Director, Portfolio Pricing & Contracts Strategy, US

The Opportunity

This position works out of our Austin, TX location in the Medical Devices Division. Our medical devices help more than 10,000 people have healthier hearts, improve quality of life for thousands of people living with chronic pain and movement disorders, and liberate more than 500,000 people with diabetes from routine fingersticks.

As the Director of Portfolio Pricing & Contracts Strategy, you will serve as as an advisor and thought partner to Abbott’s Medical Device Business Units in developing pricing and contracting strategies across customer segments for both launch and inline products.

The Director will develop a Center of Excellence and a high-performing team for best-in-class pricing research and portfolio planning that transcends the competitive landscape and optimizes margin.

This role collaborates with Enterprise Accounts, Area Vice Presidents, and Business Unit partners including Marketing, Strategic Pricing, Commercial Excellence, and Finance.

This role will work in a matrix approach within the organization and requires excellent analytical, communication, and presentation skills.

The individual will advise the deal development and contract generation teams on customer segment offers, bids, and proposals, aligning with each Brand’s strategy and profitability goals.

What You’ll Work On

Customer Segment Research and Strategy Development

Working with Business Units and Enterprise Accounts, lead ongoing pricing / customer segment research studies (qualitative, quantitative using value justifiable, willingness to pay, cost benefit, etc.

to influence the development of pricing strategies by customer segment.

• Triangulate customer insights with key market inputs as part of the strategy development
• Monitor customer responses and competitive behavior surrounding Abbott’s Medical Device strategy implementation, recommending adjustments as necessary.

Strategic Pricing

• Advise Business Units of integrated strategy opportunities across launch and inline products.
• Communicate value drivers supporting pricing and contracting strategies, and their impact to the business. Translate the strategy and value proposition into innovative contracting structures.
• Lead the development of cohesive portfolio contracting strategies to ensure an optimal balance of revenue, volume, margin and access across the Medical Device portfolio.
• Provide strategic inputs and conduct analytics on customer segment-specific price proposals to support the Price Council process.
• Guide Strategic Pricing & Contracting deal development teams on customer segment offers and bids, ensuring alignment with brand strategy and profitability.
• Enhance information exchange and best practice sharing across the Business Units and drive adoption of pricing resources and tools
• Assure effective communications among Enterprise Accounts and the Medical Device Business Units

Strategic Pricing Governance support

Design and develop price optimization models to evaluate the impact of pre-launch, post-launch, and product maturity contracting strategies, including impacts to internal average sales price, gross to net, and reimbursement considerations.

Make recommendations for contracting strategy adjustments as necessary.

• Support Business Unit Gross to Net projections by providing insights on current market dynamics, customer behavior, and future market events.
• Drive customer pricing input into financial processes (Plan, LBE) as well as drive reviews of strategic pricing assumptions with Business Units.

Qualifications

Experience

• At least 10 years progressive experience in a strategic pricing leadership role within the medical device or biotech industry, preferably in Cardiovascular
• Broad and deep knowledge of US healthcare system, reimbursement and pricing environment; customer channels and segments
• Expertise in price and contract modeling, GTN projections and implications on Brand P&Ls
• Experience working with market data and syndicated data sources
• Exceptional partnering abilities, communication skills, executive presence, and the ability to build influence across internal functions, field leadership, and commercial operations
• Minimum 5 years as a leader of people.

Education

• Bachelor’s Degree in math, economics, finance, business administration, health economics, engineering, or other relevant qualification required.
• MBA or other advanced degree preferred.
24 days ago