Melissa Desmarais.

Commercial Pricing Executive AI Margin Architect $100M+ Growth Leader

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About

Let me introduce myself.

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Seasoned Revenue and Pricing Strategist with deep expertise in unlocking profitability across the retail and hospitality landscape. Backed by over 20 years of industry experience, I specialize in transforming complex, data-rich environments into clear, actionable pricing strategies that drive sustainable revenue and margin growth.

My approach blends market intelligence, customer behavior insights, and cost structures to identify pricing opportunities that maximize financial return and strategic value. I bring a strong command of data integration, system implementation, and category alignment—ensuring pricing models are not only data-driven but also responsive to market shifts and business needs.

Known for leading cross-functional collaboration, I work across analytics, merchandising, and executive leadership to shape high-impact strategies that improve performance and streamline execution. I thrive in environments that value AI-driven innovation and operational precision, leveraging advanced tools and techniques to elevate decision-making and future-proof pricing infrastructure.

Strategic Leadership

Driving enterprise-level pricing transformation through:

  • AI-Powered Pricing Strategy
  • $100M+ Margin Optimization
  • Competitive Intelligence Systems
  • Trade Promotion Management
  • C-Suite Advisory
  • Pricing Platform Rollouts
  • Retail Category Architecture
  • Cross-Functional Team Leadership

Technical Expertise

Advanced tools enabling data-driven decisions:

  • Python (Pandas, NumPy)
  • SQL (PostgreSQL)
  • Advanced Excel (VBA)
  • Power BI/Tableau
  • Alteryx
  • PROS/Vistaar
  • Nielsen/IRI Data
  • Price Elasticity Modeling
  • Statistical Forecasting
Resume

More of my credentials.

Drawing upon over 20+ years of expertise across diverse industries, I've led impactful pricing initiatives, optimized profitability, and fostered collaborative data-driven decision-making across teams.

Work Experience

Lead Pricing Analyst

June 2024 - Present

BJ's Wholesale Club

Driving enterprise-wide pricing transformation through AI-powered strategies and cross-functional leadership. Key achievements:

Data-Powered Margin Growth:
Architected pricing strategies for 12+ categories contributing $10.3M (25%) of $41.5M annual margin gains through Python-based elasticity models and competitive benchmarking.

Competitive Intelligence Platform:
Led RFP process and vendor selection for enterprise pricing system, reducing market response time by 30% while managing ross-functional collaboration with IT and Procurement stakeholders.

Operational Excellence:
Automated 15 pricing reports using Power BI/Alteryx, saving 468 annual hours and enabling faster merchant decision-making.

Leadership Impact:
Mentor to 7 pricing analysts, elevating team capabilities in SQL/Python while aligning category strategies with C-suite objectives for FY25 planning.

Senior Pricing Analyst

November 2020 - June 2024

BJ's Wholesale Club

Catalyzed pricing transformation through analytical innovation and category strategy:

FY24 Margin Leadership:
Delivered $74.2M margin growth (12% revenue lift) via perishables pricing optimization and promo ROI analysis, outperforming category targets by 8%.

GM Acceleration Toolkit:
Developed Python-based category launch framework that reduced time-to-market by 6 weeks while achieving 15% cost optimization.

Competitive Positioning:
Redesigned price zones for 5 regional markets, improving price index from 94 to 98 against key competitors.

Talent Development:
Led upskilling program for merchant teams on pricing analytics, improving strategy adoption by 30%.

Sr Manager Revenue Optimization

January 2016 - October 2020

HMS Host Intl

Led data-driven menu pricing strategies across multiple branches and brands to optimize revenue and unit profitability. Leveraged over a decade of experience in:
Brand Analytics:
Conducted in-depth analysis for major brands like Popeye's, Roy Rogers, Burger King, and Tim Hortons.
Menu Development & Optimization:
Provided leadership and analytics to drive sales through menu development and concept reviews.
Pricing Strategy Implementation:
Spearheaded the implementation of pricing strategies for over $35 million in annualized gains (2019).
Branch Support:
Supported branches with combined annualized sales of $700 million in menu development, pricing options, RFPs, new store pricing/comparisons, local marketing support, and leading price sweeps.

Sr. Manager Managed Order Guides - Supply Chain

September 2013 - January 2016

HMS Host Intl

Ensured cost optimization and compliance within a complex restaurant supply chain. Here are some key highlights of my contributions:
Streamlined reporting:
Developed and maintained comprehensive supply chain reports, including contract compliance and cost changes, for informed decision-making.
Improved efficiency:
Reduced turnaround time for cost optimization reporting by 50%, enabling faster cost-saving measures.
Supported major transitions:
Developed tracking tools for a smooth transition to Foodbuy, minimizing disruption for field locations.

ERP Analyst

March 2013 - September 2013

HMS Host Intl

Leveraging my 10+ years of experience, I provided critical ERP support and spearheaded process improvements within HMSHost's operational systems.
Automated Reconciliation (504 Labor Hours Saved Annually):
Facilitated the development and implementation of an automated reconciliation process between the sales audit system and PeopleSoft financials. This automated solution eliminated manual tasks, saving the company a substantial 504 labor hours annually.
Improved Data Analysis (Common Field Implementation):
Initiated and led a project to introduce a common field ("RVC") within the PeopleSoft Financials department table. This addition significantly streamlined data analysis across HMSHost, allowing for easier comparison and reporting.
Streamlined Uploads (1200 Labor Hours Saved Annually):
Collaborated with PeopleSoft developers and functional teams to optimize AR and billing processes by implementing Excel-to-PeopleSoft uploads. This initiative saved HMSHost approximately 1200 labor hours per year.

Revenue Accounting Analyst

December 2007 - March 2013

HMS Host Intl

Ensured accuracy and efficiency in revenue accounting processes for a $2.6 billion travel food, beverage, and retail services company. Led a team of five and spearheaded initiatives that strengthened financial infrastructure and streamlined operations.
Standardized Accounting Practices:
Planned and executed projects to establish consistent finance and accounting procedures across diverse business units, creating a stronger financial infrastructure.
Enhanced Revenue Integrity:
Led cross-functional teams in auditing and analyzing various accounting systems, contributing to the identification and reduction of revenue leakage.
Improved Efficiency & Team Management:
Streamlined revenue accounting processes and managed a team of five, ensuring efficient credit card connectivity for over 2,000 locations and resolving escalated customer and business disputes.

Education

Bachelor Degree

Bachelor of Science in Business Management and Accounting

Castleton University
  • Core Expertise: Financial accounting, cost accounting, business law, strategic management
  • Key Skills: Financial reporting, GAAP compliance, budgeting, tax principles
  • Applied Learning: Solved real-world business cases to develop analytical and problem-solving skills

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Where to find me

Massachusetts
US

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[email protected]

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