Head of Pricing & Offer Manager

June 3, 2024

SHL Medical AG

Zug

OTHER

Job Overview
As Head of Pricing & Offer Management, you lead the development and implementation of pricing strategies and business models in alignment with SHL’s overall business objectives. Furthermore, you will work with Global Sales to ensure that prices and customer proposals maximize revenue growth and profitability, while matching competitor’s actions and customer’s willingness to pay. Finally, you will continuously develop SHL’s approach to pricing, business models, and proposals by leveraging state-of-the-art methods, tools, and technologies. You will lead a high-performing international pricing and offer management team and shape a proactive function.

Main Responsibilities

Team Leadership: Shape and lead a high-performing, international Pricing & Offer Management team. Define team goals, manage budgets and deadlines, allocate resources, and monitor and improve team performance. Provide guidance and mentorship and foster a culture of collaboration and continuous improvement.
Pricing Strategy: Responsible to develop pricing strategies and business models in alignment with SHL’s overall business objectives. Together with Global Sales, define recommendations for commercial terms, pricing corridors and margin guidelines for device development fees, clinical unit prices, and commercial unit prices – including both existing and new products, services, and solutions. Monitor pricing strategies and business models based on market conditions and customer feedback and provide recommendations for adjustments.
Operational Pricing & Proposal Support: Responsible to lead your team to provide best-in-class pricing and offer support for Global Sales. Based on the strategic guidelines, provide recommendations for prices and commercial terms that are competitive, profitable, and aligned with customers’ willingness to pay. Ensure that your team works together with Global Sales to build a narrative around a price and commercial offer that drives customer choice towards SHL. Where needed, support sales teams with negotiations.
Continuous Improvement: Continuously develop SHL’s approach to pricing, business models, and proposals by leveraging state-of-the-art methods, tools, and technologies. Build and maintain pricing tools, systems, and governance to improve effectiveness and efficiency and ultimately secure scalability and speed.
Performance Management: Establish performance management systems to evaluate the effectiveness of pricing strategies and activities. Track and analyze KPIs to measure the impact of pricing decisions on various aspects of business performance (e.g., revenue, profitability, market share, customer satisfaction). Together with Global Sales, identify areas for improvement.
Cross-Functional Collaboration: Enable and promote collaboration of Pricing & Offer Management with other teams of the Growth Organization as well as teams of other functions.

Minimum requirements

Work Experience: 10+ years of experience in pricing, sales, marketing or a related field.
Industry knowledge: Working in or with B2B industries that have complex and technical products. Preferably experienced in the pharmaceutical, biotech, medtech, and / or drug delivery device industry.
Functional expertise: Extensive experience in developing and executing pricing strategies, building business cases and financial models, developing proposals, and negotiating with customers. Strong track record of successfully having implemented pricing models that have driven revenue growth and profitability.
Project management: Proven ability to initiate and drive highly complex, global, strategic, and cross-functional projects in international matrix organizations. Ability to deal with and manage uncertainty.
Stakeholder management: Ability to drive forward the commercial agenda by managing stakeholder groups from diverse cultural backgrounds, internal and external audiences, and varying levels of seniority. Demonstrated ability to lead, motivate, and influence others.
Leadership ability: Excellent aptitude for leading, inspiring, and collaborating with cross-functional teams.

Preferred qualifications

Industry knowledge: Working in or with B2B industries that have complex and technical products. Preferably experienced in the biotech, Med Tech, and / or drug delivery device industry.
German and Chinese are considered an advantage.

Relevant Qualification/Education and Training

Education: Master’s degree in business administration, economics, or related field.

We Offer

An exciting opportunity in a fast-growing international medical device company
A modern working environment, with multicultural and dynamic teams
Flexible working hours and a hybrid remote work policy
A centrally located office in Zug, very close to the train station

Interested in joining SHL Medical and in supporting us with your expertise and personality? Then we look forward to receiving your application including your CV, motivation letter, and all other relevant documents to our Talent Acquisition Department at Recruit CH@shl-group.com.
Please note: For this position, we do not consider applications from recruitment agencies.

We regret to inform you that this job opportunity is no longer available