Director - Strategic Pricing

Job Summary

The Director of Pricing is accountable to provide leadership for the development, execution, and governance of business unit pricing strategies, including revenue, margin, discount discipline, and governance adherence to drive profitable growth and competitive market positioning. This role leads pricing strategy, analytics, and infrastructure across a broad portfolio of products and customer segments, ensuring alignment with commercial objectives, financial targets, market intelligence, and long-term business strategy.

This role partners cross‑functionally to drive pricing discipline, compliance, and value‑based practices into commercial decision‑making.

• Establish and lead business unit pricing strategies and value-based pricing frameworks across products, customer segments, and geographies; accountable to drive revenue growth, margin expansion, and competitive positioning outcomes

• Oversee the strategic pricing model, including pricing methodology, price architecture, analytics, tools, and performance measurement, ensuring consistency, rigor, and scalability and disciplined pricing execution

• Partner with leadership and cross-functional teams (Sales Operations, Finance, Marketing, Category Management, IT, etc.) to align pricing strategy with commercial priorities, customer value propositions, and financial / margin objectives

• Lead, through a team, advanced customer, market, and margin analytics, translating complex data — including segmentation, price waterfalls, elasticity, and profitability models — into clear, executive-level insights; present recommendations that inform strategic decision making

• Establish and enforce pricing governance, policies, and controls to ensure disciplined execution, mitigate risk, and maintain adherence to pricing standards across channels, regions, and customer segments; serve as an internal point of contact for pricing strategy governance and escalation

• Lead the strategy, planning, and execution of annual price increases, ensuring effective price increase management that balances market dynamics, customer value, competitor positioning, margin performance, and business objectives

• Develop pricing capability within assigned business unit(s) and drive continuous improvement in pricing processes, tools, and outcomes to support enterprise goals, enhance quality decision-making, and elevate commercial acumen and analytical maturity

• Participate in pricing forecasting and financial impact analysis; may provide guidance on complex deals, in alignment with pricing strategies while supporting sales effectiveness

• 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.

• Bachelor's Degree in Marketing, Economics, Business Administration or a related field or equivalent education and/or experience

• 10 years progressive experience in pricing, commercial strategy, finance, or related disciplines

• 5 years people management/leadership experience

• 3 years dental/medical industry exposure/experience

• Proven experience with pricing science, price architecture, segmentation, discount strategy, and revenue optimization

• Proven leadership skills with the ability to set strategic direction, influence stakeholders, and drive execution

• Strong decision-making capabilities; ability to recommend and implement pricing strategies

• Advanced analytical skills with ability to source relevant data and create decision models

• Excellent interpersonal and communications skills working across multiple levels and functions with the ability to communicate complex financial information in an easy to understand and effective written and verbal manner

• Ability to synthesize complex data and industry trends into clear, actionable insights for leadership decision-making

• Track record of…