Pricing Director Europe 1 H/F XPO Logistics

The Pricing Director Europe F/H, based in Lyon or Paris (France) leads the pricing strategy across all Lines of Business (LOBs) in Europe, ensuring profitable growth, margin optimization, and pricing consistency across the region. Reporting directly to the Europe CFO, the role acts as the central pricing authority and works in close collaboration with all LOB Pricing Directors to align strategy, governance, and execution across countries and business activities.

This senior leadership position drives the shift toward a value-based, data-driven pricing culture in a complex, international matrix environment.

Pricing Strategy & Leadership

• Define and deploy the European pricing strategy across all Lines of Business.
• Ensure alignment between pricing strategy, financial objectives, and commercial priorities.
• Partner with the Europe CFO, LOB Directors, Sales, Finance, and Operations leadership teams to support profitable growth.
• Lead strategic pricing initiatives to improve competitiveness, customer value proposition, and profitability.

Coordination Across LOBs

• Work closely with all LOB Pricing Directors to ensure consistency and alignment of pricing practices across Europe.
• Coordinate cross-LOB pricing initiatives, governance standards, and strategic pricing decisions.
• Facilitate sharing of pricing best practices, methodologies, and performance insights between business units.
• Ensure harmonized pricing approaches while considering local market specificities and operational realities.

Pricing Governance & Commercial Discipline

• Establish and maintain European pricing governance, approval processes, and pricing policies.
• Drive pricing discipline across countries, customer segments, and commercial channels.
• Ensure compliance with Group pricing standards and governance frameworks.
• Support decision-making through structured pricing reviews and escalation processes.

Margin & Profitability Management

• Lead margin optimization initiatives across all European activities.
• Monitor pricing performance, profitability evolution, and commercial KPIs.
• Oversee pricing analytics, competitive benchmarking, and profitability analysis.
• Manage pricing mechanisms including fuel surcharges, indexation, tolls, and environmental fees.
• Optimize corridor profitability, customer profitability, and network contribution.

Commercial Support & Strategic Deals

• Provide pricing leadership for major international and multi-country tenders.
• Validate pricing structures and commercial conditions for strategic accounts.
• Support Sales teams with value-based pricing methodologies and negotiation guidance.
• Ensure commercial opportunities are aligned with profitability objectives.

Pricing Transformation & Tools

• Drive the implementation and adoption of global pricing tools and methodologies across Europe.
• Lead the transition from legacy and volume-driven pricing practices toward value-based pricing models.
• Promote data-driven pricing decision-making and pricing maturity within the organization.
• Identify opportunities for automation, standardization, and process improvement.

Capability Building & Change Management

• Develop pricing capabilities across Sales, Finance, and Operations teams.
• Deliver training and coaching on pricing governance, value-selling, and margin management.
• Lead change management initiatives supporting the evolution of commercial behaviors and pricing culture.
• Foster a strong performance and accountability mindset across the organization.

Profile & Qualifications

• Significant experience in Pricing, Commercial Finance, Revenue Management, or Commercial Excellence within an international environment.
• Proven track record in leading strategic pricing initiatives at regional or European level.
• Strong experience working within complex matrix organizations and cross-functional environments.
• Excellent analytical, financial, and strategic thinking capabilities.
• Strong stakeholder management and influencing skills at senior leadership level.
• Ability to balance strategic vision with operational execution.
• Experience in transport, logistics, supply chain, distribution, industrial services, or B2B environments is highly desirable.