Position Overview: The Director of Pricing & Procurement Strategy is a pivotal leadership role responsible for setting pricing and procurement strategy across Northstar's Commodity Sales organization, working in close partnership with the Sales and Growth account teams to maximize gross profit. Reporting to the VP of Commodity Sales (Strategy & Procurement), this individual will drive cost-savings initiatives, develop strategic relationships with key outlets and suppliers, and shape the pricing frameworks that guide client proposals, renewals, and contract structures. By leveraging strong analytical skills, commercial acumen, and a commitment to excellence, the Director of Pricing & Procurement Strategy will deliver measurable improvements in gross profit, cost savings, outlet terms, and team capabilities. This role is accountable for aligning vendor agreements with Northstar's client commitments, so that pricing, payment, performance, and risk terms are matched on both sides of every contract.

Key Responsibilities:

Leadership and Team Management:

• Effectively manage and lead the CMS Strategists, maximizing strengths amongst the team
• Improve working capital through negotiation and optimization of outlet payment terms and other commercial terms
• Build the team's fluency in pricing strategy and commercial analysis alongside its core procurement expertise

Pricing Strategy:

• Develop and maintain pricing strategies and guidelines across commodity lines that balance market competitiveness with margin protection
• Monitor commodity market indices, outlet costs, and competitive dynamics to inform pricing recommendations
• Partner with Sales and Client Services to build pricing models and guardrails used in new client proposals, renewals, and contract structuring

Contract Alignment (Client-to-Outlet):

• Mirror key client contract terms into outlet/vendor and supplier agreements, including payment timing, pricing and index mechanisms, rebate structures, service levels, material specifications, volume commitments, term length, and termination rights
• Review client proposals, renewals, and amendments before execution to confirm outlet terms can support the commitments being made, and flag gaps to Sales and leadership
• Develop standard flow-down language and outlet contract templates that align with Northstar's client agreement structures
• Identify and renegotiate existing outlet agreements where terms are misaligned with client obligations and are compressing margin or working capital
• Ensure client-facing performance obligations and financial exposure, such as KPIs, fees at risk, and penalties, are reflected in outlet and supplier accountability where possible

Gross Profit Optimization with Sales & Growth:

• Partner with Sales and Client Services teams to identify and act on opportunities to grow gross profit across existing and prospective accounts
• Review deal economics and contract terms with Sales and Client Services ahead of execution to protect and improve margin
• Establish and report on shared gross profit performance metrics with leadership

Strategic Relationship Management:

• Develop and maintain strong relationships within the Department and strategic relationships with key outlets, suppliers, processors, recyclers, and other external partners to strengthen Northstar’s network, improve commercial terms, and identify opportunities for cost savings and gross profit growth
• Work collaboratively with Director peers across the organization, including Sales and Client Services leadership, to promote alignment and open communication between teams

Procurement and Financial Goals:

• Deliver on annual GP goal established through Procurement activities (negotiations, partnerships with new outlets, leveraging volume)
• Lead strategic sourcing and category management efforts, including outlet selection, competitive sourcing/RFPs, supplier negotiations, and consolidation of spend and volume to strengthen purchasing leverage, improve commercial terms, and drive measurable cost savings and gross profit
• Work across the CMS Dept to develop and share best practices in procurement of services and equipment

Performance Metrics - Key Success Indicators for Year 1:

Cost Savings Achievements:

• Deliver an annually set minimum in measurable savings across the CMS teams
• Identify and negotiate improved terms with key outlets and suppliers that generate measurable savings and contribute to EBITDA improvement

Pricing Strategy & Gross Profit Growth:

• Develop and implement a pricing strategy framework and margin guidelines in partnership with Sales and Growth leadership
• Partner with Sales and Growth on strategic accounts and opportunities to identify and capture gross profit improvements
• Complete a term-alignment review of priority client contracts against associated outlet agreements, quantifying identified margin and working capital gaps
• Close or reduce identified term mismatches on priority accounts, including alignment between client receipt and outlet payment terms
• Establish shared gross profit reporting and performance targets with Sales and Growth leadership

Procurement Processes:

• Evaluate and strengthen standardized procurement processes, including spend analysis, sourcing strategy, and contract management, to improve efficiency and transparency
• Partner with IT to identify and implement appropriate procurement reporting and tools to improve visibility into spend and savings

Team Development:

• Assess team capabilities and develop targeted training in strategic sourcing, negotiation, pricing strategy, and outlet management

Outlet Relationship Strategy:

• Evaluate strategic outlet relationships and identify opportunities to improve commercial terms, quality, and reliability
• Refine and leverage the outlet scorecard to strengthen accountability and results across strategic partnerships

Data & Reporting:

• Implement procurement and pricing analytics that provide visibility into team and outlet performance, margin trends, and the savings opportunity pipeline
• Establish a monthly reporting cadence for cost savings, pricing strategy progress, gross profit performance, and other key procurement metrics

Requirements:

Education:

• Bachelor's degree in Business Administration, Supply Chain Management, Finance, Economics, or a related field (required)
• Master's degree or MBA (preferred)

Experience:

• Minimum of 8-10 years of progressive experience in procurement, pricing strategy, or commercial/revenue management, with at least 5 years in a leadership role
• Proven track record of achieving cost savings and driving procurement strategies
• Experience developing pricing strategies, margin analysis, or deal structuring in partnership with a sales organization
• Experience in developing and implementing procurement systems and processes
• Strong background in supplier relationship management and negotiation
• Experience structuring back-to-back or flow-down agreements between customer contracts and supplier/vendor contracts

Skills and Competencies:

• Excellent leadership and team management skills, with a focus on developing team capabilities
• Strong analytical skills to evaluate procurement, pricing, and margin data and identify gross profit opportunities
• Commercial acumen and comfort partnering cross-functionally with Sales and Growth on deal and pricing strategy
• Proficiency in procurement and pricing tools, reporting systems, and data analysis software
• Exceptional negotiation, communication, and stakeholder management skills
• Strategic thinker with the ability to align pricing and procurement goals with organizational objectives

Other Requirements:

• Familiarity with commodity markets, and with procurement and pricing analytics and reporting metrics
• Ability to establish and maintain strong cross-functional relationships, particularly with Sales and Growth
• Ability to travel approximately 10–15% as needed for meetings with suppliers, strategic outlets, and internal teams

This position requires a valid driver’s license and clean driving record to fulfill the essential functions of the role. Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or assume sponsorship of an employment Visa at this time.

Restrictive Covenants & Confidentiality:

Northstar respects the lawful obligations candidates may have to current or former employers. As part of the hiring process, candidates will be asked to disclose whether they are subject to any active restrictive covenants or other continuing obligations—including non-competition, non-solicitation, confidentiality, or similar agreements—and, if applicable, may be asked to provide relevant documentation for review so Northstar can assess any potential impact on the role.

Northstar expects all employees to honor their continuing obligations to current and former employers. Employees must not use, disclose, rely upon, or bring to Northstar any confidential, proprietary, or trade secret information belonging to another party, including non-public information regarding customers, prospects, pricing, bids or RFPs, suppliers or vendors, contracts, internal processes, or business strategy. Northstar will not request or accept such information.

Given the nature of this role, candidates should be able to perform its essential responsibilities without violating any continuing contractual or confidentiality obligations.

Northstar-Specific Performance Competencies:

The Director of Pricing & Procurement Strategy role at Northstar requires alignment with our core Northstar Performance Competencies, including:

• Excellence: Achieving high standards of performance and creativity, managing tasks effectively, respecting data confidentiality, and demonstrating reliability in attendance and task completion
• Collaboration: Actively fostering teamwork and a positive work environment, contributing to team efforts, and sharing expertise with colleagues
• Stewardship & Ownership: Taking full responsibility for work, adhering to company standards, setting clear goals, and seeking solutions proactively
• Empathy & Passion: Displaying genuine care for others, showing enthusiasm for Northstar’s mission, and engaging in professional, meaningful work
• Humility & Integrity: Demonstrating honesty, self-awareness, openness to feedback, and a commitment to exceeding client expectations through trust and transparency
• Flexibility & Tenacity: Embracing adaptability, persisting through challenges, and continuously seeking growth opportunities

Employee Benefits

Northstar offers a comprehensive benefits package, and provides a generous employee contribution to our health, dental, and vision insurance premiums. We offer a 401(k)-retirement plan and match 100% of your first 4% pay contribution to the plan; this matching contribution is 100% immediately vested. We also provide company sponsored short-term, long-term, and life coverage, as well as a multitude of supplemental and voluntary benefit programs.

Northstar promotes a healthy work-life balance. In that spirit, we offer a competitive PTO package that includes vacation time, sick time, 7 observed federal holidays, 3 floating holidays, and additional time off each year for volunteer efforts.

Northsar is a remote-first organization! We offer a fully remote working environment with virtual culture and teambuilding events to create and maintain a sense of belonging, connection, and inclusivity between our team members. We also take great pride in our coaching culture! Northstar fosters professional development for employees within their roles and works to create opportunities for promotion to cultivate meaningful growth for Northstar employees.

DEIB Statement & Commitment

At Northstar Recycling, our company’s intention behind Diversity, Equity, Inclusion, and Belonging (DEIB) is to create a more inclusive and equitable culture, business practices and methods of operation. As an organization, we are continuing the work that allows for unlearning, accountability, and acceptance. We are incorporating DEIB thinking in all our interactions including hiring, promotion, and retention efforts.

To hold ourselves accountable, Northstar utilizes a DEIB scorecard to measure the following performance metrics: Employee Education and Participation; Leadership Support and Investment; Data Practices; and Retention, Hiring and Promotion. Each metric is evaluated on a quarterly basis and Northstar’s progress is reviewed annually with our leadership team to drive accountability organizationally.

Northstar takes many actions to promote DEIB practices, especially as they relate to recruitment, retention, and promotion. We support our employees through educational resources and training, professional development opportunities, and formal Mentorship programs. We also offer several Affinity Groups and our DEIB Employee Resource Group (ERG).

EEOC Statement

Northstar Recycling adheres to all applicable federal, state and local laws regarding equal employment opportunity that make it illegal to discriminate against a job applicant or an employee because of the person's race, color, religion, sex, pregnancy or pregnancy-related condition, sexual orientation, gender identity or expression, national origin, age (40 or older), handicap or disability, genetic information, or military status. It is also illegal to discriminate against a person because the person complained about discrimination, filed a charge of discrimination, or participated in an employment discrimination investigation or lawsuit.

Northstar Recycling is committed to fully complying with the Americans with Disabilities Act (ADA), which ensures equal opportunity for qualified persons with disabilities. Reasonable accommodation is available to all disabled employees, where their disability affects the performance of job functions. All employment decisions are based on the merits of the situation in accordance with defined criteria, and not on the disability of the individual. The Company will follow any state or local law that provides individuals with disabilities greater protection than the federal ADA law.