Vaishali P.

Top 1% Expert-Vetted on Upwork. Original Director of Pricing Strategy at Chewy, I built the pricing strategy and operations behind Chewy's growth from $200M to $2.2B in annual net sales in under 3.5 years, positioning it for one of the largest e-commerce acquisitions ever. Now available as your Fractional Head of Pricing for companies that need the seat, not a full-time hire. I've been through 3 acquisitions, twice as the pricing strategy leader who defined and implemented the pricing strategy that made the company an attractive acquisition target. If your endgame is an exit, I know what acquirers look for in your pricing, and how to build it. 18 years of full-time pricing strategy for startups through Fortune 500 companies, across D2C, B2B, and B2B2B models in retail e-commerce and brick and mortar, SaaS, AI SaaS, healthcare, healthtech, telehealth, education, real estate, publishing, and services. I've defined pricing strategy for markets across North & South America, Europe, MENA, Australia and Asia (including Japan, Thailand). I specialize in transformative pricing tied to your objective: profitability, market share, sustainability, or exit readiness. What I do for clients: • Fractional Head of Pricing: I hold the senior pricing seat on a part-time basis, typically 5–10 hours a week on a weekly cadence. I own your pricing calendar (promotions, price changes, margin reviews), build the reporting that shows what's actually working, join leadership when a price move is on the table, and train your team to run pricing well between my hours. 3-month initial term, then month-to-month, on a fixed monthly retainer. • Full-lifecycle pricing strategy: list, promotional, clearance, MAP, private label, and national brand pricing • Price optimization, price testing, and margin strategy • Competitive intelligence and analysis to inform positioning, price architecture, and margin decisions • Customer segmentation and pricing grounded in consumer behavior • Pricing algorithms and software: I design internal pricing tools covering algorithms, optimization, competitor intelligence (product matching, web scraping, price matching), promotion execution, opportunity identification, reporting, and analytics or source and implement third-party pricing software based on your business needs • Pricing operations: I've created and led pricing teams from the ground up. I can set up your pricing function and build the playbook to run it. • Ongoing advisory on retainer: I monitor pricing outcomes and advise at weekly, monthly, or quarterly intervals, so your pricing strategy keeps performing after implementation I combine pricing economics, data analytics, and consumer psychology to find creative ways to optimize product/service price, leading to increased conversion and revenue for your business. Featured at Upwork's 2023 Work Without Limits Executive Summit, an invitation-only event for Upwork's enterprise customers. Message me with your pricing challenge, whether it's a one-time consultation, a defined project, or an ongoing fractional seat, and I'll tell you honestly whether I can move the needle for you, and how.