Senior Director - Strategic Pricing

Patterson Dental Supply•St Paul, MN

1d•Onsite

About The Position

Patterson isn't just a place to work, it's a partner that cares about your success. One of the distinguishing marks of our company is the talented people who embrace the people-first, always advancing, and results-driven culture. Professional growth abounds in this motivating environment. We value the diverse talents and experiences our employees bring to Patterson and believe that they build a stronger and successful organization. Job Summary The Senior Director of Pricing leads the development, evaluation, and execution of North American pricing strategy, setting direction, performance targets, and ensuring disciplined execution across segments and channels to strengthen competitive positioning, enhance customer value, and support long‑term enterprise growth. The role optimizes pricing effectiveness and financial impact by leveraging analytics, market intelligence, and business expertise to assess performance, anticipate trends, and influence decision‑making. As the owner of pricing methodology, governance, and policy, this leader partners cross‑functionally to embed pricing discipline, compliance, and value-based practices into commercial decision‑making.

Requirements

Bachelor's Degree in Marketing, Economics, Business Administration or a related field
12 years progressive experience in pricing, revenue management, or finance and 6 years people management/leadership experience
Clear understanding of the principles of product pricing, marketing and competitive analysis
Strong analytical expertise (price waterfall, segmentation, elasticity, profitability modeling)
Demonstrated ability to lead cross-functional change and implement governance at scale
Experience in multi-channel environments (direct sales, distribution, eCommerce, partners)
Familiarity with CPQ/CRM/ERP pricing workflows (e.g., Salesforce, SAP, Oracle, Dynamics)
Experience with contract pricing, rebates, and complex customer agreements
Advanced analytical skills with ability to source relevant data and create decision models
Excellent interpersonal and communications skills working across multiple levels (including executive level), functions and regions and the ability to communicate complex financial information in an easy to understand and effective written and verbal manner
Ability to clearly understand the financial impact of various business actions
Ability to recommend and implement pricing strategies
Strong track record of working collaboratively and building relationships across the organization

Nice To Haves

5 years dental/medical industry exposure/experience
Dental: Understanding of merchandise, equipment, software/eServices, and dental practice workflows, or the ability to quickly develop this knowledge to support consultative conversations.

Responsibilities

Set and lead the Dental pricing strategy for North America, establishing value based pricing frameworks that accelerate profitable growth, margin expansion, and long term competitive advantage
Own the end to end pricing operating model, including governance, price architecture, deal guidance, analytics, tools, and performance measurement, ensuring consistency, rigor, and scalability
Serve as a strategic partner to executive and functional leaders (Sales, Finance, Marketing, Category Management, Revenue Operations, IT) to align pricing strategy with commercial priorities, customer value propositions, and financial objectives
Lead advanced customer, market, and margin analytics, translating complex data (e.g., segmentation, price waterfalls, elasticity, and profitability models) into clear, executive level insights and recommendations that inform strategic decision making
Establish and enforce pricing governance, policies, and controls, ensuring disciplined execution, risk mitigation, and adherence to pricing standards across channels, regions, and customer segments
Provide strategic guidance on complex deals, contracts, and customer agreements, balancing growth objectives, profitability, and long term customer value while supporting sales effectiveness
Develop pricing capability and talent across the organization, including direct team leadership, coaching, succession planning, and cross functional education to elevate commercial acumen and analytical maturity, and ensure compliance with company policies, ethical standards, and governance requirements, while continuously improving pricing processes and outcomes in support of enterprise goals
Comply with Company and department policies and standards; performs other duties as assigned
Accountable for team staffing and managing direct reports to include development, performance management, goal setting, and other managerial duties
Ensures direct reports are aware of and follow ethical business practices and Company’s Code of Conduct to maintain a supportive and productive working environment.
Act as an enterprise change leader, championing best in class pricing and margin management practices, influencing stakeholders without direct authority, and embedding pricing discipline into organizational culture and operating rhythms