Territory Manager
Saluda Medical
Director, Commercial Pricing Strategy – Transcatheter Heart Valve
Edwards Lifesciences
full-time
Posted on:
Origin: • 🇺🇸 United States • California, Colorado, Illinois, North Carolina
Visit company websiteSalary
💰 $143,000 - $178,000 per year
Job Level
Lead
About the role
- Oversee development of the commercial pricing strategy for the US THV Sales organization in collaboration with field sales leaders, internal commercial teams, and key customer stakeholders
- Drive value and consulting across all parties to navigate deals between accounts and align resources to address customer needs by facilitating connections, relationships and executing value-based strategic programs
- Develop sustainable strategic relationships with customers across the national market healthcare executives, service line leaders and clinicians at targeted accounts to identify clinical quality improvement opportunities
- Mitigate/eliminate risk, direct and communicate highly complex strategies for pricing, recalls, inventory backorder, and E&O and negotiate with internal and external parties
- Align internal commercial and customer resources to address customer needs and ensure successful integration and adoption of selected solutions
- Plan and direct strategic activities including prioritizing and selecting appropriate projects with overall responsibility for meeting business objectives
- Lead in identifying risk, developing complex mitigation strategies, best practices, alternative solutions, resolving issues in collaboration with cross functional and/or matrix teams
- Develop the narrative/story to communicate complex strategies and execution plans to internal key stakeholders and provide solutions to complex opportunities
- Provide recommendations, identify, gain buy-in from, and present findings to senior management in support of new projects, initiatives, and/or programs
- Prepare, analyze and implement program pricing terms and conditions
- Frequent travel up to 40% as required
Requirements
- Bachelor's Degree in related field and 12 years of previous related experience or Master's Degree in related field and 10 years of previous related experience
- Ability to build strong business acumen to represent the entire business value proposition required
- Ability to think strategically and demonstrate high degree of initiative and emotional intelligence
- Ability to be effective in selling value proposition of Edwards and its products and solutions
- Customer engagement skills to conduct business planning activities and reviews with customer base, field sales and support organizations and Edwards counterparts
- Ability to understand customer needs and apply appropriate solutions
- Proven successful project management skills
- Proficient in Microsoft Office Suite and related tools and systems
- Excellent documentation and communication skills and interpersonal relationship skills including negotiating and relationship management skills with ability to drive achievement of objectives
- Demonstrated ability to influence management with key provider decision makers
- Ability to develop and integrate metrics into the projects and operations that clearly demonstrate the value and effectiveness of discounting programs and inventory management to the business
- Serve as core partner to senior leaders in Business Units, Functional Groups, and Regions
- Expert knowledge in business planning, and financial models with ability to utilize financial tools and total spend analysis
- Expert understanding of pricing strategy procedures while looking beyond existing methodologies and own discipline to define and resolve complex problems
- Expert understanding of related aspects of pricing strategy processes and/or systems, including financial mechanism that relates to pricing discounting
- Experience with Healthcare provider data management platforms and IT organizations preferred
- Ability to interact professionally with all organizational levels
- Ability to manage competing priorities in a fast-paced environment
- Consult in program setting within multiple areas, deeper or more dedicated advisory role, interfacing with more senior management
- Adhere to all company rules and requirements (e.g., pandemic protocols, Environmental Health & Safety rules)
