Director of Pricing and Contracts

Werfen • Bedford, MA

8h • $175,000 - $215,000

About The Position

The Director of Pricing and Contracts is a strategic commercial leader responsible for developing and executing Werfen's North America pricing and contracting strategy across all Business Units. The role serves as a center of excellence for pricing governance, contract management, commercial policy execution, and deal optimization, aligning with corporate growth objectives while balancing revenue, margin, market competitiveness, and customer value.

Reporting to the Sr. Director of Commercial Excellence, the Director works closely with Sales and Marketing Leadership, Finance, Strategic and Corporate Accounts, Legal, Compliance, and Business Unit leaders. The position develops pricing strategy and frameworks, evaluates complex commercial agreements, and establishes contracting practices that support profitable growth and scalable commercial execution while ensuring compliance with applicable laws, regulations, and company policies.

The Director leads and develops the Pricing, Contracts, and Deal Desk teams, building capabilities in pricing analytics, contract management, negotiation support, and commercial strategy. The role advises on strategic customer negotiations, national agreements, GPO pricing strategies, and other commercial initiatives across North America, while fostering accountability, continuous improvement, operational excellence, customer focus, and talent development. Travel is approximately 10% as required.

Requirements

• Bachelor's degree in Business, Finance, Economics, Marketing, Healthcare Administration, or a related field; relevant work experience may be substituted at management's discretion.
• At least 10 years of progressive experience in commercial or sales operations, contract management, pricing, strategic accounts, or finance.
• At least 5 years of leadership experience managing commercial, pricing, contracts, or Deal Desk teams.
• Demonstrated experience developing enterprise deal strategies and supporting complex customer negotiations.
• Experience partnering with cross-functional leaders to drive profitable growth through pricing, contracting, and commercial process improvement.
• Ability to translate business objectives into scalable pricing and contracting strategies.
• Deep understanding of commercial decision-making, contract economics, pricing methodologies, and margin management.
• Strong analytical and modeling capabilities, including the ability to evaluate complex business scenarios.
• Ability to influence senior leaders and build alignment across functions.
• Strong understanding of commercial negotiations and contract structures.
• Experience implementing governance frameworks, controls, and process improvements.
• Advanced knowledge of pricing analytics, reporting, dashboards, and business intelligence tools, including Salesforce.com.
• Proven ability to lead organizational transformation and drive adoption of new commercial practices.

Nice To Haves

• MBA or advanced business degree.
• Experience in healthcare, diagnostics, medical device, life sciences, or a similarly regulated industry.
• Experience with Power BI and SAP.
• Management may make exceptions to the years-of-experience requirement.

Responsibilities

• Develop and execute North America pricing and contracting strategies aligned with growth, profitability, market share, and business objectives.
• Establish pricing governance, frameworks, guardrails, and approval processes across business units and customer segments.
• Partner with Sales, Marketing, Finance, and Product Management on pricing and commercial strategies throughout the product lifecycle, including new product launches.
• Oversee pricing performance and reporting to identify opportunities to improve price realization, profitability, and margin expansion, including annual price updates.
• Lead development, negotiation support, and governance of strategic customer agreements, including agreements with IDNs, GPOs, government entities, integrated health systems, reference laboratories, and large enterprise accounts.
• Oversee contract lifecycle management and partner with Compliance and Legal to ensure agreements meet legal, regulatory, and company policy requirements and to mitigate financial, operational, and legal risks.
• Standardize and improve quote-to-contract processes to increase the speed, consistency, and quality of commercial transactions.
• Establish the Deal Desk operating model, governance framework, decision rights, escalation paths, approval thresholds, and service expectations.
• Set performance priorities and review Deal Desk insights and outcomes to improve cycle time, deal quality, margin realization, process effectiveness, and commercial decision-making.
• Act as senior escalation point for high-value, high-risk, or precedent-setting deals, advising on deal structures, pricing exceptions, bundled offerings, customer-specific terms, and non-standard proposals.
• Lead and develop the Pricing, Contracts, and Deal Desk teams.
• Cultivate strategic relationships with external stakeholders, including health systems, GPOs, government contracting organizations, commercial customers, and pricing and contracting partners.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) retirement plan with employer match
• Paid vacation
• Paid sick leave
• Performance-based bonus eligibility for management and select professional roles

What This Job Offers

• Job Type: Full-time
• Career Level: Director