Director, Strategic Pricing & Value

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Full-Time Exempt Employee Des Plaines, IL, US

3 days ago Requisition

Salary Range: $ To $ Annually

About Company:

Join Our Team at Hu Friedy Group  – Innovating Excellence in Dental Instrument Manufacturing

Hu Friedy Group  is a leading manufacturer of dental instruments and infection prevention products. Our 10,000-plus products, hand-crafted by highly skilled artisans, are known for their precision, performance, longevity, reliability, and quality. To help dental professionals be The Best in Practice, Hu Friedy Group  provides a unique combination of world class products, value-added services, clinical education, and dental community platforms that result in superior clinician performance and enhanced safety for dental professionals and their patients.

Working at Hu Friedy Group  is so much more than a job, as every employee has a part in driving and supporting the organization’s inspirational vision to be a global force in advancing dental performance through Best-In-Practice dentistry that improves lives around the world.

About the Role:

The Director, Strategic Pricing & Value is responsible for the development and governance of the company’s global pricing and value capture strategy. This role oversees pricing processes, governance, performance management, and tracking – to ensure that pricing supports profitable growth, commercial excellence, and market competitiveness. The Strategic Pricing and Value Director partners cross functionally with Sales, Marketing, Finance, Product Management, and Operations to drive disciplined pricing decisions, improve margin realization, and build scalable pricing capabilities across the organization.

Responsibilities:

1. Pricing Strategy & Architecture

• Develop and maintain a comprehensive pricing strategy aligned with the company’s strategic objectives, market dynamics, and value proposition.
• Conduct annual price-value mapping across critical elements of the portfolio
• Establish list price architecture, price corridors, and pricing frameworks across product lines, customer segments, and channels; minimize grey-market arbitrage via alignment of corridors and channel pricing
• Lead competitive pricing analysis, customer segmentation, and willingness to pay assessments.
• Evaluate opportunities for premium, parity, and value-based pricing models.

2. Price Setting & Governance

• Manage the end-to-end value assessment and creation process, including annual price reviews, new product pricing, and strategic price adjustments.
• Define pricing policies, approval thresholds, and decision rights for the organization.
• Ensure disciplined application of pricing guidelines across regions, channels, and sales teams.
• Establish and lead an Enterprise Pricing Committee – to include Finance, Legal, Sales, and International – to manage pricing policy, process, and escalations.

3. Support Price Implementation & Deal Management

• Develop and optimize discounting structures, rebate programs, and deal level pricing guidance.
• Provide pricing support for major customer negotiations.
• Partner with the Commercial team on pricing for DSOs and other Enterprise Accounts to increase win rate without sacrificing profitability unnecessarily
• Implement and oversee pricing tools, quoting workflows, and escalation processes.
• Reduce margin leakage through structured analysis of discounts, chargebacks, credits, and exceptions.

4. Pricing Analytics & Performance Management

• Build and lead a data-driven pricing analytics capability.
• Monitor pricing performance, price leakage, and net price realization; identify root causes of leakage…