Overview:

The Manager, TL Pricing is responsible for developing and executing Odyssey’s truckload (TL) pricing strategy across both contract and spot markets. This individual serves as a key link between sales, carrier procurement, and operations to ensure pricing decisions drive profitable growth and market competitiveness. The role combines elements of pricing analysis, revenue management, and bid execution—managing the full RFP queue, overseeing bid submissions, and ensuring the company achieves targeted balance between volume growth and margin expansion. The Manager, TL Pricing will also lead Odyssey’s SpotBot and automated quoting initiatives, overseeing go-to-market pricing strategies and continuous performance improvement of both contract rate effectiveness and spot quote accuracy.

Key Responsibilities

Pricing Strategy & Execution

• Manage the full TL RFP queue including intake, prioritization, and timely bid execution.
• Develop pricing models and market benchmarks to support strategic decision-making.
• Review historical performance, carrier cost trends, and margin analysis to align pricing with profitability goals.
• Oversee SpotBot and dynamic pricing programs to ensure real-time competitiveness and consistent profitability.
• Partner with Sales, Carrier Procurement, and Account Management to establish pricing guardrails and target margins by customer, lane, and mode.

Revenue Management & Performance Analysis

• Monitor pricing KPIs including contract rate win rates, bid response turnaround, and spot quote accuracy.
• Conduct post-bid performance analysis to evaluate pricing elasticity, award realization, and margin performance.
• Generate weekly and monthly reporting dashboards summarizing contracted rate effectiveness and spot pricing performance.
• Identify underperforming areas, provide actionable insights, and recommend course corrections.

Collaboration & Communication

• Serve as the primary liaison between the Sales and Operations teams for TL pricing and bid activities.
• Communicate pricing rationale, market trends, and margin strategy to executive leadership.
• Support the go-to-market process for new customers, ensuring pricing aligns with both strategic positioning and financial objectives.
• Partner with IT and TMS stakeholders to enhance automation and analytics capabilities supporting pricing decisions.

Compliance & Process Optimization

• Maintain repository of all pricing submissions, awards, and bid documentation.
• Enforce adherence to pricing governance policies, margin thresholds, and approval workflows.
• Continuously improve tools, templates, and analytics processes for efficiency and scalability.

Required Skills & Experience

• Bachelor’s degree in Business, Supply Chain, Economics, or related field (or equivalent work experience).
• 5+ years of experience in TL pricing, freight brokerage, or logistics analytics.
• Strong understanding of market dynamics, carrier rate structures, and bid strategy.
• Advanced analytical and Excel modeling skills; Power BI or data visualization experience a plus.
• Familiarity with TMS platforms and digital pricing tools (DAT, Truckstop, Greenscreens.ai).
• Strong communication and presentation skills, with ability to collaborate cross-functionally.
• Proven ability to manage multiple projects, deadlines, and priorities in a fast-paced environment.

Competencies & Behavioral Expectations

Analytical Thinking

• Uses data to identify trends, build models, and support pricing recommendations.

Business Acumen

• Understands profitability levers and revenue optimization principles.

Collaboration

• Works seamlessly across teams to align pricing strategy with operational goals.

Adaptability

• Thrives in a dynamic, high-volume environment with changing priorities.

Accountability

• Owns pricing performance outcomes and accuracy of all bid deliverables.

Continuous Improvement

• Proactively identifies opportunities to enhance pricing processes and tools.

What We Offer:

Odyssey provides a comprehensive and competitive benefits package, including:

• Choice of medical plans with FSA, HRA, and HSA options
• Dental and vision insurance
• Company-paid life and disability insurance
• 401(k) with company match
• Employee Assistance Program (EAP)
• Discounts with preferred vendors



Odyssey does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state or local laws and ordinances.