Michael Deblois Email & Phone Number

New York, Ny, Us

• Launched pricing journey assessment maturity model which established clear goals for the pricing function over the next several years. Included a survey of 50+ employees to establish baseline. 3-year plan established. Exceed 2023 goals and moved 1.5 points.• Developed critical pricing KPIs for sales and monthly review with the executive team. Includes pricing and margin efficiency, sales breakeven assessments, and pricing band analysis.• Launched pricing programs which helped secure customers in a difficult economic environment. Include volume-based discounts, rebates and referrals.• Launched online pricing tool for sellers, which includes pricing corridors, target pricing and incorporated value-based clusters. Result was achieving corporate margin targets within 1 point every month for 2nd half of 2023.• Established Deal Desk including analysis and escalation process for lower priced deals• Partnered with sales ops to implement value-based pricing and selling bootcamps; training sellers how to respond to price negotiations in the market, identifying buyer types, and how to price in competitive situations (includes tool on how to consider and position value early in sales process.)• Assist sellers in Client meetings to discuss pricing programs (what works for the Client based on needs) and price setting.• Expanded team in 2023 and added responsibilities including contract management and win/loss competitive reviews.

Atlanta, Georgia, Us

• Led teams to implement 7 major price increases through COVID and inflationary period. Resulted in increased margins and a stock price that went from $125 to over $200 by year end.• Implemented several major prices increases to cover increasing raw material cost and tariff impact, generating approximately $300M in price realization revenue, and allowing Company to achieve margin results for FY19. Led cross functional process to insure smooth implementation across channels. First major price increases in 8+ years.• Responsible for operational and strategic pricing initiatives. Lead team of 35+ domestic and international pricing managers, quotation managers, and analysts.• Led reorganization of team to better align with sales related initiatives. Includes renewed focus on Digital, Stock/Flow and Discretion, and evolving team to more of a strategic pricing focus.• Member of core team that helped strategize, design and launch breakout initiatives to focus on Stock/Flow growth, including launch of Contractor Select to help better compete. Also launched Partnership WIN program to respond faster with improved pricing to win.• Developed internal Bonus Bucks incentive program for team to help drive pricing related initiatives. Program renewed and expanded for 2018 and again in 2019.• Developed improved pricing process to include monthly product/pricing reviews, competitive intel collection, regular team capacity trackers, and more frequent price updates based on marketplace needs• Implemented Business Requirements Review Committee to help collect suggested IT ideas from customers for development and implementation. Team meets monthly to review, prioritize and determine timeline for development• Implemented Standing Daily Management and Pricing Town Halls to regularly update progress on key initiatives. Also let team training initiatives on Problem Solving Process and accountability

Greensboro, N.C., Us

- Recognized for problem solving and process capabilities and promoted to broader, cross functional role, launching Business Process Management & Improvement (BPI) function in the organization.- Focus is driving problem resolution and standard work development for strategic business initiatives, using BPM and BPI tool sets, such as Value Stream Maps, Swim Lane Deployment, Kaizen, Lean Six Sigma, Daily Management and Visual Management- Develop, coordinate and lead, problem solving events, to achieve and sustain business objectives in pricing, marketing, finance, sales, customer service, and IT.- Process lead for major ERP implementation, including pricing, product, and commercial business transformation.

2015- Led team that delivered more than $40M in innovative customer pricing programs. 20+ programs launched, including innovative bundle programs, surpassing all goals and stretch targets.- Expanded team responsibilities to include problem solving skills and education. Became a certified PSP trainer, training classes on problem solving throughout the organization.- Negotiated agreement with partner to build a program portal website for 2016.- Led marketing efforts on major ERP implementation, including planning scenarios, data migration and related tasks.- Assisted in development of comprehensive marketing leads database to help drive customer program registrations.- Delivered on price metrics in a highly competitive, rapidly changing marketplace.2012-2015Developed and launched an alternative business model financing program that quickly became the largest revenue generating customer program for the Company. Includes partnering with third parties to drive incremental revenue.- Led team in developing a robust data architecture solution for capturing and evaluating industry data. This provided significant customer program leads- Implemented official pricing and contracts function including team development, price metric implementation, daily visual management, and KPI reviews.- Led efforts to mitigate price leakage, with first year savings of $2M+- Improved pricing quote turnaround time through the channel by 100% allowing channel partners to quote business faster.- Implemented pricing wall of metrics including price effectiveness, span, win/loss and market evaluation KPIs.- Led market research efforts to evaluate new market opportunities and segments for targeted programs.- Active proponent of continuous improvement through kaizen led initiatives that improved business processes in several areas of the organization.- Worked with all teams to develop and implement customer rebate programs.

San Antonio, Tx, Us

- Promoted to develop first global pricing function at $1B+ major wound care medical device company. - Responsibility of team is to establish new product pricing windows & floors, work with regions to adjust existing product prices based on competitive intelligence & the product life cycle, forge partnerships with marketing, sales & finance teams to insure pricing analysis & field discipline. Insure compliance globally.- Pioneered development of the Global Pricing Acceptable Standard Process & Strategy for reviewing pricing strategy, tactical price discounts, contract trackers & tender reviews. Includes pricing levels of authority with escalations from the field to the CEO. Process has prevented $1M+ in price leakage in first 10 months along with dramatically increasing collaboration - Implemented Global Pricing Advisory Board, Function is to review all recommended global pricing strategies based on marketplace information & implement changes as escalated from the Global Price Committees. - Launched new product pricing for Ulta therapy & revised pricing for ABThera based on Exchange Value Models & new clinical evidence. Worked with market research & vendors to develop appropriate pricing research for new products, including Van Westendorp research, conjoint models & in depth interviews with new product value analysis committees.- Orchestrated Kaizen that recommended & implemented new product pricing process from concept to post launch, including developing internal EVE’s, determining appropriate pricing research methodology, & recommending optimal price targets, including global price windows, targets, floors, list & regional price bands. Work with regions to implement & audit appropriately.- Developed pricing strategy with teams in EMEA, APAC & LA including appropriate direct & distributor pricing strategies. This included a major Latin America incentive based distributor realignment, a new leasing program in Australia, & a German GPO strategy

San Antonio, Tx, Us

- Inspired organizational change in regards to price through launch of standardized methodology & process for reviewing all pricing related information,- Led team in developing Pricing Operational Protocol (POP) initiative that helped identify more than $20M dollars of price leakage. Regular, quarterly report outs to senior leadership with Corrective Actions. - Collected & analyzed sales & marketplace intelligence in order to adjust & develop customer loyalty programs including Customer Plus, Value 360, ValuShare & the KCI Partnership 360 program.- Revised, implemented & managed exception review process for special price requests, including levels of approval responsibility & the US Price Committee. Reduced price erosion.- Collaborated with sales on individual deal reviews, including price increase strategy, negotiation tactics & justification assistance.- Developed training initiative to train all new salespeople on the impact of price on the business. Voted #1 training session among 2 weeks of sales training modules for 2010 to current date.- Worked with auditing group to develop & implement first US pricing audit.

Cleveland, Oh, Us

- Led pricing function at major $100M+ manufacturing division for a well respected pricing thought leader.- Effectively managed pricing team, including marketplace intelligence analysis, pricing research, pricing segmentation, price increase/decrease negotiations, quoting procedures, pricing value strategy & approval levels of authority. Issued corporate report-outs monthly.- Generated more than $4.1M in year over year negotiated price increases, breaking the monthly divisional records since July 08 & representing a 500% increase over the same period last year. This contributed to 200%+ cost coverage YTD. - Introduced a plan for every customer, determining the price history, average index, margin, competitive risk & strategic importance. Analyzed the data to determine an appropriate segmentation strategy.- Implemented pricing escalation approval procedures to stop unapproved price leakage. Implementation caused a 55% reduction in unapproved leakages, resulting in a savings of over $1.2M to the division.- Created dynamic RFQ follow up strategy, working with the product managers, salespeople & Staff. Formal procedures implemented for following up on all issued quotes, including weekly, monthly & quarterly follow-up. Procedures dramatically increased the win rate for pricing requests & proposals from 35% in FY07 to 50% in FY08, generating millions of dollars in incremental revenue. Win rate remained consistent in FY09.

Atlanta, Ga, Us

I managed the pricing and inventory group at The Weather Channel, specifically for weather.com and all new media. My job involved establishing and negotiating rate card pricing with the sales team, adjusting the rate card based on seasonality and volume. It also involved tracking all the available inventory on the website and pricing accordingly:1) Implemented a dynamic pricing strategy based on supply and demand, competitive conditions, and marketplace needs, leading to millions of additional dollars per year.2) Developed an Excel-based inventory tracking system that detailed capacity and fill rates for all products on weather.com, allowing faster and more informed customer responses.

Atlanta, Ga, Us

I was on the Business Development team at The Weather Channel. I helped develop and market the product "Notify! by The Weather Channel. I successfully worked on and implemented numerous deals and contracts involving the weather.com website.

Atlanta, Ga, Us

I worked with the CEO on competitive strategy/positioning, business plans and on Corporate Development related projects.

Manchester, Connecticut, Us

Mba, Marketing

History