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Scaling Pricing Across 20 Markets: Building Global Frameworks with Local Freedom at Zooplus with Pooja Gerara
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In this episode of Pricing Heroes, we speak with Pooja Gerera, VP Insights and Strategy — formerly VP of Sales and Pricing — at Zooplus, Europe’s leading online pet retailer. Over nearly a decade, Pooja has helped scale Zooplus’s pricing function from a small, experimental team into a data-driven commercial engine spanning 20 European markets. She shares her journey from systems engineering and telecom pricing to leading one of Europe’s most advanced retail pricing organizations, building automation, managing elasticity, and balancing autonomy with control through her “freedom within a framework” philosophy.
Key Topics:
- How a background in technology shaped Pooja’s approach to scalable, automated pricing
- Building Zooplus’s pricing team and evolving from manual to machine-learning models
- Segmenting assortments and applying differentiated strategies across 20 European markets
- Managing competing priorities between pricing, promotions, and sales operations
- Leadership lessons: earning trust, aligning cross-functional teams, and empowering autonomy
- Why elasticity and channel-based pricing can transform traffic and price perception
- The future of e-commerce and AI as the next major disruption in retail pricing
Recommended Resources:
- Thought leaders Pooja follows: Fabian Uhrich, Danilo Zatta, and Chris Herbert
- EPP (European Pricing Platform) events and conferences
Connect with Pooja Gerera on LinkedIn.
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