Offering Manager - Value Capture

Job Title:

Offering Manager•

Value Capture Job Description:

Trystar is at the forefront of advancing power solutions, charged and driven by a committed, dynamic team, tackling complex challenges, and creating innovative solutions. We're looking for motivated, driven, and talented individuals eager to be part of the future of power. Safety and integrity aren't just buzzwords, they are the north star guiding us as we aspire to wow our customers every day. We've created power solutions that are not only durable and unique but are also the result of exciting teamwork from every corner of our organization. Individually and collectively, every team member at Trystar plays for each other and strives to deliver unmatched value and 100% accuracy to our customers every single day. Our cutting-edge headquarters is in Faribault, MN, a facility that is partially solar and wind powered by our own microgrid! Together, we are Trystar, where we power the future and nurture innovation for a brighter tomorrow. Trystar's team members are our most important asset, and we expect this position to play a critical role in achieving our strategic objectives. We seek an Offering Manager

• Value Capture to lead our enterprise pricing strategy and ensure the value Trystar delivers to customers is fully reflected in the margin we capture.

This role owns Trystar's pricing strategy and value capture agenda across the enterprise portfolio, responsible for ensuring that the value Trystar delivers to customers is reflected in the margin Trystar captures. If you have built pricing systems from the ground up, driven measurable GP improvement, and know how to hold a pricing position against field pressure, this role is for you. The OM

• Value Capture is accountable for Trystar's enterprise pricing strategy — architecture, governance, and outcomes.

This is a senior role that sets the direction and requirements for how Trystar prices its solutions, establishes the guardrails that protect margin, and ensures that pricing reflects willingness-to-pay and the value delivered versus next best alternatives — not just component cost. This role works in close partnership with Commercial Strategy, Finance, Sales, and each Offering Manager to align pricing strategy to solution and market realities. Finance owns the financial reporting; this role owns the commercial interpretation and pricing action that follows.

Price Realization:

Establish and enforce pricing architecture, guardrails, and approval frameworks that close the gap between intended and realized margin across the Trystar enterprise portfolio.

Value-Based Pricing:

Lead the transition from cost-plus to segment-differentiated, value-based pricing — anchored to customer willingness-to-pay and value delivered versus next best alternatives.

EQR Pricing Discipline:

Own the pricing function for complex, engineered solution requests — establishing a repeatable framework that enables fast, defensible pricing on custom configurations.

Pricing Intelligence:

Maintain a competitive pricing program that tracks market price positions and win/loss pricing drivers, translating findings into actionable strategy adjustments.

Key Outcomes:

Price realization rate: realized margin versus target margin by segment and solution type Discount leakage reduction: measurable decrease in unauthorized or excessive discounting EQR pricing cycle time: faster, more consistent pricing on custom solution requests We are looking for people who believe in our guiding principles and values of: Safety

• We believe everyone should leave Trystar facilities in the same or better condition than when they arrived. Integrity
• We're honest, transparent, and committed to doing what's right. Customer focus
• We have relentless focus on our customers and their success. Right with speed
• We use good judgement, make thoughtful decisions quickly, and execute them with purpose and intensity. Play for each other
• We're a team. We show up for each other and we know that through teamwork we achieve greatness. Champion change
• We know adaptation and improvement are requirements to survive and to thrive. Enjoy the journey
• We create an environment where our team feels appreciated and has fun along the way.

In this role you will get to: Pricing Strategy & Architecture Design and own the enterprise pricing architecture — tiers, floors, guardrails, and segment-specific structures — that reflect customer willingness-to-pay and Trystar's competitive position. Set pricing direction for the full solution lifecycle: introduction, growth, maturity, and end-of-life — working with each OM to align pricing to portfolio stage and market context. Lead the development of solution-level pricing constructs that capture integration, speed, customization, and lifecycle value — not just unit cost. Establish discount authority matrices with Sales leadership that protect margin without creating friction in the field. EQR & Custom Solution Pricing Own the pricing framework for Enterprise Request (EQR) quotes — defining the methodology, inputs, and approval workflow that enable fast, margin-positive pricing on engineered solutions. Set pricing requirements and standards for custom solution requests; ETO Engineering and Operations determine execution approach. Track EQR pricing outcomes — win rates, margin realization, and cycle time — and drive continuous improvement in the process. Competitive Pricing & Market Intelligence Work with Commercial Strategy to build and maintain competitive pricing intelligence — benchmarking price positions, packaging comparisons, and win/loss pricing dynamics across priority segments. Synthesize field pricing data and win/loss feedback to identify where Trystar wins on value and where it loses on price — and develop targeted responses. Participate in Win Room sessions as the pricing authority, ensuring deal-level guidance is grounded in strategy, not reactive discounting.

Qualifications:

7+ years of pricing strategy, commercial management, or offering management experience in a B2B industrial, engineered products, or technology business. Proven track record of building or transforming pricing systems with measurable gross margin improvement outcomes. Deep fluency in value-based pricing methodology, willingness-to-pay analysis, and pricing governance frameworks. Experience pricing complex, configurable, or engineered-to-order solutions where standard unit pricing is insufficient. Strong cross-functional influence skills — able to drive pricing discipline across Sales, Operations, and product teams without direct authority. Proven ability to integrate AI tools (e.g., Claude, ChatGPT, Copilot) into core workflows— research, modeling, communications, synthesis — with demonstrated examples of how AI accelerated output quality or speed. Monthly travel required for candidates not based in Minnesota.

Preferred skills:

Experience in electrical power systems, industrial capital equipment, or adjacent technology-intensive markets. Familiarity with CPQ, ERP, or pricing software platforms used to operationalize pricing strategy. M&A integration experience, specifically integrating pricing architectures across acquired businesses. Bachelor's degree in Business, Finance, Engineering, or related field. MBA a plus.