Senior Director - Strategic Pricing

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.

Essential Functions

• 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

People Management

• 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.

Additional Responsibilities

• 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

Minimum 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

Preferred Requirements

• 5 years dental/medical industry exposure/experience

Skills and Abilities

• 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
• Experience utilizing pricing matrices and pricing tools
• Dental: Understanding of merchandise, equipment, software/eServices, and dental practice workflows, or the ability to quickly develop this knowledge to support consultative conversations.

Physical and Cognitive Demands

• Communicate/Hearing Frequently
• Communicate/Talking Frequently
• Learn New Tasks or Concepts Frequently
• Make Timely Decisions in the Context of a Workflow Frequently
• Complete Tasks Independently Constantly
• Maintain Focus Constantly
• Remember Processes & Procedures Constantly
• Stationary Position (Seated) Constantly
• Vision Constantly
• Hand/Eye Coordination Occasionally
• Bend Rarely
• Complete Tasks in a Noisy Environment Rarely
• Feeling/Grasping/Handling Rarely
• Move/Traverse Rarely
• Repetitive Motions Rarely

Working Environment

• Hazards Occasionally

Environmental Conditions

• Office: This position primarily operates in a professional office environment in which team members occupy desks in assigned areas or at meeting/collaboration spaces within the building. The building's primary work areas consist of desks, chairs, computers, and other office equipment and devices for professional services.

The potential compensation range for this role is below. The final offer amount would be based on various factors such as candidate location (geographical labor market), experience, and skills. $177,700.00 - $222,200.00