Summary
Overview
Work History
Education
Skills
Timeline
Generic

Phil Adair

Winfield,IL

Summary

Senior Pricing Manager with over 9 years of experience leading freight pricing strategy, analytics, and cross-functional leadership at top industry players such as Uber Freight and Hub Group. Proven track record in maximizing revenue, streamlining operational efficiency, and building high-performing teams to drive significant business growth.

Overview

9
9
years of professional experience

Work History

Senior Pricing Manager

Uber Freight
09.2024 - Current
  • Promoted to lead strategy and execution for integrating Pricing team solutions across customer modes and services, overseeing 1.5K bid-specific proposals.
  • Managed the contract pricing team of 12 analysts responsible for $1B+ in annual business at $50M+ NETR – helping direct Commercial and ASDS RFP strategy.
  • Drove RFP season network investment strategy (S-500K BtM), increasing win rate by 1.4% on 2.8% bid opportunity, generating $22M revenue and $1.8M NETR through 2025.
  • Strategized and executed on new customer elasticity pricing dynamics to maximize total NETR (optimal ratio of margin per unit to volume award) given historical customer behaviors.
  • Collaboration with ASDS with pricing model algorithm improvements and testing to deliver a 2024-2025 year of -0.4% bias to actual cost, a highly successful predictive result.
  • Created H2 2025 roadmap prioritization for Pricing needs, impact sizing, and directing of resources.
  • Directed and built 2025 RFP Season post-mortem to present to Executive team and develop 2026 strategy.
  • Built 2025 and 2026 bottoms-up financial planning queries and Gsheet templates to lead Commercial org in plan volume, revenue, and net revenue across 250+ customer accounts.
  • Scoped and built ROI ($400k return | $30k cost) of new spreadsheet application RowZero I found to scale across hundreds of users in Uber Freight to replace use of Google Sheets for pricing RFPs and integrate with our pricing database. Currently, directing GSS and Product on building out new spreadsheet template.

Pricing Manager

Uber Freight
02.2022 - 08.2024
  • Managed the contract pricing team of 12 analysts responsible for $1B in annual business at $50M+ NETR – helping direct Commercial RFP strategy and execution for 1.5k annual solution proposals.
  • Spearheaded Salesforce RFP management revamp (authoring PRD, guiding ERD, advising on dev, launching to organization, and executing training), projected to yield +$20M in annual top line and +$3M in net revenue.
  • Helped create, develop, or operationalize new pricing products or solutions, including our cost plus, profit sharing rebate, and market index pricing models.
  • Drove strategic direction for Sales and Pricing teams, optimizing pricing investments, elasticity, and NETR expansion across customer segments (ENT, SMB) while mitigating macro forecast risk and ensuring contribution margin requirements.
  • Built the first full actuals vs plan reporting structure to track plan pacing w/w for Uber Freight contract business.
  • Quantified headcount variable and fixed cost P&L for the pricing team to determine team resourcing decisions and establish SLAs for RFP pipeline management.
  • Built, elevated, or presented pricing performance, financials, and trends for senior leadership in MBRs, QBRs, board meetings, and executive 1:1s.
  • Built, led, or delegated 18 high impact projects spanning vast cross-functionality around Commercial, Operations, ASDS, Finance, BPO, GSS, and Product team processes and tooling.
  • Developed direct reports by clear paths and support, resulting in multiple progression promotions and pre-PIPs with actionable post-mortems and 1:1 coaching.
  • Built contractual business annual financial plans closely with Strategy & Planning and Sales Ops teams, creating queries for bottoms-up, developing strategy, and tracking plan pacing.

Senior Strategic Pricing Associate

Uber Freight
03.2021 - 02.2022
  • Executed RFPs with teamwork, creative solutions, and market knowledge that exceeded expectations to achieve positive award results and strong cross-functional collaboration.
  • Initiated and led monthly IWF review meetings to brainstorm, track projects, and coordinate implementation.
  • Created numerous IWF enhancements, processes, and tools through complex formulas, queries, conditional formatting, and pivots for more effective pricing and RFP communication.
  • Identified cost projection issues with precision to details and worked closely with teams for analysis and resolution.
  • Conducted an exploratory linear regression data analysis on the impact of facility ratings on BtM that is being further investigated across the commercial organization.
  • Exhibited leadership and team skills through consulting on others' RFPs, strategizing our 2022 risk mitigation plan, auditing contract SOPs, interviewing, and providing leadership contract updates.

Manager; Truck Brokerage Costing

Hub Group
10.2020 - 03.2021
  • Selected to build the first costing team and models for Hub's new truck brokerage segment.
  • Managed a team of 3 analysts to execute the cost-side of RFPs and fuel/accessorial implementation.
  • Developed and maintained the pricing data ETL processes by integrating MS Access, SQL, and Excel power queries.
  • Created a pricing sheet template with complex decision trees, audit formulas, and efficiency VBA macros, totaling 50 enhancements.

Manager; Rail Contract Compliance and Administration

Hub Group
07.2018 - 09.2020
  • Promoted to manage a team of 3 analysts and maintain cost databases, exceeding performance metrics by 325%.
  • Consulted senior leadership in costing strategies by providing ad hoc analysis in a high-volume dataset environment.
  • Defined, built, and implemented or automated dozens of processes, SOPs, reports, and audits using Python, SQL, and batch files with successful results across the organization.
  • Negotiated, administered, and managed compliance for railroad contracts with $1 billion of annual business.
  • Analyzed networks to optimize routings and investigated AR and AP invoices to dispute discrepancies, resulting in identified cost-savings of over $1 million.
  • Created cost forecast Excel models and SQL market costing queries that improved pricing accuracy.
  • Led and executed cross-functional projects for process implementation and resolution of TMS issues.
  • Performed multiple QA tests to develop and validate processes in production environments.

Senior Cost Analyst

Hub Group
09.2016 - 06.2018
  • Promoted to Senior level to develop Excel VBA macros, formulas, and other tools implemented across teams that saved 50 hours of work per week with enhanced accuracy and processing.
  • Assisted the Chief Solutions Officer with an in-depth cost impact analysis of a prospective acquisition that led the executive decision to forgo the acquisition.
  • Created an Excel pricing template that expanded pricing capacities into a new business segment.
  • Enhanced cross-functional collaboration through initiating new channels of communication and productive SOPs.
  • Built and delivered reliable cost data for bids that led the team in accuracy and speed metrics.

Education

Bachelor of Science - Finance

University of Illinois

Skills

  • Price optimization
  • Revenue management
  • Budget planning
  • Stakeholder relations
  • Product lifecycle management
  • SQL

Timeline

Senior Pricing Manager

Uber Freight
09.2024 - Current

Pricing Manager

Uber Freight
02.2022 - 08.2024

Senior Strategic Pricing Associate

Uber Freight
03.2021 - 02.2022

Manager; Truck Brokerage Costing

Hub Group
10.2020 - 03.2021

Manager; Rail Contract Compliance and Administration

Hub Group
07.2018 - 09.2020

Senior Cost Analyst

Hub Group
09.2016 - 06.2018

Bachelor of Science - Finance

University of Illinois

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