Regional Pricing support: - Develop pricing strategy for North America market leveraging input from Business Area (Molecular Diagnostics, Life Science and BioInformatics), and North America sales and marketing management – alignment with regional must wins and key initiatives. - Derive from the pricing strategy pricing programs, tactics and guidelines to execute the pricing strategy; support Sales marketing in implementation and roll-out. Monitor success and realization through Key Performance Indicators. - Analyze portfolio pricing performance, leveraging market and competition data, and provide recommendations on list price and discounting strategy to maximize revenue and profit. Analyze and anticipate market and competitive pricing trends and implement respective measures around pricing. - As part of the annual budgeting process, accountable for forecast and contribution of pricing into budget definition and achievement (leveraging Price, Volume or Mix effects). - Develop and monitor set of metrics and KPIs that allow to assess pricing performance for NA as well as to identify area of opportunities. Report pricing performance on regular basis to the NA sales leadership team for past period and provide price recommendations for pricing tactics. - Support marketing in designing effective promotions for North America in order to maximized impact on short and long term. - Support new product launch and post-merger Integration activities by developing regional pricing strategy , design sales programs In collaboration with the local marketing, and lead implementation of pricing strategy into the North American sales organization. - Large Deal management – responsible for designing pricing strategy for large bid, tenders or contracts. Work with sales organization to propose best options to maximize deal opportunity utilizing the deal levers: Terms and Conditions, price recommendation, volume commitment without compromising nor disrupting overall business (benchmark with similar customers, margin check). - Ensure knowledge transfer of pricing principles and techniques and promotion of pricing best practices to the North American Sales and Marketing organization.
Global Pricing support: - Support Annual Pricing Adjustment process: review global price adjustment recommendation and propose adjustment for North American market vetted by regional sales and marketing teams. - Ensure compliance to the global pricing/discounting process, and lead implementation of any changes of the process. - Take active role in the Global Pricing Leadership team, participating in the development and execution of the Global Pricing team vision and strategy. - Pro-active in proposing improvement of the Global Pricing process and organization.
Leadership: - Direct managerial responsibilities for the APEC pricing manager, responsible for pricing performance in APEC and accountable for personal development and talent management.
- BS degree in Science or Economics / MBA -Proven success in leading several international pricing projects -Expert in pricing concepts, models, strategy and tactics (Value Based Pricing, Bundle, Tiered pricing, Price Elasticity, Price Volume Mix, conjoint…). -Perform pricing research, contract efficiency analysis, account level forecasting, contract modeling and ROI, pull-through program planning, co-pay offset program development, sub-national gross-to-net sales reporting, account management incentive compensation, analytical tool development -Develop promotion response models using primary and secondary market research; pricing studies; unit and revenue forecasts for marketing, sales, finance, and production planning -Develop a multiple regression based model and tool to predict the profitability of a transaction for customers -Minimum of 5 years of experience in relevant area, preferably in the field of molecular biology or Life Science -Fluent in spoken and written English, additional language beneficial
-Strong international communication and negotiation skills -Sound organizational and project management skills -Advanced analytical knowledge - Self-motivated, winning spirit, - Team player - Ability to influence Executive Leadership through collaborative work - Excellent presentation skills - Strong drive and recognized leadership
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