Vice President, Strategic Pricing & Revenue Management Operations

Owens & Minor • Richmond, VA

7d • $250,000 - $300,000

About The Position

The Vice President, Strategic Pricing & Revenue Management Operations is a senior executive leader who acts as the strategic "control tower" responsible for architecting, developing, and executing the enterprise pricing, contracting, revenue operations, and margin optimization strategy. Serving as a key business partner to Commercial, Finance, Supply Chain, Operations, Legal, Product Management, and Executive Leadership, this role ensures growth initiatives and commercial agreements align with profitability objectives, revenue integrity, and long-term enterprise value creation.

Requirements

• Bachelor’s degree required; MBA or advanced business degree preferred.
• 12+ years of progressive leadership experience in strategic pricing, revenue management, revenue operations, commercial excellence, or finance.
• Proven track record in healthcare distribution, medical-surgical distribution, industrial distribution, or complex supply chain environments strongly preferred.
• Demonstrated success leading large-scale business transformations and organizational change; experience working alongside private equity sponsors preferred.
• Exceptional financial and analytical acumen, program management execution, and the ability to influence C-suite and executive stakeholders.

Responsibilities

• Establish and govern enterprise pricing frameworks, policies, and parameters across all product categories (manufactured and sourced), customer segments, and distribution channels.
• Define pricing models for Medical Distribution services, including bulk and low unit of measure (LUM) distribution, delivery surcharges, and associated service fees.
• Lead pricing exception management and governance processes, balancing market competitiveness with target margin thresholds.
• Evaluate dynamic pricing options to offset cost fluctuations in raw materials, fuel, duties/tariffs, and related operating expenses.
• Lead and scale the enterprise Deal Desk function to provide disciplined, high-quality evaluation and approval of commercial opportunities.
• Partner with Sales leadership to structure complex agreements for acute-care systems (IDNs, national accounts, local hospitals), non-acute providers, and retail customers.
• Drive process improvements that shorten deal review cycle times while enforcing margin thresholds and governance standards.
• Oversee the end-to-end lifecycle management of customer contracts, pricing agreements, and GPO relationships.
• Manage GPO pricing alignments and ensure operational adherence to contract terms, rebate structures, and pricing commitments.
• Establish controls, monitoring mechanisms, and compliance workflows with Commercial, Operations, and Finance to minimize margin leakage and risk.
• Build advanced analytics capabilities to track pricing effectiveness, customer/product profitability, and revenue trends.
• Provide executive leadership and the CFO with transparent reporting, visibility, and data-driven recommendations for margin expansion and revenue capture.
• Serve as a collaborative bridge between commercial strategy and operational execution across Sales, Finance, Supply Chain, Operations, Legal, and IT.
• Lead continuous process improvement, technology enablement, and scalable operating model transformation across revenue-related functions.
• Build, mentor, and lead a high-performing team focused on pricing excellence, analytics, deal management, and commercial operations.
• Establish performance standards, talent development pathways, and succession plans to support organizational growth.

Benefits

• Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
• Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
• Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
• Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
• Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.

What This Job Offers

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