Senior Director, Solutions & Pricing

About iDC Logistics

iDC Logistics, founded in 2004 by logistics industry veterans, is a leading end-to-end logistics company focused on transparency, efficiency, and innovative supply chain solutions. Headquartered in Los Angeles, iDC provides integrated services including freight forwarding, contract logistics, transportation, and distribution management for retailers worldwide.

With expertise across consumer electronics, industrial products, and healthcare industries, iDC Logistics delivers customized logistics solutions through operational excellence, technology-enabled processes, and customer-focused service. Our success is driven by a commitment to customer satisfaction, employee engagement, and continuous innovation.

Position Summary:

The Sr. Director of Solutions & Pricing owns how the company designs, prices, and wins third-party logistics (3PL) warehousing and fulfillment business and ensures profitability over the term of the relationship. This leader turns customer requirements into profitable, operationally sound solutions — covering warehousing, fulfillment, value-added services, and related transportation — and sets the pricing strategy, models, and governance behind every proposal.

The role sits between Sales, Operations, Finance, and Engineering. Success means a higher win rate on the right business, accurate cost-to-serve, and margins that hold after go-live.

Job Responsibilities

Solution Design

· Lead the design of end-to-end warehousing and fulfillment solutions for new and existing customers: B2B, B2C/e-commerce, omnichannel, contract and multi-client (shared) warehousing.

· Run discovery with prospects to capture volumes, SKU profiles, order profiles, seasonality, service levels, and growth plans.

· Analyze customer data (item master, order history, inbound/outbound volumes) to size space, labor, equipment, and storage media.

· Produce facility layouts, process flows, staffing plans, and material handling and automation recommendations (racking, conveyor, AMRs, goods-to-person) with supporting ROI.

· Define value-added services such as kitting, labeling, returns processing, cross-docking, and light assembly.

· Partner with IT on WMS, integration (EDI/API), and reporting requirements for each solution.

Pricing Strategy and Governance

· Own the pricing strategy, methodology, and rate structures across transactional (per pallet, per order, per unit), cost-plus, open-book, management fee, and hybrid models.

· Build and maintain activity-based costing and cost-to-serve models covering labor, space, equipment, overhead, and risk.

· Set target margins and approval thresholds; run a deal review and pricing approval process with Finance and Operations.

· Maintain standard rate cards, accessorial schedules, and minimums; benchmark against the market and competitors.

· Lead annual rate reviews, general rate increases, and contract repricing for the existing customer base.

Proposals and Deal Support

· Direct RFI/RFP responses, proposals, and executive presentations, keeping them accurate, on time, and on brand.

· Join Sales on strategic pursuits as the senior solutions voice; lead customer site visits and solution presentations.

· Negotiate commercial terms with Sales and Legal, including pricing, volume commitments, gain-share, KPIs, and liability.

· Ensure every signed deal is operationally feasible and handed off cleanly to Operations and Implementation.

Performance and Continuous Improvement

· Track post-launch actual versus quoted performance (volumes, productivity, margin) and close gaps with Operations.

· Run win/loss analysis and use the findings to sharpen solutions and pricing.

· Identify new service offerings and adjacent revenue (e.g., transportation management, fulfillment for new channels, automation-as-a-service).

· Build tools, templates, and engineering standards that make the solutions process repeatable and scalable.

· Works with Finance on a monthly basis to review post-launch profitability and work to make recommendations as needed.

Leadership

· Build, lead, and develop a team of solutions engineers, pricing analysts, and proposal staff.

· Act as a trusted advisor to the executive team on commercial strategy, network decisions, and capital investments.

· Foster close collaboration across Sales, Operations, Finance, Engineering, and IT.

Minimum Required Qualifications

· Bachelor's degree in Industrial Engineering, Supply Chain Management, Logistics, Finance, or a related field.

· 10+ years in 3PL, contract logistics, or warehousing, with at least 5 years in solutions design, pricing, or engineering leadership.

· Proven record of designing and pricing multi-million-dollar warehousing and fulfillment deals that won and stayed profitable.

· Deep knowledge of warehouse operations: receiving, putaway, storage, picking methods, packing, shipping, returns, and labor standards.

· Expert-level financial modeling and activity-based costing; advanced Excel required.

· Working knowledge of WMS platforms (e.g., Manhattan, Blue Yonder, Körber, SAP EWM) and system integration.

· Experience leading teams and presenting to C-level customers and internal executives.

Preferred

· MBA or master's degree in Supply Chain, Engineering, or Finance.

· Experience with warehouse design and simulation tools (e.g., AutoCAD, network modeling, slotting/simulation software) and BI tools (Power BI, Tableau).

· Background with warehouse automation and robotics business cases.

· Exposure to transportation pricing (LTL, FTL, parcel, drayage) and integrated logistics solutions.

· Lean Six Sigma Green or Black Belt, or APICS/ASCM certification (CSCP, CLTD).

Required:

· Travel approximately 25–40% to customer sites, prospects, and company facilities.

· Occasional extended hours during peak RFP cycles.