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Melissa Desmarais.

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

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Revenue and Pricing Strategy Executive with deep expertise in unlocking profitability across multi-unit retail and hospitality. I transform complex, data-rich environments into clear, actionable pricing strategies that expand margins and accelerate EBITDA—at enterprise scale.

My approach integrates market intelligence, customer behavior, and cost structures to surface high yield pricing opportunities that maximize financial return and strategic value. I pair data integration and system implementation with category and channel alignment, ensuring models remain responsive to market shifts and business priorities.

Known for cross-functional leadership, I align analytics, merchandising, and executive stakeholders to translate strategy into measurable results. I thrive in environments that value AI driven innovation and operational precision—deploying advanced analytics and pricing platforms to elevate decision quality and future proof the pricing operating model.

Selected outcomes: $100M+ margin impact; 8–12% brand level margin expansion; 30% faster pricing cycle time.

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
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A Portfolio of Strategic Excellence

My expertise is defined by translating deep industry knowledge into executable strategies that consistently outperform market benchmarks. I specialize in building high-performing teams and advanced pricing capabilities to unlock profit, optimize commercial operations, and achieve quantifiable results—including over $100M in delivered margin growth.

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 cross-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

HMS Host Intl

Championed process innovation and high-stakes ERP support, implementing system improvements that fortified operational stability and drove measurable gains in efficiency for HMSHost.
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

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

Recommendations:

  • Paul D'Andrea

    Paul D'Andrea

    Team Leadership | Contract Negotiation | Product Sourcing | Cost Savings Analysis | Relationship Building

    Paul worked with Melissa but on different teams

    I worked with Melissa for several years at HMSHost. She was the pricing and analysis partner for me and my team of category managers. Melissa has a top rate analytical mind and is both thorough and deep in her pursuit of insights, patterns, and inconsistencies in data she analyzed. But she also understands how to think through and propose practical applications of her findings. For example, she took on the onerous task of mapping thousands of rows of sales data that were reported with inconsistent names. She proposed a coherent hierarchy and naming convention, and mapped the data, eliminating the monthly process step of manual data clean up my team would perform, and enabled us to talk about business performance in a more accurate and meaningful way. She is an extremely hard worker and is not afraid to put in A LOT of extra time to get done what needs to get done. Melissa would be a great addition to any team!
  • Dawn Green

    Dawn Green, PMBA

    Sales and Business Development | Helping Customers Find Value

    Dawn was Melissa's client.

    I truly appreciated the opportunity to work with Melissa. She was direct in her communication to help us quickly understand her organization's needs, but professional. My team helped to support the education and launch of new procurement initiatives with customers. Together we were able to create our tools and resources into solutions with her input. Melissa knew how to prioritize and group challenges and then transition quickly to the next project. She provided value add guidance to help ensure the success of the program as we moved into maintenance. She's a team player and understood the need for partnering to achieve the goals of the program.
  • Arah Tan

    Arah Tan

    Senior Vice President of Supply Chain and Logistics

    Arah worked with Melissa on the same team.

    Melissa is a self starter. When she works on a task or a project, she doesn't hesitate to seek out help or gather more information from cross functional teams. She is also a creative thinker. There were several initiatives she has done that has contributed to cost savings. It was a pleasure to work with her.
  • Amir Ali

    Amir Ali

    Vice President, Shared Services Center

    Amir managed Melissa directly

    I had the pleasure of working with Melissa for a number of years as her manager in HMSHost’s Revenue Accounting department. Melissa always brought a can-do attitude to all tasks, processes and projects. She is very accomplished in data analysis and GL reconciliations. She is a great Team player and has very good eye for process improvement opportunituies. Melissa is a very fast learner and has advanced excel skills along with smartsheet, PeopleSoft Financials. She will be a great addition and an asset to any team she joins.
  • Alejandro Quintana

    Alejandro Quintana

    Senior Director | Revenue Optimization

    Alejandro managed Melissa directly

    I had the pleasure of working with Melissa for a number of years as her manager in HMSHost’s Revenue Optimization department. Melissa brings a great deal of experience in different areas, including Accounting, IT, Business Analysis, Strategic Pricing, etc. She is a great Team player and always looks for ways to improve processes to gain efficiencies. During her time in my Team, Melissa developed and further improved many of the tools and models used by the group, helping us achieve outstanding results. Some of Melissa’s biggest strengths include: analytical thinking, strong communication skills and attention to detail. Technically, she is proficient with Excel (advanced), PeopleSoft Financials, SmartSheet, and a very fast learner on any application needed to complete her daily job - taking tasks to the next level. Based on my experience working with Melissa, I can confidently say that she would be a great asset for any Team she is part of. She will bring new ideas to make the Team stronger and will always deliver above and beyond what is expected of her.
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Where to find me

Massachusetts
US

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