EMEA Pricing & Tenders Director m/f/d

What You Can Expect

This role is critical in ZB EMEA’s new operating model consisting of 3 BU’s (RDTS, SET & EM).

The EMEA Pricing Sr Director designs and delivers the EMEA pricing strategy, pricing governance, and leads the price setting, price getting and price netting processes across all business segments.

The Pricing Director leads a team of cluster pricing managers and their pricing & operations teams to ensure price increase programs are implemented successfully margin erosion is minimized and value capture is optimized.

The pricing team uses technology (Vendavo, Power BI, SAP) to improve price performance and maximize revenue growth and profitability within the region.

The Pricing Director will work closely with the segment leaders in defining the pricing strategy as well as with the cluster and country commercial leads and with Finance to implement it.

How You'll Create Impact

Set up and drive execution of EMEA pricing policy, governance framework and process.

• Support BU marketing teams in developing EMEA pricing strategies, guidelines such as floor prices & margins per brand or SKU for new launches and key established brands
• Deploy price reduction approval matrices (PRAMs) across all countries in EMEA
• Identify sources of Margin leakage and pockets of opportunity to increase margins at all levels
• Participate or delegate in DAAC approval process and review distributor list prices

The Pricing Director chairs the EMEA pricing committee and leads the process to prepare, recommend, document and track decisions of this committee.

• Lead preparation, decision making, implementation & tracking of EMEA pricing committee
• Set up a standardized EMEA pricing approval process for large and cross-border deals
• Develop a process to manage cross-border pricing negotiations impacting multiple countries and BU’s

The Pricing Director drives the execution of insights derived from the Analytics CoE.

• Design, build and deploy pricing technology including CPQ and analytics throughout EMEA
• Review the process of adapting list prices periodically across countries and segments
• Publishes a monthly EMEA ‘price report” to identify pricing trends, opportunities and challenges

Pricing Director ensures execution of price increase and margin expansion initiatives through direct reporting line of cluster Pricing Managers.

• Works with country pricing/tendering/commercial teams to build EMEA-wide analytics, processes, tools and capabilities
• Increase prices in line with corporate guidelines, cost inflation or other pressures to improve margins
• Leads Pricing cluster Managers in conducting price sensitivity analyses across the ZB portfolio and actioning on price improvement opportunities
• Work closely with Market Access to identify opportunities to improve pricing and reimbursement environment

What Makes You Stand Out

• Ability to lead large multi-country, multi-cultural teams
• Experience in implementing price management & price analytics technology across several countries
• Expert knowledge of pricing models and techniques in medical devices in Europe
• Expert knowledge of buying and tendering processes in medical devices in Europe
• Strong analytical and quantitative modelling skills
• Strong communication skills
• Experience with change management and actioning change in a diverse organisation
• Strong project management and cross-country collaboration skills
• Strong written and verbal command of English + additional European language preferred
• Strong work ethic, going beyond what is asked for and applying own critical thinking
• Team player, high degree of flexibility and responsiveness to changing inputs
• Can do mind-set, self-driven, never satisfied - continuous improvement mind-set

Your Background

• Bachelor or higher. Business administration, finance or marketing preferred.
• Minimum of 5 years of leading pricing teams in EMEA in medical devices.
• Minimum of 10 years of hands-on pricing and tendering experience in EMEA in medical devices

Travel Expectations

• Up to 30%