in Business, Supply Chain, Finance, or a related field from an accredited college or university required.
Certification/Licensure: Relevant industry certifications (e.g., CSCMP, NAPM) preferred.
Experience: 10+ years of progressive leadership experience in finance, economics, pricing, or revenue management within the transportation and logistics industry, with deep expertise in pricing strategy across LTL, FTL, and domestic freight forwarding services.
Expert knowledge of FMC rules, and regulations.
Advanced expertise financial modeling, and forecasting on a national scale.
Strong understanding of economic principles, pricing elasticity, and macroeconomics factors impacting transportation and logistics markets.
Previous experience with tariff structures, accessorial pricing, class/commodity frameworks, and modal rate management.
Prior experience leading transformation and change management initiatives, focused on modernizing pricing organizations and processes.
Strong analytical acumen with the ability to interpret market data and translate it into strategic recommendations.
Working knowledge of pricing technology and data landscape (SMC3, CargoWise, Snowflake/Databricks, or homegrown) with direct accountability for future strategy including selection, strategic design, and implementation.
Exceptional communication skills, both written and verbal, with experience presenting to and influencing senior leaders.
Demonstrated discretion and confidentiality in handling and protecting sensitive information.
Technical: Proficient with common office technologies, including Windows PCs, Microsoft O365 (Outlook, Word, Excel, PowerPoint, etc.), Salesforce, TMS/WMS platforms, and web conferencing (Teams, Zoom, Webex, etc.).
Environment: Comfort commuting to/from and working in a 100% on site setting (listed in this posting), with occasional travel for related meetings/events.

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